Influencing students into sales careers through a speed selling event

L. Matthews, D. Edmondson
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引用次数: 2

Abstract

ABSTRACT Even though employers constantly solicit new sales professionals at numerous universities, students remain reluctant to pursue this career path. One intervening approach to alter the attitudes of students towards sales careers is to include a speed selling event in the introductory sales class, or perhaps even in the introductory course to overcome misperceptions about sales. One hundred sixty-two professional selling students from a southeastern public university participated in a pre- and post-event survey that assessed their attitudes toward sales careers and grit (courage & resolve to continue). Self-reflection papers from these students were a component of the evaluation. At the same time, eight participating employers completed a post-event survey of the speed selling event. Results indicate improved attitudes towards sales careers and higher levels of grit after the event. Students also frequently commented about increased confidence and job opportunities because of their participation. These results showcase how interventions such as the speed selling event can positively impact students’ attitudes towards sales careers and; therefore, increase the likelihood that they would pursue a career in sales.
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通过快速销售活动影响学生进入销售职业
摘要尽管许多大学的用人单位不断招聘新的销售专业人才,但学生们仍然不愿走上这条职业道路。改变学生对销售职业态度的一种干预方法是在介绍性销售课程中加入快速销售活动,甚至可能在介绍性课程中加入,以克服对销售的误解。来自东南部一所公立大学的162名专业销售学生参加了一项活动前后的调查,评估了他们对销售职业的态度和毅力(继续下去的勇气和决心)。这些学生的自我反思论文是评估的一个组成部分。与此同时,八位参与的雇主完成了一项关于速售活动的事后调查。结果表明,活动结束后,人们对销售职业的态度有所改善,毅力也有所增强。学生们还经常评论说,由于他们的参与,信心和工作机会增加了。这些结果展示了快速销售活动等干预措施如何积极影响学生对销售职业的态度;因此,增加了他们从事销售职业的可能性。
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来源期刊
CiteScore
4.00
自引率
6.20%
发文量
21
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