How Do Sales Managers View College Preparation for Sales?

Johnson, Eugene M.
June 1990
Journal of Personal Selling & Sales Management;Summer90, Vol. 10 Issue 3, p69
Academic Journal
The article discusses the contradictory opinions between sales practitioners and sales educators on the pattern of sales teaching. Those firms that do not hire recent college graduates cited lack of experience as the prime reason. Students' lack of maturity and the company's lack of staff, money, and other resources to train newly graduated hire were the other major reasons cited by the article. Self motivation, communication, handling objections and closing were considered as important topics for sales course by sales managers. Communication skills and self motivation, positive attitude. honesty, neat appearance, persuasiveness, listening skills, self confidence, enthusiasm, and aggressiveness are the required qualities in the sales personnels. Managers are still dissatisfied with sales education at the college level. They continue to give modest ratings to the way colleges prepare their students to communicate, to think creatively, and to relate to others. They are especially harsh in their assessment of the way students are prepared for sales careers.


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