Annals of Entrepreneurship Education and Pedagogy – 2016
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Annals of Entrepreneurship Education and Pedagogy – 2016

Edited by Michael H. Morris and Eric Liguori

The second edition of Annals of Entrepreneurship Education and Pedagogy provides entirely new insights into a number of the leading issues surrounding the teaching of entrepreneurship and the building of entrepreneurship programs. Prepared under the auspices of the United States Association for Small Business and Entrepreneurship (USASBE), this book features fifteen scholarly perspectives on a range of entrepreneurship education issues.
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Chapter 25: Teaching entrepreneurial sales skills: a co-curricular approach

Eric Liguori, Birton Cowden and Giles Hertz


Those in entrepreneurship, as a discipline, fail to properly equip graduates with the sales acumen necessary for entrepreneurial success. While the critical importance of selling is widely accepted by entrepreneurship educators, it is reasonable to infer that less than 5 percent of entrepreneurship majors are ever exposed to any formal sales training. An Entrepreneurial Sales Skills Bootcamp (SOLD) was established in 2013 to address this deficiency. This chapter explains the nuts and bolts of the SOLD curriculum.

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