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Engaging Gen Z in Professional Selling: A Systematic Literature Review
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Loring, Andrew; Wang, Jia – European Journal of Training and Development, 2022
Purpose: Employee engagement literature pertaining to professional salespeople has revealed several antecedents and consequences that lead to greater performance and turnover reduction. However, engagement literature in the field of human resource development (HRD) does not account for Generation Z (Gen Z), the latest in the workforce who has been…
Descriptors: Age Groups, Sales Occupations, Literature Reviews, Recruitment
A Critical Review of the Literature for Sales Educators 2.0
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Cummins, Shannon; Nielson, Blake; Peltier, James W.; Deeter-Schmelz, Dawn – Journal of Marketing Education, 2020
In this article, we review the recent expansion within the sales education literature from five primary journals and the business literature at large. The five primary journals are the "Journal of Marketing Education, Marketing Education Review, Journal for the Advancement of Marketing Education, Journal of Education for Business," and…
Descriptors: Marketing, Sales Occupations, Periodicals, Business Administration Education
A Critical Review of the Literature for Sales Educators
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Cummins, Shannon; Peltier, James W.; Erffmeyer, Robert; Whalen, Joel – Journal of Marketing Education, 2013
The "Journal of Marketing Education" is publishing a special issue on Sales Education and Training in August 2014. In this article, we review the sales education literature from four primary journals and the business literature at large. The four primary journals are the "Journal of Marketing Education," "Marketing Education Review," "Journal of…
Descriptors: Experiential Learning, Special Education, Business Administration Education, Merchandising
Communication Strategies for Developing Trust in the Salesperson/Prospect Exchange.
Cochran, Daniel S.; Gibson, C. Kendrick – 1981
A review of literature in the sales area reveals that the communication process between salespeople and their customers is a complex one offering a wide range of relationships. To develop a feeling of trust between the two parties, salespeople can use practical communication skills emphasizing their expertness, reliability, and dynamism. Sales…
Descriptors: Communication Skills, Communication (Thought Transfer), Credibility, Interaction Process Analysis
Changes in Work Patterns: A Synthesis of Five National Reports on the Service Sector. France, Germany, Japan, Sweden, the United States.
Organisation for Economic Cooperation and Development, Paris (France). Centre for Educational Research and Innovation. – 1989
An analysis of the service sector in five countries (France, Germany, Japan, Sweden, and the United States) was made through synthesis of earlier research on work patterns in the countries. Some of the findings and issues discovered concerned the following: (1) the heterogeneity of the service sector; (2) the progress of part-time work; (3)…
Descriptors: Developed Nations, Education Work Relationship, Educational Needs, Employment Patterns
Safety and Health Instructional Materials for Vocational Education--A State of the Art Report.
Hull, Daniel M.; Lube, Bruce M. – 1980
This report details Task D (of a seventeen-task project), which identified safety and health concepts, knowledge, and skills included in print and non-print materials designed to develop performance outcomes needed by employers and employees. (The project intends to develop performance-based modularized instructional materials for teaching job…
Descriptors: Adult Vocational Education, Agricultural Occupations, Annotated Bibliographies, Building Trades
The Skills Implications of Electronic Retailing. IES Final Report.
Tackey, Nii Djan; Hillage, Jim; Jagger, Nick; Bates, Peter – 2000
The skills and education/training implications of the development of electronic commerce in the United Kingdom's retail industry and its associated supply chain were examined. The major data collection activities were as follows: a literature review; consultation with leading academics and advisers; an e-mail-based call for information from…
Descriptors: Administration, Business Skills, Computer Literacy, Definitions