Driven By Big Data: Are Our Students Prepared? Requiring Technology Coursework in University Sales Programs: An Abstract

The challenges faced by organizations trying to adopt and implement new technologies within their sales forces continue to grow, despite the widespread attention given to them by academics and practitioners. Increasingly sophisticated advances in hardware and software are creating unprecedented expectations and requirements for not only current salespeople but future selling professionals, too. This paper suggests current university-based sales programs may not be supplying their students with the applicable knowledge and skill sets related to sales technology they will need not only for their success but their employers’ success as well.