Document Type

Conference Proceeding

Conference Track

Marketing Education/ The Dynamic Business School

Publication Date



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.

About the Authors

Joseph D. Chapman is a sales professor in the Marketing Department at Ball State University. He earned his doctorate from Virginia Polytechnic and State University (Virginia Tech). He joined the Ball State faculty in 1987. Dr. Chapman’s teaching focuses on professional selling, sales management, and marketing principles, and he has over 30 years of teaching and consulting experience. Before obtaining his doctorate, he was a computer sales representative (Burroughs Corporation) and a pharmaceutical sales representative (Burroughs Wellcome, Inc.). Dr. Chapman was instrumental in the establishment and growth of Ball State’s nationally recognized sales program. Dr. Chapman has published research in several well-known business journals including the Journal of Personal Selling and Sales Management, the Journal of Marketing Theory and Practice, the Review of Business, the Marketing and Management Journal, and the Marketing Education Review. He has also published and presented numerous papers at national and regional marketing, business, and sales conferences.

Russell Wahlers is a professor of marketing at Ball State University. He joined Ball State University in 1989. He received his DBA degree from Kent State University. Prior to joining the Ball State faculty, Dr. Wahlers taught at the University of Notre Dame, John Carroll University, and Kent State University. Dr. Wahlers' industry experience includes assignments at The BFGoodrich Engineered Systems Company in Market Research, Business Planning, and Corporate Purchasing. His teaching interests are in the areas of Consumer Behavior and Marketing Simulation and his research interests are primarily in the consumer information processing area. Dr. Wahlers has had articles published in the Journal of Marketing Theory and Practice, Advances in Consumer Research, International Journal of Retailing and Distribution Management, Journal of Leisure Research, Journal of Travel Research, Journal of Professional Services Marketing, Review of Business, and Marketing Intelligence and Planning. He has also published and presented numerous papers at national and regional marketing and business conferences.

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Digital Commons@Georgia Southern License

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Marketing Commons