{"id":"https://openalex.org/W2608965727","doi":"https://doi.org/10.1080/10528008.2017.1314188","title":"Understanding the Sales Process by Selling","display_name":"Understanding the Sales Process by Selling","publication_year":2017,"publication_date":"2017-04-26","ids":{"openalex":"https://openalex.org/W2608965727","doi":"https://doi.org/10.1080/10528008.2017.1314188","mag":"2608965727"},"language":"en","primary_location":{"id":"doi:10.1080/10528008.2017.1314188","doi":"https://doi.org/10.1080/10528008.2017.1314188","is_oa":false,"landing_page_url":"https://doi.org/10.1080/10528008.2017.1314188","pdf_url":null,"source":{"id":"https://openalex.org/S67177122","display_name":"Marketing Education Review","issn_l":"1052-8008","issn":["1052-8008","2153-9987"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-c","cwts-core","fnege-4","jufo-1","norway-1","poland-20","russia-white-list-2"],"host_organization":"https://openalex.org/P4310320547","host_organization_name":"Taylor & Francis","host_organization_lineage":["https://openalex.org/P4310320547","https://openalex.org/P4310320449"],"host_organization_lineage_names":["Taylor & Francis","Informa"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Marketing Education Review","raw_type":"journal-article"},"volume":null,"type":"article","indexed_in":["crossref"],"open_access":{"is_oa":false,"oa_status":"closed","oa_url":null,"any_repository_has_fulltext":false},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5007630553","display_name":"Dave Bussi\u00e8re","orcid":"https://orcid.org/0000-0002-1995-4491","observed_orcids":["https://orcid.org/0000-0002-1995-4491"]},"institutions":[{"id":"https://openalex.org/I74413500","display_name":"University of Windsor","ror":"https://ror.org/01gw3d370","country_code":"CA","type":"education","lineage":["https://openalex.org/I74413500"]}],"countries":["CA"],"is_corresponding":true,"raw_author_name":"Dave Bussi\u00e8re","raw_affiliation_strings":["Department of Marketing, University of Windsor, Windsor, Ontario, Canada"],"raw_orcid":"https://orcid.org/0000-0002-1995-4491","affiliations":[{"raw_affiliation_string":"Department of Marketing, University of Windsor, Windsor, Ontario, Canada","institution_ids":["https://openalex.org/I74413500"]}]}],"institutions":[],"countries_distinct_count":1,"institutions_distinct_count":1,"corresponding_author_ids":["https://openalex.org/A5007630553"],"corresponding_institution_ids":["https://openalex.org/I74413500"],"apc_list":null,"apc_paid":null,"fwci":1.2891,"has_fulltext":false,"cited_by_count":8,"citation_normalized_percentile":{"value":0.84050259,"is_in_top_1_percent":false,"is_in_top_10_percent":false},"cited_by_percentile_year":{"min":88,"max":96},"biblio":{"volume":"27","issue":"2","first_page":"86","last_page":"91"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T12671","display_name":"Management and Marketing Education","score":1.0,"subfield":{"id":"https://openalex.org/subfields/1405","display_name":"Management of Technology and Innovation"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T12671","display_name":"Management and Marketing Education","score":1.0,"subfield":{"id":"https://openalex.org/subfields/1405","display_name":"Management of Technology and Innovation"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T11299","display_name":"Problem and Project Based Learning","score":0.0,"subfield":{"id":"https://openalex.org/subfields/3304","display_name":"Education"},"field":{"id":"https://openalex.org/fields/33","display_name":"Social Sciences"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T11530","display_name":"Business and Management Studies","score":0.0,"subfield":{"id":"https://openalex.org/subfields/1802","display_name":"Information Systems and Management"},"field":{"id":"https://openalex.org/fields/18","display_name":"Decision Sciences"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/sales-process","display_name":"sales process","score":0.9860000014305115},{"id":"https://openalex.org/keywords/experiential-learning","display_name":"experiential learning","score":0.8349999785423279},{"id":"https://openalex.org/keywords/sales-education","display_name":"sales education","score":0.8539999723434448},{"id":"https://openalex.org/keywords/advertising-sales","display_name":"advertising sales","score":0.7170000076293945},{"id":"https://openalex.org/keywords/student-projects","display_name":"student projects","score":0.6740000247955322},{"id":"https://openalex.org/keywords/sales-training","display_name":"sales training","score":0.4300000071525574}],"concepts":[{"id":"https://openalex.org/C201280247","wikidata":"https://www.wikidata.org/wiki/Q11032","display_name":"Newspaper","level":2,"score":0.6883544921875},{"id":"https://openalex.org/C162853370","wikidata":"https://www.wikidata.org/wiki/Q39809","display_name":"Marketing","level":1,"score":0.6320763230323792},{"id":"https://openalex.org/C37228920","wikidata":"https://www.wikidata.org/wiki/Q1307600","display_name":"Experiential learning","level":2,"score":0.5891788601875305},{"id":"https://openalex.org/C98045186","wikidata":"https://www.wikidata.org/wiki/Q205663","display_name":"Process (computing)","level":2,"score":0.5850842595100403},{"id":"https://openalex.org/C2778572836","wikidata":"https://www.wikidata.org/wiki/Q380933","display_name":"Space (punctuation)","level":2,"score":0.5796093344688416},{"id":"https://openalex.org/C139749660","wikidata":"https://www.wikidata.org/wiki/Q5657855","display_name":"Sales management","level":2,"score":0.5570995211601257},{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.5035197138786316},{"id":"https://openalex.org/C112698675","wikidata":"https://www.wikidata.org/wiki/Q37038","display_name":"Advertising","level":1,"score":0.498279333114624},{"id":"https://openalex.org/C2778348673","wikidata":"https://www.wikidata.org/wiki/Q739302","display_name":"Production (economics)","level":2,"score":0.49390870332717896},{"id":"https://openalex.org/C2991860356","wikidata":"https://www.wikidata.org/wiki/Q126793","display_name":"Retail sales","level":2,"score":0.42627331614494324},{"id":"https://openalex.org/C162324750","wikidata":"https://www.wikidata.org/wiki/Q8134","display_name":"Economics","level":0,"score":0.21091324090957642},{"id":"https://openalex.org/C15744967","wikidata":"https://www.wikidata.org/wiki/Q9418","display_name":"Psychology","level":0,"score":0.16952776908874512},{"id":"https://openalex.org/C41008148","wikidata":"https://www.wikidata.org/wiki/Q21198","display_name":"Computer science","level":0,"score":0.11583787202835083},{"id":"https://openalex.org/C145420912","wikidata":"https://www.wikidata.org/wiki/Q853077","display_name":"Mathematics education","level":1,"score":0.1038159430027008},{"id":"https://openalex.org/C175444787","wikidata":"https://www.wikidata.org/wiki/Q39072","display_name":"Microeconomics","level":1,"score":0.07616376876831055},{"id":"https://openalex.org/C111919701","wikidata":"https://www.wikidata.org/wiki/Q9135","display_name":"Operating system","level":1,"score":0.0}],"mesh":[],"locations_count":1,"locations":[{"id":"doi:10.1080/10528008.2017.1314188","doi":"https://doi.org/10.1080/10528008.2017.1314188","is_oa":false,"landing_page_url":"https://doi.org/10.1080/10528008.2017.1314188","pdf_url":null,"source":{"id":"https://openalex.org/S67177122","display_name":"Marketing Education Review","issn_l":"1052-8008","issn":["1052-8008","2153-9987"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-c","cwts-core","fnege-4","jufo-1","norway-1","poland-20","russia-white-list-2"],"host_organization":"https://openalex.org/P4310320547","host_organization_name":"Taylor & Francis","host_organization_lineage":["https://openalex.org/P4310320547","https://openalex.org/P4310320449"],"host_organization_lineage_names":["Taylor & Francis","Informa"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Marketing Education Review","raw_type":"journal-article"}],"best_oa_location":null,"sustainable_development_goals":[{"display_name":"Quality education","id":"https://metadata.un.org/sdg/4","score":0.9235000014305115}],"sustainable_development_goals_aurora":[{"display_name":"Quality education","id":"https://metadata.un.org/sdg/4","score":0.6100000143051147}],"study_designs":[],"awards":[],"funders":[],"has_content":{"grobid_xml":false,"pdf":false},"content_urls":null,"referenced_works_count":8,"referenced_works":["https://openalex.org/W51593690","https://openalex.org/W1484524103","https://openalex.org/W1846675335","https://openalex.org/W1967156575","https://openalex.org/W1973885717","https://openalex.org/W1980445219","https://openalex.org/W2101304626","https://openalex.org/W2304592876"],"related_works":["https://openalex.org/W2086161902","https://openalex.org/W2195453274","https://openalex.org/W1967156575","https://openalex.org/W2575593172","https://openalex.org/W2470850652","https://openalex.org/W2187576883","https://openalex.org/W2565661055","https://openalex.org/W1882921787","https://openalex.org/W1905075196","https://openalex.org/W3193059741"],"abstract_inverted_index":{"Experiential":[0],"projects":[1],"bring":[2],"students":[3,77],"closer":[4],"to":[5,23],"real-world":[6],"situations.":[7],"This":[8],"is":[9],"valuable":[10],"in":[11,40,60,71,89],"sales":[12,19,51,83],"education":[13],"because":[14],"the":[15,18,35,61,67,79,82],"complexities":[16],"of":[17,37,66,81],"process":[20],"are":[21],"difficult":[22],"learn":[24],"from":[25],"a":[26,41,48,54],"textbook.":[27],"A":[28],"student":[29],"project":[30,46],"was":[31],"developed":[32],"that":[33,76],"involved":[34],"selling":[36,90],"advertising":[38],"space":[39],"one-time":[42],"newspaper":[43],"insert.":[44],"The":[45],"included":[47],"substantial":[49],"minimum":[50],"figure":[52],"and":[53,64],"firm":[55],"GO/NO-GO":[56],"date.":[57],"It":[58,73],"resulted":[59],"successful":[62],"production":[63],"distribution":[65],"publication":[68],"through":[69],"$10,800":[70],"sales.":[72],"also":[74],"demonstrated":[75],"learned":[78],"complexity":[80],"process\u2014even":[84],"individuals":[85],"who":[86],"were":[87],"unsuccessful":[88],"ads.":[91]},"counts_by_year":[{"year":2026,"cited_by_count":1},{"year":2024,"cited_by_count":1},{"year":2023,"cited_by_count":1},{"year":2022,"cited_by_count":1},{"year":2021,"cited_by_count":1},{"year":2020,"cited_by_count":1},{"year":2019,"cited_by_count":1},{"year":2018,"cited_by_count":1}],"updated_date":"2026-08-15T07:11:24.734988","created_date":"2017-05-05T00:00:00"}
