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eBook details

• Title: An Exploratory Analysis of Sales Career Desirability: An MBA Perspective (Report)
• Author : Academy of Educational Leadership Journal
• Release Date : January 01, 2009
• Genre: Education,Books,Professional & Technical,
• Pages : * pages
• Size : 221 KB

Description

INTRODUCTION To survive and prosper, firms require well-qualified human resources. The field of sales is no exception, as good sales forces require good salespeople. But, how do firms identify sources of good salespeople? Many sources of salespeople exist, including internal sources (the company's own employees) and external sources (competitors, suppliers, customers, want ads, employment agencies, etc.). While these sources are relevant, increasingly colleges and universities have been identified as excellent sources of prospective salespeople (Bristol, Gulati and Amyx, 2006; Dubinsky, 1980; Nachnani, 2007). Companies are making efforts to recruit the best and brightest college graduates for sales jobs. This strategic focus on selecting the 'best and brightest' for the sales force is largely based upon the importance of selling in the marketing programs of many firms, as firms are discovering that their salespeople are no longer 'product pushers' but are instead solution developers (Nachnani, 2007). According to the National Association of Colleges and Employers sales is one of the top 10 jobs for college graduates (National Association of Colleges and Employers, 2006). However, as demand for salespeople has grown (Galea, 2005), firms are discovering that the time required to fill vacant sales positions has increased. Salesperson compensation is also increasing, salesperson compensation has been described as growing a rate of almost two times that of other corporate positions (Nachnani, 2007).

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