Sales Education Efficacy

Academic Article


  • Sales education is on the rise and for good reason. Statistics say that sales jobs will continue to grow at a rapid rate over the next few years. Many universities are preparing their students to start their careers in the professional selling function through the inclusion of sales education in their business curriculum. Yet little research exists that investigates the relationship between sales education and sales performance on graduating from a college of business. This article seeks to fill this void in the sale pedagogy literature by assessing, empirically, the relationship between what is learned in university sales programs and the actual selling behaviors of recent graduates from these programs (vs. students who did not receive formal sales education in their undergraduate programs). Likewise, the relationship between sales education and extrinsic and intrinsic performance indicators is investigated. The findings suggest that university sales education is a significant contributor to sales rep performance. However, the results on the behaviors taught and those used in day-to-day selling were mixed.
  • Authors

  • Bolander, William
  • Bonney, Leff
  • Satornino, Cinthia
  • Status

    Publication Date

  • August 2014
  • Has Subject Area

    Published In

    Digital Object Identifier (doi)

    Start Page

  • 169
  • End Page

  • 181
  • Volume

  • 36
  • Issue

  • 2