Marketing Education/ The Dynamic Business School
The authors discuss the MARS Sales Management Simulation (MARS) based on over 10 years of experience using the simulation in a sales management course. Over the years, the authors have tried a variety of ways of incorporating the MARS game into the sales management course and have written this paper to share their insights. This paper presents an overview of the MARS Sales Management Simulation, how to incorporate MARS into a sales management course, additional sales management assignments that relate to information from the MARS Simulation, advantages of using the simulation, disadvantages of using the simulation, some possible guidelines for running the simulation, and suggested guidelines for the additional assignments.
Copyright Statement / License for Reuse
Digital Commons@Georgia Southern License
Chapman, Joseph and Wahlers, Russ, "The MARS Sales Management Simulation: 10+ Years Later" (2017). Association of Marketing Theory and Practice Proceedings 2017. 27.