Do Students and Faculty Understand Recruiter Criteria for Front-Line Sales Positions?

Autor/inn/en	Boles, James; Rutherford, Brian; Loe, Terry
Titel	Do Students and Faculty Understand Recruiter Criteria for Front-Line Sales Positions?
Quelle	In: Marketing Education Review, 29 (2019) 4, S.236-241 (6 Seiten)Infoseite zur Zeitschrift PDF als Volltext Verfügbarkeit
Sprache	englisch
Dokumenttyp	gedruckt; online; Zeitschriftenaufsatz
ISSN	1052-8008
DOI	10.1080/10528008.2019.1656087
Schlagwörter	College Faculty; College Students; Sales Occupations; Career Readiness; Personnel Selection; Work Ethic; Integrity; Coaching (Performance); Student Attitudes; Teacher Attitudes; Job Skills; Achievement Need; Communication Skills; Professionalism; Leadership; Motivation; Employment Qualifications; Education Work Relationship; Employer Attitudes + Suchen Sie Ihr Suchwort? Fakultät; Collegestudent; Personalauswahl; Personalentscheidung; Arbeitsethos; Integrität; Schülerverhalten; Lehrerverhalten; Produktive Fertigkeit; Kommunikationsstil; Professionalität; Führung; Führungsposition; psychologische; Motivation (psychologisch); Employment qualification; Vocational qualification; Vocational qualifications; Berufliche Qualifikation; Arbeitgeberinteresse
Abstract	Students who take university sales courses are expected to graduate with a better understanding of what contributes to a successful sales career. The current research identifies 33 factors recruiters use in evaluating sales candidates. The top 10 attributes identified by recruiters as most important to the sales candidate's selection are: 1) coachability; 2) work ethic; 3) drive; 4) integrity; 5) professionalism; 6) communication skills; 7) commitment; 8) achievement orientation; 9) adaptability; and 10) leadership ability. The study then examines how well students and faculty understand these sales organization requirements. While the first ten attributes indicate agreement regarding their importance, significant differences are found across recruiters, students, and faculty for attributes that are beyond the top ten. (As Provided).
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Erfasst von	ERIC (Education Resources Information Center), Washington, DC
Update	2020/1/01