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.
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.
Thanks to retired Sales educator, Steve Young, for promoting the work SEF and multiple university sales programs are doing to boost the recognition of university sales-educated graduates. Steve’s article, featured on November 16, 2019 calls attention to the advantages hiring Sales graduates may give their employers. Don’t miss this well-written article!READ MORE
“For early-stage entrepreneurs, getting the product or service right is crucial.” Read Dan Weinfurter’s article on three crucial elements to growing your business. Right people, right product, right service, healthy culture, motivated team – everything else falls in line. Previously published in the SEF ANNUAL magazine hereREAD MORE