Sales Education Foundation

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.

  • 2018 Grant Recipients Share Concepts of Their Research Proposal

    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,…

  • Congratulations to University of Kansas!

    Congratulations to the University of Kansas on their new Certificate in Professional Selling! KU joins a growing list of universities recognizing the need for students to have access to selling skills that transfer to most job opportunities. Research shows that a majority of college graduates, especially those within the college of business, hold their first…

  • The Future of Sales with Neil Rackham

    From the SEF Video Archives – In 2012, Howard Stevens, co-founder of the Sales Education Foundation sat down to chat with sales visionary Neil Rackham.  His vision on “The Future of Sales” was so clear and still so timely today. Enjoy watching this discussion.  Thanks to Jeanne Frawley, former Executive Director of SEF, for keeping…

  • New SEF Video Highlights “University-educated Sales Career Advantages”

    Our newest video, “The University-educated Sales Career Advantage” shares comments from Sales education and industry giants on how a Professional Sales career could be your best choice. Including snips from our Emmy award winning “The New Selling of America,” this 4+ minute video was inspired by our conversations with sales faculty and directors. University students…