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• W767385766 abstract "ABSTRACT:The search is always on to fill sales positions with qualified, high potential candidates. However, they are very hard to find and even harder to hire given the competition for their services. So management settles for the less qualified, and hopes executive oversight and training can produce an adequate performance. Yet, like ships passing in the night that only catch glimpses of bow and stem lights, there are hordes of job seeking, intelligent, motivated young college graduates seeking career beginning opportunities passing up the many professional sales jobs available. This paper discusses students' perceptions and search strategies regarding entry-level sales positions and compares these with employers' perceptions and acquisition strategies. A model is then proposed that might explain the divergent behavior that keeps the two groups from reaching each other when they both seek the same outcome.INTRODUCTIONEntry level sales employment offers an excellent opportunity for graduates from numerous disciplines; however, communicating and matching career aspirations with the attributes of a sales position is an ongoing challenge. There are currently more than 23 million salespeople in the United States (Selling Power, 2011), representing an increase of over 1 million from previous years' levels despite the current high unemployment job market. The U.S. Bureau of Labor Statistics (2011) estimates the number of sales positions is expected to grow at over 7% through 2018, and while most of these sales positions require a bachelor^ degree, few mandate a specific major or course of study. Thus, it seems that opportunities abound for new graduates to initiate their career with entry level sales employment that provide excellent opportunities for career advancement. However, students must be aware of these entry level opportunities and the career advancement opportunities afforded by these positions. To accomplish this, employers need to employ strategies that readily access, inform and attract these students.This paper explores the disconnect between those job seekers and the hiring authorities in their search or acquisition strategies as impacted by perceptions of sales careers, and influences on career choices by media, educational and job experiences and reference groups. We begin with an overview of the college graduate job search strategies and a discussion of the strategies of the hiring firms. We then propose a model within this context that explores the factors and filters through which employers encode and students decode sales recruiting communications. We conclude with a discussion of the implications of aligning these perspectives and suggest areas for further investigation into the factors and influences involved in engaging the employer with the perspective sales employee.GRADUATING STUDENTS: PERCEPTIONS AND JOB SEARCH STRATEGIESCollege graduates are typically not highly focused, career zealots. For many students the choice of major of study is the result of a number of fairly haphazard events and/or serendipitous influences that occurred starting when they were quite young and continuing through their college career (Bright, Pryor, Wilkenfeld and Earl, 2005). In fact, 50% of students change their major at least once during their undergraduate career, and many make that change an additional one or two times (Ronan, 2005). These influences might include exposure to certain professions or professionals that left a strong impression. Possibly family members, family friends and educators exposed the impressionable youth to a career possibility. The media and entertainment exposure also influences perceptions and eventually choices. In fact, often the lasting impression regarding a career path is negative and drives that student from considering that particular option. An additional influence is success in the classroom or in other venues through performance. Certainly one is going to be more disposed to pursuing a certain line of study or career if they have experienced success in that area (Lent, Brown and Hackett, 1994). …" @default.
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• W767385766 date "2012-10-01" @default.
• W767385766 modified "2023-09-24" @default.
• W767385766 title "Recruiting Recent Graduates for Entry Level Sales Positions: Aligning Message and Media with Student Expectations" @default.
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