Influencing students into sales careers through a speed selling event
Lucy M. Matthews and
Diane R. Edmondson
Journal of Global Scholars of Marketing Science, 2023, vol. 33, issue 2, 231-247
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.
Date: 2023
References: Add references at CitEc
Citations:
Downloads: (external link)
http://hdl.handle.net/10.1080/21639159.2022.2052340 (text/html)
Access to full text is restricted to subscribers.
Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.
Export reference: BibTeX
RIS (EndNote, ProCite, RefMan)
HTML/Text
Persistent link: https://EconPapers.repec.org/RePEc:taf:jgsmks:v:33:y:2023:i:2:p:231-247
Ordering information: This journal article can be ordered from
http://www.tandfonline.com/pricing/journal/RGAM20
DOI: 10.1080/21639159.2022.2052340
Access Statistics for this article
Journal of Global Scholars of Marketing Science is currently edited by Seong-Yeon Park
More articles in Journal of Global Scholars of Marketing Science from Taylor & Francis Journals
Bibliographic data for series maintained by Chris Longhurst ().