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.
SMC Corporation of America Becomes a 2019 Corporate Sponsor of SEF Annual Magazine SMC Corporation of America is a world leader in pneumatics and industrial automation. The company has a direct sales force in the US and Canada of nearly 700 technical industrial sales representatives. Tim Kutcha, Director of Sales, told SEF: “As our sales…READ MORE
Recognizing the need for highly trained sales managers and sales representatives in the business world, The College of Saint Rose has become the only college or university in New York State to offer a program in sales. Beginning in the Fall semester 2019, students can work toward a Bachelor of Science in marketing with a…VIEW THE PRESS RELEASE
Each SEF research grant recipient will publish their research in national and international journals. What their outcomes reveal is beneficial to industry and academia. Their papers shed light on many issues confronting the sales industry. Today we highlight the research to be completed by Ryan Mullins, Ph.D., Associate Professor of Marketing at Clemson University whose…READ MORE
Each SEF grant recipient will publish their research in national and international journals. What their outcomes reveal is beneficial to industry and academia. Their papers shed light on many issues confronting the sales industry. Today we highlight the team of Scott Friend, Kumar Rakesh Ranjan and Jeff S. Johnson, Ph.D. whose winning proposal is titled,…READ MORE