Peer Evaluations for Extended Group Projects for a Sales Management Course

Joseph D. Chapman, Ball State University
Russell G. Wahlers, Ball State University

Joe Chapman, a professor in the Marketing Department at Ball State University, 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. He was instrumental in the establishment and growth of Ball State’s nationally recognized sales program. The sales program has been listed as one of the nation’s best by several national publications. 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 Journal of the International Society of Business Disciplines, the Journal of Business and Society, the Marketing and Management Journal, and the Marketing Education Review. Chapman is an experienced business consultant. His consulting has focused on sales training, sales rep selection, and customer and employee satisfaction.

Russell Wahlers is the chairman of the Marketing Department at Ball State University. He joined the Ball State faculty in 1989. He received his DBA (1981) degree from Kent State University. Prior to joining the Ball State faculty, he 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. He 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.


This paper presents an evaluation process that has work well for two extended group projects in a sales management course. Students help develop the peer evaluation instrument, submit several peer evaluations over the course of each project, and are required to fill out each form completely and submit the forms on assigned due dates. Students lose points on their individual project scores for not following the evaluation process guidelines.