Work

What Are Students’ Perceptions of Personal Selling as a Career?

Year: 2007

Type: article

Abstract: An understanding of the perceptions of students toward personal selling is an important area of study. Personal selling is a critical marketing activity that accounts for a major portion of the revenue generation for any company. Those who sell the products are the life blood of an organization. Absent the ability to sell products and services, a company is in serious jeopardy of losing its competitive edge and its worth as a company. Recruiting future sales professionals is vital to the continued success and sustainability of business entities. This study surveys and investigates students’ perceptions of the selling profession. A major finding of our study indicates that, overall, there is no significant difference between a male or female student’s perceptions of a sales career. Additionally, there was a significant difference between non-business majors and business majors in their desire to enter the selling field. Students who had family members affiliated with the sales field had some major differences in opinions on several factors.

Source: Journal for Advancement of Marketing Education

DOI: 10.63963/001c.150456

Authors: John E. Spillan, Jeffrey W. Totten, Christopher Ziemnowicz

Institutions: Pennsylvania State University, McNeese State University, University of North Carolina at Pembroke

Language: English

Topic: Management and Marketing Education

Subfield: Management of Technology and Innovation

Field: Business, Management and Accounting

Domain: Social Sciences

SDG: Quality education

Open Access status: hybrid

Funder: Academy of Marketing