{"title":"Influencing students into sales careers through a speed selling event","authors":"L. Matthews, D. Edmondson","doi":"10.1080/21639159.2022.2052340","DOIUrl":null,"url":null,"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.","PeriodicalId":45711,"journal":{"name":"Journal of Global Scholars of Marketing Science","volume":null,"pages":null},"PeriodicalIF":1.9000,"publicationDate":"2022-05-10","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":"2","resultStr":null,"platform":"Semanticscholar","paperid":null,"PeriodicalName":"Journal of Global Scholars of Marketing Science","FirstCategoryId":"1085","ListUrlMain":"https://doi.org/10.1080/21639159.2022.2052340","RegionNum":0,"RegionCategory":null,"ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":null,"EPubDate":"","PubModel":"","JCR":"Q3","JCRName":"BUSINESS","Score":null,"Total":0}
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.