An Examination of High Schools Students’ Perceptions of Sales as an Area to Study in College, and Factors Influencing their Interest in Sales as a Career to Pursue after College

Abstract

Each year employees aggressively seek undergraduate business students to fill openings in their companies. While the number of universities offering sales programs is growing, it is apparent students’ desire to pursue a career in sales continues to lag behind demand for sales professionals. This article presents a study of college-bound high school students’ willingness to consider majoring in sales, and factors influencing their interest in pursuing a professional sales position after college. The findings indicate students’ perceptions are shaped by their view of sales professionalism, their perceptions of how others view salespeople, and their own sense of sales knowledge. Their perception of sales ethics does not appear to influence their intentions to study sales or pursue a career in sales.