Given the recent proliferation in sales programs, business colleges face a new set of challenges. Sales competencies are changing rapidly, and firms struggle with identifying and attracting sales candidates on campus. Therefore, it is important that we understand needed competencies and how the content of job advertisements may differentially appeal to various student populations. To do so, we develop a conceptual model, based on signaling theory, that focuses on how students formulate their intention to pursue a given sales position. Our research utilizes a two-study approach. First, we explore the desired entry-level sales skills communicated by employers through job advertisements. Next, we examine both student and advertisement characteristics and their distinct relationships with the satisfaction with the job ad and the intention to apply for a sales position. Our study is unique, as we examine distinct undergraduate groups' (sales, marketing, other business, and nonbusiness students) responses to sales job advertisements. Our findings demonstrate that differences in job ad clusters and student group characteristics influence the intention to pursue a sales position. Specifically, different student majors perceive job characteristics communicated within job ads differently. As such, our research provides insight into academic programs as well as corporate sales recruiters.

With growing industry demand for sales professionals, recruitment at colleges and universities that have a sales education focus has increased remarkably over the past few years. However, results indicate that hiring organizations face an uphill task in filling sales positions. Recruiters and students struggle to build critical person–job fit during a relatively brief period of interaction. To address these issues, the present article presents a two-staged ideal recruitment process based on a stakeholder perspective. A set of 16 propositions is provided for improving key outcomes of the sales student recruitment process.

Over the past several years, the sales management literature has heralded the adoption of high technology tools by practitioners, and the attendant benefits in increasing the efficiency and effectiveness of the selling function. Examples of technology-based tools include: microcomputers, interactive video, and teletraining. The key benefits of using these technology-based tools include: (1) time savings, (2) reduction in selling expenses, (3) increased sales, (4) the development of better problem solving skills and (5) enhanced sales force training (Clopton 1986; Comer 1981; Fauley 1980; Feurer 1984; Hughes 1983; Mallach 1986; Watt 1985; Wiener 1987; Woods 1982). Most papers touting the benefits of technologybased tools have either been conceptual or anecdotal in nature. Conceptual pieces have been predominately prescriptive and include advising the practitioner on the benefits of a particular tool and encouraging its adoption (Clopton 1986; Collins 1986; Comer 1975, 1981; Fauley 1980; Hughes 1983). In contrast, anecdotal citations have highlighted a particular firm's adoption of a technology-based tool to facilitate sales and sales management (Spar 1983; Weiner 1984a, 1984b). More recently, a Conference Board survey of 160 firms (Computers and the Sales Effort, 1986) indicated that 60 percent of the respondents had no plans to implement computerbased training. Additionally, the study revealed that the level of current computerization in these firms ranged from a high of 29 percent for order entry applications, to a low of 8 percent for computerbased training efforts. These findings suggest that the adoption and implementation of computer technology within the selling function has not been widespread. The purpose of this exploratory study was to develop estimates of current and future usage rates for high-tech approaches to sales training. A further objective was to develop an increased understanding of the perceived effectiveness of high-tech methods in achieving selected training objectives. Finally an important goal for the study was to derive insights which could assist sales managers in the proper selection and implementation of high-tech training methods. The results of this study can make a meaningful contribution in the effort to increase sales training effectiveness and success. The topical areas covered in the paper include the following: first, the potential benefits of technologybased tools in sales training are discussed. Next, an empirical study of sales training manager's utilization rates, both present and expected, of high-tech training methods is presented. Then, managers' effectiveness ratings of selected training methods in their ability to achieve specific objectives are detailed. Results of personal interviews with sales managers who have not fully adopted high technology tools are then reported, in an attempt to explain the present utilization rates of technology-based tools. Finally, recommendations are made to assist managers in the appropriate selection and implementation of high-tech training tools to achieve specific organizational objectives.

The Journal of Marketing Education is publishing a special issue on Sales Education and Training in August 2014. In this article, we review the sales education literature from four primary journals and the business literature at large. The four primary journals are the Journal of Marketing Education, Marketing Education Review, Journal of Education in Business, and the Journal of Personal Selling & Sales Management. Of the 107 identified articles, experiential learning, assessment, and career development were the three most prominent topics. Future research opportunities in sales education, including those for the special issue, are offered across nine topical areas.

