From India to the Midwest: Building a Sales Curriculum That Actually Works | Pramit Banerjee - 14

You want to teach a specific sales theory in your classroom but aren’t sure how students can apply it in the real world? Joining me in this episode is Pramit Banerjee, a Missouri Western State University sales professor, to share how he builds his sales curriculum to give students the hands-on experience they need. Oh, and sorry, BJ missed this episode. He was in Florida for a sales competition!

Meet Pramit Banerjee

1. Thirty years ago, working in sales wasn’t even on Banerjee’s radar. From a young age, he was told his only career options were doctor, engineer, or failure.
2. Because medicine was so competitive, Banerjee decided to earn an MBA and start a career in marketing.
3. After graduating, he landed a sales manager position at Nokia and struggled to understand sales at first.
4. Through trial and error, he eventually got the hang of it and became a sales educator at Missouri Western State University.

Making Sales Real in the Classroom

1. If you struggle with making theoretical concepts feel real for your students, Banerjee suggests sharing personal stories from your time in the field.
2. Students can’t learn everything from textbooks and won’t experience real sales until they start their first sales roles. Your workplace experience can give them valuable knowledge before they get there.
3. Banerjee also recommends that professors form industry partnerships. Local companies can offer mini-mentorships to give students firsthand exposure to sales careers.
4. Most students struggle with role plays and would rather avoid them. Of course, there’s no way around it. Banerjee shares how he keeps role plays fun and engaging so students can get the experience they need.
5. The last creative way Banerjee makes sales real in the classroom is by using AI-driven role plays.
6. Students scan QR codes to start role plays with AI acting as supportive or challenging prospects. The AI adjusts difficulty to each student’s skill level, creating a realistic, tech-forward learning environment.

Student Reactions & Teaching Impact

1. Banerjee’s students love the interactive nature of his classes, which keeps them engaged and involved in the learning process.
2. Relating real-world experiences to classroom lessons helps students see the relevance of what they’re learning.
3. The AI-driven exercises, while challenging at first, complement hands-on role plays and enhance the experiential learning experience.

“Know your own strengths and be your own self. We all have different strengths. Try to find out what you are good at.” - Pramit Banerjee

Resources

Chat with Pramit Banerjee about this episode or sales education through email, [e-mail].