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.
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…READ MORE
Research from SEF grant recipient Blake Runnalls focuses on The Impact of Social Networks on Sales Training Transfer and Performance. Runnalls won one of only two grants that year and has received additional awards since completing his grant requirements. Take a few minutes to read the Research Summary. In addition, Blake’s summary has been included…READ THE RESEARCH SUMMARY
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