销售管理作为高职院校市场营销专业一门核心课程,传统的考核方式不能够全面真实地反映学生的学习状态和学习效果。为改变课程考核中出现的一些问题,在教学实践中引入形成性考核模式改革尝试,较好地调动了学生的学习积极性,提高了学生学习投入和学习效果,教学质量得到了一定的提升。 As a core course of marketing major in higher vocational college, sales management can not fully and truly reflect the learning status and learning effect of students. In order to change some problems that appeared in the course examination, the introduction of the formative examination mode reform attempt in teaching practice has aroused the enthusiasm of students ’learning, improves the students’ learning input and learning effect, and improves the teaching quality.