RECRUITING SALES STUDENTS: THE VALUE OF PROFESSIONALS IN THE CLASSROOM

Authors

Blake Nielson, Weber State UniversityFollow
Shannon Cummins, University of Nebraska at OmahaFollow

Document Type

Article

Publication Date

11-4-2018

Publication Title

Marketing Education Review

Volume

29

Issue

1

First Page

65

Last Page

74

Abstract

It can be difficult for employers to recruit sales students because of the supply/demand gap. This is true despite increases in university sales education programs. This study investigates the impact of a sales organization representative giving an in-class presentation about student intent to pursue employment at the organization. The results indicate that a quality in-class presentation can improve students’ desire to work for the organization, but an average in-class presentation or shorter extracurricular presentation had no positive effect. These results imply that an in-class presentation should be taken seriously and done well in order to positively impact the recruitment process.

Comments

This is an Accepted Manuscript of an article published by Taylor & Francis in Marketing Education Review on 5 November 2018, available online: https://www.tandfonline.com/doi/full/10.1080/10528008.2018.1537717.

Recommended Citation

Blake Nielson & Shannon Cummins (2019) RECRUITING SALES STUDENTS: THE VALUE OF PROFESSIONALS IN THE CLASSROOM, Marketing Education Review, 29:1, 65-74, DOI: 10.1080/10528008.2018.1537717