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)…

Practice in the sales profession and current competency research indicate salesperson competence is key to organizational competitive advantage. With models of selling evolving to respond to the marketplace, there are changes in the competency requirements and roles people must play for future success, resulting in the emergence of new kinds of…

This report is the successor to "Help Wanted: Projections of Jobs and Education Demand through 2018," in which researchers examined the connections between educational attainment and educational demand in the labor market. In this report, the authors update the jobs projected to be available through 2020, using a macro-micro modeling…

Describes sales engineers--also called manufacturers' agents, sales representatives, or technical sales support workers--who work with customers and the production department to help design or modify products to meet customers' needs. Includes information about earnings, education and training, job outlook, and working conditions as well as…

The recession that began in December of 2007 is already 30 months old, but the U.S. economy will not recover its pre-recession employment levels for at least another two years. From there, it will take an additional three years to make up for lost growth and create a job market strong enough to employ both the casualties of the recession and the…

Discusses advertising as a career, including discussions of the following topics: What is advertising good for? How many persons are employed in advertising? How can one qualify for a job in advertising? How and why should blacks seek careers in advertising? Sources of information on advertising. (JM)

Five key criteria usually applied in selecting job applicants-- sex, age, education, race, and experience--are being challenged as to their value in finding the right individual for a particular job. Job- matching has proven to be successful when specific personality dynamics qualities are present in the applicant. (Editor)

Can women move to the top in marketing and still manage their homemaking roles? Therein, say the authors, lies the challenge todistributive education in the seventies. (Editor)

Using both qualitative and quantitative methods, this study explores whether perceptions of critical hiring criteria for entry-level sales positions differ across sales managers and sales representatives. This research also examines which classroom activities and skills these individuals perceive to be most important for strengthening the desired…

This report describes the complexities of the process of developing National Vocational Qualifications (NVQ) in Britain. It identifies many of the organizations and agencies that are involved in the establishment of a new framework of vocational qualifications. Issues, such as progression and credit accumulation, assessment of open access and…

The booklet describes jobs in marketing and distribution in the following chapter classifications: product development, marketing products and property, salesworkers unlimited, selling intangibles (ideas and services), purchasing and distribution, and management and marketing services. For each occupation duties are outlined and working conditions…

A study examined changing skill requirements for the occupation of sales assistant in the United Kingdom. Data were collected from four sources: a review of the existing literature; exploratory interviews with key contacts concerned with sales assistants' skills/training; in-depth interviews of 19 employers; and a seminar at which the study…

This document contains the occupational duty/task lists for seven occupations in the fashion merchandising series. Each occupation is divided into 6 to 15 duties. A separate page for each duty in the occupation lists the tasks in that duty along with its code number and columns to indicate whether that particular duty has been taught and to…

The booklet is intended to assist young people to secure information important to making vocational choices. Information about the following workers is included: (1) cashiers, (2) keypunch operators, (3) mail carriers and postal clerks, (4) secretaries, (5) shipping and receiving clerks, (6) stock clerks and general stock handlers, (7) typists,…