Business Commons^™

Evaluating Educational Practices For Positively Affecting Student Perceptions Of A Sales Career, Shannon Cummins, James W. Peltier, Nadia Pomirleanu, James Cross, Rob Simon

Marketing & Entrepreneurship Faculty Publications

Despite demand for new graduates seeking a sales position, student reticence toward pursuing a sales career remains. While all students will not choose a sales career, diminishing the existence of sales-related misconceptions among the student population should establish sales as a viable career path for a larger number of students. We test six educational interventions in large Principle of Marketing classes from three different universities (n = 1,355) to help identify educational practices for reducing student reticence toward a career in sales. Our results show that while all six educational approaches raise students’ perceptions and interest in a selling …