The Pedagogical Efficacy of a Sales Management Simulation

Abstract

This paper presents a study of a Sales Management Simulation that was used in five classes across two universities. One of the authors, Bob Cook, developed and currently markets the MARS Sales Management Simulation that is the subject of the study. The simulation is an Internet-based version that can easily be accessed by students and administered by faculty. As indicated by 151 responses to a survey, students found the simulation experience to bean exceptional learning tool that surpassed the textbook in helping them to understand sales force issues, develop high level decision making and problem solving skill sets, and increase their interest level in course content. Implications for pedagogical use of a sales management simulation are discussed.