Perception of sales job by people preparing career in this profession

La perception du métier de vendeur par ceux qui s’y destinent

Franck Gavoille, Fanny Poujol () and Béatrice Siadou-Martin
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Franck Gavoille: ESSCA Research Lab - ESSCA - ESSCA – École supérieure des sciences commerciales d'Angers = ESSCA Business School
Fanny Poujol: CEROS - Centre d'Etudes et de Recherches sur les Organisations et la Stratégie - UPN - Université Paris Nanterre, MRM - Montpellier Research in Management - UPVM - Université Paul-Valéry - Montpellier 3 - UPVD - Université de Perpignan Via Domitia - Groupe Sup de Co Montpellier (GSCM) - Montpellier Business School - UM - Université de Montpellier
Béatrice Siadou-Martin: CEREFIGE - Centre Européen de Recherche en Economie Financière et Gestion des Entreprises - UL - Université de Lorraine

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Abstract: The difficulties of recruitment in the sale jobs are due to a lack of candidates available on the job market. It is then necessary to seek to attract students in training courses that lead to selling jobs. But sale remains associated with negative stereotypes which give it a derogatory image from which it is difficult to arouse desires of vocational orientation and present an important gap between perceptions and reality of the job. In this context, our research focuses on the evocation of sales job by professionals with an analysis of the managerial press and with a qualitative study with 88 students in sales program. Our results lead to consider three dimensions of sales image: responsibility, retribution and relational. We conclude that dimensions of profession image are permeable and the absence of contribution dimension is questioned. Managerial recommendations of this research on sales job attractiveness are relative to the communication on sales job.

Date: 2017
Note: View the original document on HAL open archive server: https://hal.parisnanterre.fr/hal-01756948v1
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Published in @GRH, 2017, Varia, 1 (22), pp.55-81. ⟨10.3917/grh.171.0055⟩

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-01756948

DOI: 10.3917/grh.171.0055

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