Helping Students Find Their Sweet Spot: A Teaching Approach Using the Sales Process to Find Jobs that Fit

Allen, Concha; Dugan, Riley; Popa, Eugen M.; Tarasi, Crina O.

doi:10.1080/10528008.2017.1323555

Cited by 14 publications

(3 citation statements)

References 36 publications

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“…Rodriguez et al (2015) linked self-efficacy and sales knowledge to sales success in a study of more than 500 students across 20 colleges and universities. Other work explores specific means for preparing students for career success, including how learning the sales process can improve a student’s professional network (Butler, 2012) and person-job fit (Allen et al, 2017). A few works explore student motivation.…”

Section: Discussion Of General Resultsmentioning

confidence: 99%

A Critical Review of the Literature for Sales Educators 2.0

Cummins

Nielson

Peltier

et al. 2020

Journal of Marketing Education

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In this article, we review the recent expansion within the sales education literature from five primary journals and the business literature at large. The five primary journals are the Journal of Marketing Education, Marketing Education Review, Journal for the Advancement of Marketing Education, Journal of Education for Business, and the Journal of Personal Selling & Sales Management. Of the 119 identified articles published in the past 15 years, experiential learning, career development, and assessment were the three most prominent topics. Of these, 69% were published after the Cummins et al. review article “A Critical Review of the Literature for Sales Educator,” which was published in Journal of Marketing Education as a means of expanding sales education research. Future research opportunities in sales education are offered with suggested hypotheses for investigation. A reference table of classroom innovations is provided as an easy guide to instructors seeking vetted pedagogical enhancements.

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Section: Discussion Of General Resultsmentioning

confidence: 99%

A Critical Review of the Literature for Sales Educators 2.0

Cummins

Nielson

Peltier

et al. 2020

Journal of Marketing Education

View full text Add to dashboard Cite

show abstract

“…There are other important measures that were omitted in the study. For example, the degree to which a student believes there is a fit between themselves and the organization is an important consideration in the recruitment process (Allen et al, 2017). Future research should identify how sales program sponsorship and in-class engagement influences students' fit perceptions.…”

Section: Limitations and Directions For Future Researchmentioning

confidence: 99%

Growing the Talent Pool: How Sponsorship of Professional Sales Programs Enhances Employer Branding

Groza

Zmich

Groza

2021

Journal of Marketing Education

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Increasingly, professional sales programs receive financial support from company sponsors in exchange for varying types of branding and recruiting opportunities. This study builds on the literature regarding employer branding and talent acquisition by examining the effect sales program sponsorship has on students. Grounded in organizational reputation theories, brand equity, and the literature on corporate sponsorship, it is proposed that sponsoring a sales program leads to positive student–firm related perceptions. Additionally, it is predicted that classroom engagement in the form of coteaching enhances these positive effects. Two natural field experiments, one involving two semesters of professional sales students ( n = 90), the other involving four semesters of professional sales students ( n = 174), are conducted to test the conceptual model. Results confirm the study’s predictions that sponsoring firms are perceived more favorably by students, and classroom engagement enhances these positive perceptions. Finally, results suggest that firms with lower initial familiarity among students have the most to gain in terms of enhancing student perceptions through coteaching.

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“…Marketing educators can play a significant role in shaping the fundamental conviction about sales career. Teaching approach is found to be an effective way of clarifying students' misconceptions about sales (Allen, Dugan, Popa and Tarasi, 2017) and in turn encourage them to apply for sale jobs. Ink et al (2011) suggested that teaching campaigns focused on educating students about the virtues of sales career can enhance the likelihood of selecting sales career with the hypothesis that; H2: Reducing the negative sales perception will enhance the likelihood of student's intent to pursue a sales career.…”

Section: Student Perception and Intent To Pursuementioning

confidence: 99%

Sales Competition as a Strategy to Motivate Intent to Pursue Sales Career

Khan

Tahir

2020

IJMRES

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The continuous increase in demand of professionally trained sales force provoked marketing experts to find out the ways through which this demand can be met. This paper articulates and empirically validates through an experimental research design that sales competition at campus is one way to create interest among students for the pursuit of this demand driven profession. The controlled and experimental group are formed by using randomized trial method to remove researcher bias. The results highlight that sales competition has significant impact in changing students’ negative perception about sales profession. The research is useful for researchers, sales managers, academics, trainers, policy makers, educationists for rational decision making.

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Helping Students Find Their Sweet Spot: A Teaching Approach Using the Sales Process to Find Jobs that Fit

Cited by 14 publications

References 36 publications

A Critical Review of the Literature for Sales Educators 2.0

A Critical Review of the Literature for Sales Educators 2.0

Growing the Talent Pool: How Sponsorship of Professional Sales Programs Enhances Employer Branding

Sales Competition as a Strategy to Motivate Intent to Pursue Sales Career

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