IDEAS home Printed from https://ideas.repec.org/a/spr/ijmark/v2024y2024i1d10.1007_s43039-024-00090-x.html
   My bibliography  Save this article

Sales education in Italian universities: state of the art and future directions

Author

Listed:
  • Silvio Cardinali

    (Università Politecnica Delle Marche)

Abstract

During the last 10 years, scholars focused their attention on how sales education has evolved and highlighted the relevant impact of teaching sales-related topics in tertiary education worldwide. However, in the universities, the number of programs, curricula, and courses is limited. This low number of sales programs can impact students’ “work readiness” and not respond to company needs generating a mismatching. This study aimed to understand the state of the art of sales education in the Italian context and to explore the future challenges for universities. The results confirm the low presence of sales-related courses but, at the same time, a relevant part of the selected program presents sales as a job opportunity or a competence. Internal and external challenges are also described and suggestions to better develop sales education programs within Italian universities are provided.

Suggested Citation

  • Silvio Cardinali, 2024. "Sales education in Italian universities: state of the art and future directions," Italian Journal of Marketing, Springer, vol. 2024(1), pages 1-20, March.
    • Handle: RePEc:spr:ijmark:v:2024:y:2024:i:1:d:10.1007_s43039-024-00090-x
    DOI: 10.1007/s43039-024-00090-x
    as

    Download full text from publisher

    File URL: http://link.springer.com/10.1007/s43039-024-00090-x
    File Function: Abstract
    Download Restriction: Access to the full text of the articles in this series is restricted.
    File URL: https://libkey.io/10.1007/s43039-024-00090-x?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:spr:ijmark:v:2024:y:2024:i:1:d:10.1007_s43039-024-00090-x. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.springer.com .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.