Development of a Computerized In-Basket Exercise for the Classroom: A Sales Management Example

Abstract

This article follows the development of a sales management in-basket exercise for use in the classroom. The authors have computerized the exercise and added features to allow for additional and more quantitative input from the students. The exercise has evolved and been tested in numerous classroom situations. The computerized in-basket exercise is shown to provide significant benefits over regular in-baskets when measured against the objectives of the exercise. These benefits include quantitative, immediate, and consistent feedback to students as well as spirited discussions in the classroom as to the role and actions of sales managers.