The aftermath of the 1990 Middle East war and the region′s subsequent exposure to Western technologies and lifestyles has contributed to an accelerated opening up of Arabic culture to Western ideas. Often relegated to a secondary role in the Arab culture, changing market conditions have helped increase the importance of many marketing functions and, in particular, personal selling. Given the increased importance of personal selling in a high context culture, such as that of Saudi Arabia, the development of a qualified salesforce should significantly improve a firm′s competitive position. This exploratory study examined the extent to which sales training philosophies and practices differ between Saudi Arabia and the United States. Findings reveal the limited extent of Saudi sales training programmes and offer insight into the future development of marketing and sales training in this Arab culture as well as implications for both Arab and foreign businesses.

In recent years the growth of online internet-based education has exploded, changing the way higher education is delivered to a large segment of the global population of MBA students. Sensing an opportunity to compete for online student tuition revenue, many for-profit educational organisations were founded to capitalise on this trend. In fact, for-profit institutions have been able to attract such a high number of online MBA students that traditional (non-profit) schools’ online MBA programs could be in danger of being squeezed out of the market. This study examines the marketplace for the online MBA and addresses the challenges of competing for MBA students in the dynamic online arena.

Part One -- Strategic Planning Chapter 1: Introduction to Sales Management Chapter 2: The Sales Function and Multi-Sales Channels Part Two -- Sales Leadership Chapter 3: Leadership and the Sales Executive Chapter 4: Ethics, the Law, and Sales Leadership Part Three --Analyzing Customers and Markets Chapter 5: Business-to-Business (B2B) Sales and Customer Relationship Management Chapter 6: Leveraging Information Technologies Part Four -- Designing and Developing the Sales Force Chapter 7: Designing and Organizing the Sales Force Chapter 8: Recruiting and Selecting the Right Salespeople Chapter 9: Training and Developing the Sales Force Part Five -- Process Management Chapter 10: Supervising, Managing, and Leading Salespeople Individually and in Teams Chapter 11: Setting Goals and Managing the Sales Force's Performance Chapter 12: Motivating and Rewarding Salespeople Part Six -- Measurement, Analysis, and Knowledge Management Chapter 13: Turning Customer Information into Knowledge Chapter 14: Assessing the Performance of the Sales Force and the People Who Comprise It Chapter 15: Internal and External Cultural Forces That Affect a Firm's Sales Performance Part Seven - Cases---there are 12 cases total. The exact order of cases and exact titles is still being determined---sample title: Case 1 Wellco Distributors: Considering a Diversity Program

Technology can be infused into existing courses, or a unique technology course specific to this need can be developed. We surveyed decision makers at AACSB member institutions to assess the value of incorporating technology into the curriculum, and the means by which it is done. A majority agree that teaching marketing technology is of present and growing importance. However, few schools offer the dedicated course in marketing technology. Based on survey findings, this paper advocates the dedicated technology course where feasible, and provides ideas for overcoming identified teaching obstacles. Directions for future research are also explored.

Students wishing to enroll in an online MBA programme have a wealth of information available via the internet. While there are many choices of programmes at every cost level, few standards have been established to allow programme comparisons. Because standards are not applied and/or reported by the individual institutions, there is no universal standard set of criteria by which students may judge online MBA programme quality. This paper discusses variables related to programme quality in the areas of institutional commitment and student services. We report data from online programmes meeting the initial quality standards of the Association to Advance Collegiate Schools of Business (AACSB), a national accrediting body for MBA programmes. Only 15% (5 of 33) of the accredited online MBA programmes examined here meet all 12 quality indicators. Results of analysis of the variables by cost quartile show that even the highest cost MBA programmes fail to meet many of these quality indicators.

