As modern business-to-business (B2B) sales have become more complex; recruiters are turning to business schools to find educated and motivated sales professionals to fill the employment demand gap that has risen. This study provides important information about business students' intentions regarding pursuing careers in B2B sales, as there are no…

The leadership styles and behaviors of supervisors preferred by pharmaceutical sales professionals during periods of varied sales performance were explored in this qualitative study. A phenomenological approach was used to address the gap in research on how the leadership styles of the supervisors of pharmaceutical salespeople affect the…

Nonverbal communication impacts a broad range of human interactions and bears significant influence on understanding and perceptions. One of the most influential categories of nonverbal communication is kinesics, which includes physical gestures and other body movements. The current study develops a foundation for future kinesics education in…

This paper seeks to bridge the existing knowledge gap between workplace learning and life course studies by investigating how young adults in the retail industry identify, pursue, and actualise learning opportunities in their workplaces. It considers the elements from their life course that either facilitate or impede these learning opportunities.…

Coaching has become an increasingly popular intervention tool for improving organizational performance. Among various benefits, coaching interventions can assist organizations with becoming learning organizations by developing a knowledge-sharing culture and strengthening knowledge flows. Nevertheless, there is insufficient empirical evidence…

Sport-sales-specific coursework is emerging as a crucial addition to sport management curricula for a variety of institutions. However, a new sport sales course can present instructors with the unique challenge of developing a course without any departmental precedent. The current study collected syllabi from recent sport sales courses to provide…

This article examines how rigour is achieved in the Abductive Research Strategy (ARS). It begins with a review of some of the arguments about objectivity and rigour in social sciences, which shows that quantitative and qualitative researchers hold different meanings of objectivity and therefore different ways of achieving rigour in their research.…

Orientation training plays a crucial role in the process of newcomer socialization by equipping employees with the knowledge, abilities, and skills necessary for success in a new work setting. However, relatively few studies have investigated orientation training from a socialization perspective and addressed its underlying mechanisms. To address…

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: Building on the concepts of learning communities of practice, the paper aims to evaluate their application within degree apprenticeships (DAs) to support pedagogic engagement and inclusive education within a university setting. Design/methodology/approach: A case study of an existing B2B sales degree apprenticeship reviewed relevant…

There is a shortage of sales education programs that develop sales-trained graduates with the business skills required to succeed in the sales profession today. More than 50% of U.S. college graduates will work in sales (Sales Education Foundation, 2023c), yet fewer than 4% of more than 4,800 U.S. institutions offer sales programs at the…

Background: Tobacco retailers have an important role to play in reducing access to tobacco among youth, but in the USA, their role has become more complicated because of recent developments in policies and industry, such as the Indiana Tobacco-21 law and the rising popularity of electronic nicotine delivery systems (ENDS) products. This study…

Purpose: This study aims to examine how incorporating gamification elements into an offline training program influences learner engagement and learning outcomes in a non-academic, organizational setting. Design/methodology/approach: A randomized pretest-posttest control group experiment was designed to investigate participants' levels of…

This study analyzed participants' perceptions regarding a sales training program before and during the COVID-19 pandemic. Using a descriptive research design, a survey was administered to 53 participants that examined the training methods used, topics covered, and their overall satisfaction with the program. The participants were assigned to…

With the growing entrepreneurial spirit and ease of selling items online, many people are turning to virtual marketplaces to earn extra income or, in some instances, build a career. This case focuses upon the development of a database to assist in inventory management for an online reselling business that has grown from an occasional hobby to a…