Dr. Earl Honeycutt, professor of business administration, and Coleman Rich, lecturer of business administration, have been notified that their article, “How Important is Culture When Teaching Personal Selling & Sales Management,” was accepted for presentation at the 2006 National Conference for Sales Management (NCSM) in Minneapolis, Minn., in March 2006.
An abstract of the article reads:
“Immigration and globalization forces are changing the U.S. marketplace in regard to the level of cultural knowledge needed to succeed in personal selling and sales management activities. The purpose of this article is to raise issues related to the role of culture in contemporary sales practices that our students, the future salespersons and sales managers of leading firms, should know. Most current sales management textbooks address culture, but not in an integrated way and few USCA institutions offer formal cultural classes. In a telephone survey, USCA Directors reported that less emphasis is currently placed on culture, but this will likely change in the future. Based upon the findings, six recommendations are offered that allow sales faculty to enhance their students’ level of cultural knowledge.”
The complete paper will also be published in the NCSM Conference Proceedings.