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Developing Students' Self-efficacy W...

Alaimo, Nicolo,

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Developing Students' Self-efficacy Within USA Sales Programs: A Quantitative Study on Its Relationship to Sales Success After Graduation /

紀錄類型:	書目-電子資源 : Monograph/item
正題名/作者:	Developing Students' Self-efficacy Within USA Sales Programs: A Quantitative Study on Its Relationship to Sales Success After Graduation // Nicolo Alaimo.
作者:	Alaimo, Nicolo,
面頁冊數:	1 electronic resource (158 pages)
附註:	Source: Dissertations Abstracts International, Volume: 85-12, Section: A.
Contained By:	Dissertations Abstracts International85-12A.
標題:	American studies. -
電子資源:	https://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=31294115
ISBN:	9798382817668

Developing Students' Self-efficacy Within USA Sales Programs: A Quantitative Study on Its Relationship to Sales Success After Graduation /
Alaimo, Nicolo,

Developing Students' Self-efficacy Within USA Sales Programs: A Quantitative Study on Its Relationship to Sales Success After Graduation /Nicolo Alaimo. - 1 electronic resource (158 pages)

Source: Dissertations Abstracts International, Volume: 85-12, Section: A.

It is essential to understand the relationship between university sales education and the degree of sales self-efficacy developed by the students and then applied to their work as sales professionals. This understanding allows businesses to recognize the success drivers for their sales force and academia to structure sales education to increase students' sales self-efficacy and knowledge. This study aims to determine the degree of relationship or association among sales education, sales self-efficacy, and sales success of students who graduate from a university sales program and work in sales in the high-tech industry. This research project evaluates the responses of 178 salespeople who sell complex software solutions for two high-tech companies.Correlational analysis indicates that sales knowledge has a moderate positive correlation with sales performance, while self-efficacy and ease of achieving assigned quota demonstrate low positive correlations with sales performance. A multiple linear regression analysis indicates a statistically significant relationship between sales education and perceived sales self-efficacy. It also finds that total sales self-efficacy and the ease of achieving quota are statistically significant in predicting a salesperson's performance. While the study finds no statistically significant relationship between perceived sales self-efficacy and either the number of sales courses taken at the university or the experiential learning inside and outside the classroom, the study finds positive statistically moderate correlations between all other dimensions: perceived sales self-efficacy, sales knowledge, ease in achieving quota, and sales performance. This research provides insights to business and academia about further research and consideration for enhancing sales education in academia and by corporations.

English

ISBN: 9798382817668Subjects--Topical Terms:

2122720
American studies.
Subjects--Index Terms:

High-tech sales

Developing Students' Self-efficacy Within USA Sales Programs: A Quantitative Study on Its Relationship to Sales Success After Graduation /
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