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.
Some students hear about Professional Sales classes from their friends, but they don’t really know what to expect. Even today, some students have preconceived notions surrounding Sales that may be hard to overcome. Many universities report it’s difficult to get their College of Business students interested, much less excited about a career in Professional Sales….READ MORE ...
Thanks to Drs. Mark P. Leach and Annie H. Liu for sharing a link to their published research. Leach and Liu were 2012 SEF/Neil Rackham Research Grant recipients. Their research focused on how sales firms evaluate defected customers in order to determine their worthiness for reacquisition. Findings suggest that a sales firm’s assessment of worthiness…Read More
Congratulations to Neil Rackham, renowed author, Sales guru and long-time friend of SEF, on receiving an honorary degree from Edinburgh Napier University. Read the press release here.VIEW THE BRIEF
SEF has published a short history of the ANNUAL magazine first published in 2007 outlining yearly milestones. Magazine was created to promote university sales education programs, providing these programs with a platform for promoting their offerings. Read more about the ANNUAL and the growth of listed programs.VIEW THE BRIEF