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A study analyzed cohorts in an introductory technical sales for engineers course to evaluate changing perceptions and attitudes toward technical sales. After course completion, students showed statistically significant changes in interest, perceived need, and ranked ability, with reduced perceptions that sales skills are purely innate. Enrollment in a sales minor or prior sales experience explained expected group differences, including higher prior ability and initial interest. 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BUMBLAUSKAS University of Northern Iowa Cedar Falls, IA  \nADAM R. CARBERRY Arizona State University Mesa, AZ  \nAND  \nDAVID P. SLY  \nIowa State University Ames, IA  \nABSTRACT  \nSales engineering or technical sales programs bridge engineering and business to educate engineering students in sales specific to their discipline. Students develop business awareness through such programs, providing the sales workforce with technically knowledgeable salespeople. The following study analyzed cohorts of students enrolled in a technical sales for engineers course to assess the changing perceptions and attitudes of engineering students toward technical sales. Students reported statistically significant changes in perceptions regarding interest, need, and rank of current ability toward technical sales and social skills after completing the course. Student perceptions of sales skills being innate and ingrained decreased. Group analysis – enrollment in the sales minor or previous sales experience – revealed expected differences including higher ranked prior ability and initial interest in sales. A separate analysis of 20 technical sales skills at the end of the course was used to highlight the level students perceived they had achieved each skill.  \nKey words: Technical sales education, sales engineering, business awareness  \nINTRODUCTION  \nEngineers design products that are intended to be sold and used by customers. Individuals selling these products don’t always have the technical know-how to fully understand the capabilities of the product they are selling (James, 2015) . This can limit their ability to provide adequate information  \nSPRING 2017 1  \nADVANCES IN ENGINEERING EDUCATION  \nSelling Technical Sales to Engineering Learners  \nregarding the product to the customer. According to the Bureau of Labor Statistics (2015), there isan increase in the need for sales professionals with engineering expertise to support the sales of anever-growing market of technical products; specifically they project a 7 percent growth rate from 2014 to 2024. Targeted technical sales courses and programs historically offered to engineering students have been linked to business schools, in particular within marketing programs. The biggest challenge for these programs is balancing the already demanding degree requirements for engineering students with their learning of technical sales skills within academic units that are traditionally different (Narayanan, Sawaya, & Johnson, 2014) . New degree programs and minors designed to specifically train engineers in technical sales, sales engineering, and marketing are now beginning to be offered within engineering programs to address this concern. These programs provide disruptive innovations (Behara & Davis, 2015; Christensen, Johnson, & Horn, 2008) that introduce or adapt courses with embedded opportunities for engineering students to develop a base understanding of business, entrepreneurship, sales, finance, distribution, and marketing to develop their transferable business acumen (Creed, Suuberg, & Crawford, 2002; Ferrara, Maguda, & Vavreck, 2007; Sullivan, Carlson, & Carlson 2001; Wang & Kleppe, 2001) . Additional efforts have begun to integrate innovation, entrepreneurship, sales, and marketing into the traditional engineering curriculum (Mustar, 2009) . The summation of these efforts has led to the creation of leading-differentiated programs that cause disruptive and sustainable innovations, which creatively meet the unique needs of students intending to pursue careers in sales engineering (Behara & Davis, 2015) .  \nThe following study investigates and analyzes students enrolled in an introductory technical sales course to better understand the impact such courses have on sales-related learning outcomes. The cou","cbCaihHid0pFVJog","https://ap.wps.com/l/cbCaihHid0pFVJog","pdf",533042,"English","# Abstract\n# Introduction\n# Literature Review","[{\"question\":\"What was the study designed to measure about engineering learners?\",\"answer\":\"It assessed how students’ perceptions and attitudes toward technical sales changed after completing an introductory technical sales course for engineers.\"},{\"question\":\"How did the course affect students’ perceptions and attitudes?\",\"answer\":\"Students reported statistically significant changes in interest, need, and ranked current ability toward technical sales, along with decreases in beliefs that sales skills are innate and ingrained.\"},{\"question\":\"What factors were used to compare differences between student groups?\",\"answer\":\"The study compared groups based on whether students were enrolled in a sales minor or had previous sales experience, which showed expected differences such as higher prior ability and initial interest.\"}]","Selling Technical Sales to Engineering Learners - Spring 2017 | PDF",1792065776,48]