Active and Collaborative Learning in the Program Design Process: Launching Professional Selling in the Byrum School

Abstract

Sales is an applied discipline that is in high demand by businesses. The development of a professional selling program in the Byrum School followed a model of active and collaborative learning to prepare students for success in professional sales. Experiential learning theory was used in course design, and course components were mapped to identify how they support higher levels of thinking using a Bloom’s taxonomy framework. The new Professional Selling Concentration emphasizes actively practicing skills to prepare future sales representatives with the necessary competencies, and to position the Byrum School as the partner of choice to businesses seeking to hire sales professionals