文章基本信息

标题：An Exploratory Analysis of Sales Education Practices and Sales Skills, Attitudes, and Behaviours in MBA Programs: The United States and The United Kingdom
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作者：Charles E. Pettijohn ; Linda S. Pettijohn
期刊名称：Journal for Advancement of Marketing Education
印刷版ISSN：2326-3296
电子版ISSN：1537-5137
出版年度：2009
卷号：15
期号：1
页码：25
出版社：Marketing Management Association
摘要：In the United States (U.S.) recruiters have recognized that a promising source of sales recruits can be found on university campuses. Students graduating with degrees in marketing and numerous other subjects are sought by these recruiters due to their knowledge, ability to learn, and their potential for professional development. In fact, the requirements for new salespeople are increasing to the extent that firms are increasingly looking to MBAs as potential sources of new sales representatives. While the demand for salespeople continues to expand in the U.S., the demand for sales personnel is also increasing internationally. However, little is known about MBA student experiences, skills, attitudes and behaviors as they pertain to sales either nationally or internationally. The purpose of this research is to assess MBA student classroom exposure to sales and explore student attitudes and perceptions regarding specific skills, attitudes, and behaviors as they pertain to sales using an international perspective. Each of these purposes is addressed in a comparative fashion contrasting the experiences of MBA students in the United Kingdom with those in the U.S.