libro aperto
SPLASH IO1 - TASK 1.1
A literature review on sales education

The literature review represent the starting point of the research conducted to update the research on training demand and offer, to provide a general overview over the sales education topics, issues and methodologies.

SPLASH IO1 - TASK 1.2
State of art of sales education

The present document provides an updated overview of the current state of sales education and training in the university curricula, and summarizes the results of the analyses conducted in the various countries of the partnership (Italy, Austria, Denmark, Finland).

SPLASH IO1 - TASK 1.2
Survey on sales education

An overview of the results of the quantitative field research conducted in the various countries of the project partnership (Italy, Austria, Denmark, Finland) and among the European sales scholars.

SPLASH IO1 - TASK 1.3
Focus group on sales education

The present document summarizes the results of the qualitative field research conducted in the various countries of the partnership (Italy, Austria, Denmark, Finland), which aims to highlight the point of view of businesses and sales professionals in relation to the main skills and competences necessary for a future candidate, focusing on BtoB sales in international contexts and considering the role of sales technologies in carrying out this job in today’s marketplace.

SPLASH IO2 
E-learning platform analysis in sales education

The main objective of the second section of this entire project is to provide an e-learning platform analysis describing a clear picture of the var types of e-learning platforms available for sales education and what they contain. In addition, the aim is to find out how scholars could utilize these different platforms both in sales courses and in teaching.

SPLASH IO2
Sales education landscape

Wanting to give a concise and comprehensive overview of the current sales education available on platforms, we present here the aggregation of the platforms currently available on sales education, grouped according to the two criteria. The first of these criteria is the topic, i.e. sales management, personal selling, team selling and digital selling, while the second criterion is that of accessibility, i.e. open, free trial and paid. This sales education landscape representation shows how sales management, digital selling, personal selling, and team selling will be represented on different platforms.