Expertise is featured by continued high performance in a particular domain. Expertise research has primarily focused on absolute expertise in structured domains such as chess and emphasized the significance of deliberate practice for expertise development. We investigated the development of relative expertise in commercial domains as part of…

Purpose: This paper aims to examine how instructional videos produced by retail employers and tech companies have modelled cashier roles and skills in service encounters over time, providing insights into cashier training and job responsibility evolution across different retail eras. Design/methodology/approach: Online video research is used, with…

Purpose: The purpose of this exploratory study is to investigate the impact of sales education on recent graduates' career preparedness and understand how sales programs might prepare students better for successful sales careers. We investigate the known competencies leading to sales success that were, or were not, adequately developed by their…

This study devised a 20-item, six-dimensional Employability Skills Index for entry-level jobs in marketing and sales based on the perceptions of students, and a second, 22-item, six-dimensional Employability Skills Index based on the perceptions of employers. Both indexes demonstrated sound reliability, and we presented initial support for the…

It is widely known that students have preconceptions regarding salespeople and that these preconceptions are modified by participation in sales classes. It is also known that experiential sales class activities are more effective at increasing student interest in pursuing a sales career than traditional lecture style lessons. Less explored is the…

Purpose: The purpose of this study was to examine the indirect effects of strategic leadership for learning between sales employees' perceived learning opportunities and organizational commitment and job performance. Design/methodology/approach: A total of 204 responses from sales employees in a South Korean company were analyzed using path…

The UK labour market is subject to significant graduatisation. Yet in the context of an over-supply of graduates, little is known about the "demand" for and "deployment" of graduate skills in previously non-graduate jobs. Moreover, there is little examination of where these skills are developed, save an assumption in higher…

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)…

Sales engineering or technical sales programs bridge engineering and business to educate engineering students in sales specific to their discipline. Students develop business awareness through such programs, providing the sales workforce with technically knowledgeable salespeople. The following study analyzed cohorts of students enrolled in a…

This paper examines whether the subjective beliefs on their competences of 409 trainees in machinery, sales, and logistics constitute a reliable and valid way to measure transferable competences. The analysis of results attributes satisfactory to good reliability values to the assessment procedure. Furthermore, it could be shown that young people…

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…

In this article, "Training" editors recognize innovative and successful learning and development programs and practices submitted in the 2012 Training Top 125 application. Best practices: (1) Edward Jones: Practice Makes Perfect (sales training); (2) Grant Thornton LLP: Senior Manager Development Program (SMDP); (3) MetLife, Inc.: Top Advisor…

ACT has conducted over 20,000 job analyses for occupations across a diverse array of industries and occupations since 1993. This report highlights the levels of career readiness for various subgroups of ACT Work Keys® examinees in the United States and provides career readiness benchmarks for selected ACT WorkKeys cognitive skills by career…

Practitioner concerns and the changing educational marketplace are pressuring colleges to provide more skills based learning. Among the newer skill based areas of study that is greatly in demand is professional sales. In this paper, two courses in a successful professional sales program are examined through the lenses of experiential learning…

In this article, the authors examined students' perceptions of professional selling. They found significant differences between the perceptions of students who had completed personal selling courses and students who had not. The authors observed differences in students' perceptions of personal selling as a career, the contribution of personal…