Teaching Sales Students to Direct Their Own Learning

Teaching Sales Students to Direct Their Own Learning Stefanie Boyer, Ph.D., Bryant University Andrew Artis, Ph.D. University of South Florida Diane Edmondson, Ph.D. Middle Tennessee State University David Fleming, Eastern Illinois State University Boyer Global Sales Science Institute, 2014, London

Purpose Improve salesperson learning Improve salesperson & sales manager performance Boyer

How do adults learn? • Traditional methods • Standardized • Instructor driven • Mandatory • Classroom-based • Adult Learning Theory (ALT) (Speck, 1996) • Real world • Control • Self-Directed Learning (SDL) • Learners are more motivated and dedicated to learning AND learn more effectively using SDL methodsthat are more learner-directed. • SDL gives locus of control of learning to learner • Cost Over $100 billion annually on training Boyer

SDL Background • Meta-analytic results for SDL: p < .01. **p < .00 (Boyer, et al., 2013) Boyer

Using SDL in the classroom (Boyer, et al., 2013) Boyer

Implementation via SDL learning Projects Boyer

SDL Project Timeline & Tips Boyer

Weekly SDL Project Deliverables Life Saver Boyer

Future Research • International implementation in business & academia Contact: Stefanie Boyer sboyer@bryant.edu Boyer

Teaching Sales Students to Direct Their Own Learning

Teaching Sales Students to Direct Their Own Learning

Presentation Transcript

How to Teach Students to Design Their Own Laboratory Investigations

Challenging All Students to Own Their Future

Engaging Students in Their Learning

Help Students Take Charge of Their Own Learning

Teaching Students to Learn With Learning Disabilities

Best approaches for helping students self-assess their own learning

Helping students make their own multiplication chart

Teaching Students with Learning Disabilities

Students tutor younger students with their own Geogebra course

Direct sales

Students Constructing Their Own Knowledge to Understand Mutation

Motivating students to engage with assessment and self-regulate their own learning

TEACHING STUDENTS TO ASK THEIR OWN QUESTIONS

Students using Assessments to focus their learning

Can Students Write their own Textbook?

Supporting Doctoral Students to Develop their Teaching Practice

Using data to get your students to take responsibility for their own learning.

Helping students to reflect on their learning

Students as Directors of Their Own Learning

Leading Students To Track Their Own Data

The role of students in the representation of their own learning.

Getting Students to Produce Their Own Worked Examples