Sales Education Foundation

Category Archives: General News

The World of Sales & Sales Education

SEF collects stories, articles and announcements from educators, researchers, professionals and universities. Our foundation has become a information clearinghouse on university sales education, sales research, conferences and news from the sales programs we support.  Good news should be shared – so let us know what’s happening and we’ll share it here.

Our main News page features a just posted article below.  Beyond this, use the Category headings to the right to check out other items of interest.

Just Posted

New Research Explores Critical Question – Hire Experience or “Fresh Recruits?”

For sales managers, one difficult “either/or” choice revolves around whom to hire. That is, is it better for an
organization to hire experienced salespeople, or “fresh recruits” straight out of collegiate sales programs? New research led by Willy Bolander at Florida State University, and published in the Journal of Personal Selling and Sales Management (JPSSM), provides much needed insight into this critical question … In short, for organizations looking for sustained, long-term success, it pays to hire collegiately trained, inexperienced salespeople.

See the Executive Summary and link to the full paper here.

Learn more about other sales-related research and access links to published papers/articles by visiting our Sales Research page here.