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4. Ready, Set, Fly! Preparedness of Sales Graduates for Entry Roles.

Author

Knight, Peter C., Mich, Claudia C., and Peesker, Karen M.

Subjects
EXPERIENTIAL learning, HIGHER education, LABOR turnover, EDUCATORS, PREPAREDNESS
Abstract

Several studies show that while collegiate sales programs effectively prepare students for sales careers, there are various opportunities to improve. In this research, we look at how sales education impacts the career preparedness of recent 4-year college graduates. We focus specifically on the development of self-leadership and sales-related self-efficacy to explore how sales programs can better prepare undergraduates for successful careers in sales. This study uses a multistage process to consider key latent constructs that positively influence sales performance and intention to stay with current employers among recent college graduates. Results reveal how experiential education methods and college experiences positively influence early-stage sales performance and intent to stay and reduce employee turnover. Findings provide insights into recent graduates' perceptions of preparedness for critical sales tasks provided by their college education and provide practical guidelines to university and business sales educators to enhance the sales education of university sales graduates. [ABSTRACT FROM AUTHOR]

Published
2024
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5. SALES LEADERSHIP IN TOURISM: A REVIEW AND PROPOSITIONS FOR FUTURE RESEARCH

Author

Peesker, Karen M., Dimanche, Frederic, Gledhill, Rebekah, and Smith, Wayne

Subjects
Business -- Research, Travel industry -- Industry sales and revenue, Leadership -- Research, Sales -- Research, Sales analysis, Travel industry
Abstract

Sales and sales leadership are essential business functions and concepts. Research on the extant sales literature is necessary and timely to academics and tourism professionals due to extensive advances in the sales profession resulting from the rapid development of technology and the significant changes brought on by COVID-19 in business to consumer (B2C) and business to business (B2B) contexts. This study examines the current state of the sales-related literature in tourism and proposes future research areas on this topic. The authors performed a systematic literature review on sales and sales leadership in tourism to identify research gaps and opportunities. This paper identifies areas from the academic and business sales leadership literature that tourism researchers should address and provides a research call based on seven specific propositions related to human-driven interactions, technology, consolidation, and leadership. KEYWORDS Tourism, hospitality sales; sales leadership; human- driven interactions; systematic literature review, INTRODUCTION Tourism and hospitality leaders agree that a customer-oriented and effective sales unit is essential for a successful business. In addition, providing sales leadership is one of the most critical [...]

Published
2022

9. Analytical Skills Scale

Author

Peesker, Karen M., primary, Kerr, Peter D., additional, Bolander, Willy, additional, Ryals, Lynette J., additional, Lister, Jonathan A., additional, and Dover, Howard F., additional

Published
2022
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