Building on theoretical and empirical foundations in the consumer complaint behavior (CCB) literature, this study investigates outcomes and responsibilities for consumer complaints made to a governmental third-party organization. Using a content analysis of complaints made against insurance salespeople and companies, the present study explores the factors that lead to third-party complaints, including an analysis of specific practices and roles involved in sales and marketing strategy and implementation. In contrast to much of the research in CCB, this study examines actual complaint documentation, considers perspectives of each participant in the dispute, and assigns responsibility for the complaint situation. The results of this study suggest that the strategies developed by organizations, not salesperson practices, create the largest share of third-party complaints. This study provides impetus for marketers to reconsider the design of sales and marketing strategies and the role of salespeople and organizations in complaint situations.

SUMMARY The conversion of a traditionally research-intensive graduate marketing course to an online environment at the University of Wis-consin-Eau Claire posed challenges for the library. In providing services to a new population of off-campus graduate marketing students, the library faced issues in three categories: availability of library resources, access to resources and services, and instruction in an asynchronous environment. This paper looks at how the course instructor and the library collaborated to address these issues, discusses what was learned, and offers recommendations for those facing similar challenges.

Several approaches are available for adding technology to the marketing curriculum. These range from using technology as a course supplement to infusion of technology into existing courses to creating discipline-specific marketing technology courses. This paper examines the discipline-specific marketing technology course and the experience with it at one Midwestern University. Following a review of technology-based approaches, the mechanics of the discipline-specific technology course are discussed. Also reviewed are survey feedback results from graduates that had successfully completed the course. We conclude with implementation challenges and recommendations.

Research on sales force automation has generally focused on the adoption of individual technologies with relatively little attention paid to integration of those technologies to the entire sales process. This objective of the study was to explore current company practices that involved initial goals, implementation practices, outcomes and evaluation measures used in the process. Findings suggest that some planning and evaluation practices have been used in automating the sales process. However, systematic formal planning and evaluation practices were not widely adopted. Improved communication with the client and access to information were the most frequent positive outcomes. Underestimating overall project costs and the amount of training required were the most frequent negative experiences. Suggestions for improving the adoption of sales force automation practices are offered.

One of the gaps in the current international marketing literature is in the area of consumer ethics. Using a sample drawn from Japanese consumers, this study investigates these individuals' reported ethical ideology and their perception of a number of different ethical situations in the realm of consumer behavior. Comparisons are then made across several demographic characteristics. The results reveal differences which provide theoretical support for expanded research in the area of cross-cultural/cross-national consumer ethics and highlight the need for managers to consider possible differences in the ethical behavior of consumers when entering a new international market. In addition, this study extends current knowledge in international marketing ethics by utilizing a research design and survey instruments similar to previous studies on consumer ethics.

As markets have become more global, educational training in America needs to follow. Educational institutions responses to the demand for more global education have ranged from increasing the global coverage in courses to offering overseass’ study experiences. This study explored the nature and content of cultural training programs provided to American students studying abroad. Results obtained from a sample of American students studying in Japan suggested that most cultural orientation programs fall short of addressing critical orientation issues. Implications and recommendations for improving study-abroad orientation programs are provided.

Previous research has revealed that sales trainers have been reluctant to incorporate distance education training methods into their programs. This study investigated the effectiveness of six different teaching methods in delivering one sales training course to a national salesforce from one organization. Training methods ranged from no‐tech to high‐tec and included: an on‐site instructor, a written manual, a manual plus videotape, video‐conferencing, audio‐graphics and an interactive multi‐media computer‐based training program. Pre‐ and post‐training evaluations of course content indicated significant improvements. Media were evaluated in terms of training required, number of participants to be trained and other technical considerations. Measures of course content revealed no significant differences in terms of delivery methods. Strengths, weaknesses and situations for optimal utilization of media and delivery method were identified. Findings should assist sales training managers in making more informed choices among distance education delivery options.

Elderly consumers are one of the fastest growing, and financially important, segments in the American market. This study considers the importance attached by the elderly to product-related versus store-related factors in their evaluation and selection of different types of retail outlets across age, income, and gender categories. The overall conclusions are: 1) the elderly may be considered relatively homogeneous in their evaluation and selection of retail outlets, and 2) the criteria which elderly consumers emphasize in this process differ depending on the type of outlet.