Female college student interest in a sales career: a comparison

Article Abstract:

Many women have careers in advertising, retailing, merchandising, and marketing research, but few women have entered nonretail selling. The question of whether women want a career in nonretail selling is addressed. Male and female students in business administration were surveyed to determine their attitudes toward sales careers. Although both men and women view sales careers similarly (and rather negatively), women viewed sales careers in general, and wholesale and manufacturer sales position in particular, much more negatively than did men. Suggestions are made to overcome some of this reluctance.

Psychological aspects, Surveys, College students, Sales, Occupational prestige, Women college students

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Leaders in selling and sales management: an analysis of the impact of sales and marketing principles on the career of Stanley C. Gault

Article Abstract:

Stanley Gault has recently had to call on all his considerable experience and expertise as a sales and marketing professional to help turn around The Goodyear Tire & Rubber Company. From his early days working the customer service desk at General Electric to his current position, Mr. Gault has always recognized the important role selling plays in the success of the firm. This profile presents some of Mr. Gault's thinking on the role of sales and marketing in the firm and how he has utilized this at General Electric, Rubbermaid, and Goodyear. (Reprinted by permission of the publisher.)

Rubber & plastics hose & belting, Tires and inner tubes, Management, Officials and employees, Chief executive officers, Tire industry, Goodyear Tire & Rubber Co., Gault, Stanley C.

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The appeal of personal selling as a career: a decade later

Article Abstract:

While students' attitudes and perceptions toward personal selling as a career have been discussed at length, the literature reflects remarkably little effort to understand students' preferences for sales careers. The authors synthesize extant knowledge on the subject and extend the knowledge base by conducting a time-series replication of an earlier study and by examining the relative importance of marketing-related career characteristics. Managerial implications of this research are discussed. (Reprinted by permission of the publisher.)

Research, Career choice, Vocational guidance, Selling

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