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
The Ivy College of Business certificate in professional sales is a new course of study that includes role-play exercises, sales presentations, industry-based case studies, team projects and other directions of study. Iowa State’s Ivy Sales Program is being developed under the leadership of Raj Agnihotri, Dean’s Fellow in marketing, director of Ivy Sales Consortium and…READ THE ARTICLE
The University Sales Center Alliance announces that Dr. Eli Jones, Dean of the Mays Business School at Texas A&M University, has been named as the Outstanding Dean for 2019 by the University Sales Center Alliance. The USCA is a consortium of 54 member schools who work towards its mission of enhancing the sales profession through…READ MORE
The Sales Education Foundation is proud to announce the recipients of our 2019 SEF Research Grants. Research grants of $5,000 each have been awarded to: Victor Chernetsky (Michigan State University) for his proposal titled, “The Role of Senior Executives and Organizational Culture in Management of Conflict Between Sales and Marketing.” When contacted Victor said, “I…READ MORE