A Sales Management Simulation for the PC: An Integrative Tool for Sales Management Courses

Abstract

A simulation game serves as a means for integrating the context of sales management courses. It was designed for use after students have largely completed their study of textbooks, analyses of cases, and involvement in experiential exercises relating to personal selling and sales management. Decision tasks focus on the selection and deployment of sales representatives but the more routine tasks of sales forecasting, monitoring performance, and record keeping also have impact on the bottom line. Successful performance requires an overall grasp of company operations and “bottom line awareness.” The interactive program runs on IBM PC’s and compatibles. Decision entry can be done in class by students (with supervision) or elsewhere.