Abstract
Students who take university sales courses are expected to graduate with a better understanding of what contributes to a successful sales career. The current research identifies 33 factors recruiters use in evaluating sales candidates. The top 10 attributes identified by recruiters as most important to the sales candidate’s selection are: 1) coachability; 2) work ethic; 3) drive; 4) integrity; 5) professionalism; 6) communication skills; 7) commitment; 8) achievement orientation; 9) adaptability; and 10) leadership ability. The study then examines how well students and faculty understand these sales organization requirements. While the first ten attributes indicate agreement regarding their importance, significant differences are found across recruiters, students, and faculty for attributes that are beyond the top ten.
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