Pounding the Pavement: A Media Sales Experiential Learning Project




Brooks, Mary Liz
Garcia, Nancy

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The sales industry in the United States is an economic powerhouse and is often where recent college graduates obtain their first real-world jobs. However, there is a need to understand students' perceptions and knowledge of sales and their experience selling advertising space. This study applied experiential learning theory to a mass media sales course in spring 2021. The purpose was to explore barriers, successes, and helpful sales tools that students could incorporate should they obtain a career in advertising sales. Results indicate students' openness to joining the sales industry upon college graduation and an overall positive perception of a sales career.


Surveys, focus group, reflection journals


2022 Faculty Research Poster Session and Research Fair, West Texas A&M University, Department of Communication, Poster, Advertising sales


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