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首页> 外文期刊>Journal of personal selling & sales management >Understanding students' decision-making process when considering a sales career: a comparison of models pre- and post-exposure to sales professionals in the classroom
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Understanding students' decision-making process when considering a sales career: a comparison of models pre- and post-exposure to sales professionals in the classroom

机译：在考虑销售职业时了解学生的决策过程：比较课堂上销售专业人员的模型和接触后的模型

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摘要

Businesses face a challenge recruiting and maintaining a high-quality salesforce. Increasingly, recruiting focus for entry-level sales positions has turned to university business students and sales centers. Unfortunately, research shows that most students have persistent negative misconceptions about professional sales careers and there is little research examining comprehensive and structured decision-making frameworks used by students when evaluating a sales career. This paper develops and tests an integrative framework that maps students' decision-making process to their intention to pursue a sales career. Specifically, we examine how perceived sales knowledge, perceptions of selling ethics, perceptions of salespeople, and perceptions of the selling profession impact their intent to pursue a sales career both pre- and post-exposure to sales professionals in the classroom. Utilizing structural equation modeling, we investigate the Interactive relationships of these four areas (sales knowledge, selling ethics, salespeople, and the selling profession) on intent to pursue. Results show empirical evidence of how sales professionals affect the structural orientation of students' intent to pursue a sales career and constructs hypothesized to impact this intent after only one interaction. The findings offer an opportunity for how businesses may increase student interest in both sales and their organization.
机译：企业面临着招聘和维护高质量的Salesforce的挑战。越来越多地招募注重入门级销售职位已经转向大学商业学生和销售中心。不幸的是，研究表明，大多数学生对专业销售职业的持续负面误解，并且在评估销售职业时，学生使用的综合和结构化决策框架几乎没有研究。本文发展和测试了一个综合框架，将学生的决策过程映射到他们追求销售职业的意图。具体而言，我们研究了销售知识，销售道德，对销售人员的看法以及对销售职业的看法的看法如何影响其在课堂上销售专业人员的销售事业追求销售事业的意图。利用结构方程式建模，我们调查这四个领域（销售知识，销售道德，销售人员和销售专业）的互动关系。结果表明，销售专业人员如何影响学生意图的结构取向，以追求销售职业的结构导向，并假设在一次互动之后对这一意向进行影响。调查结果为企业如何增加销售和组织的企业兴趣提供了机会。

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