The perception of sales by people training to work in it: Considering the profession’s image (notice n° 493912)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 01690cam a2200181 4500500 |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20250121075752.0 |
| 041 ## - LANGUAGE CODE | |
| Language code of text/sound track or separate title | fre |
| 042 ## - AUTHENTICATION CODE | |
| Authentication code | dc |
| 100 10 - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Gavoille, Franck |
| Relator term | author |
| 245 00 - TITLE STATEMENT | |
| Title | The perception of sales by people training to work in it: Considering the profession’s image |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. | |
| Date of publication, distribution, etc. | 2017.<br/> |
| 500 ## - GENERAL NOTE | |
| General note | 4 |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc. | The difficulties faced in recruiting staff for sales jobs are due to a lack of candidates available on the job market. It is therefore necessary to seek to attract students to training courses that lead to jobs in sales. But sales positions still have negative stereotypes attached to them, giving them a derogatory image and creating a divide between perceptions and the reality of the job. This makes it difficult to encourage students to pursue this path. In this context, our research focuses on how sales jobs are represented among professionals through an analysis of the managerial literature and a qualitative study of eighty-eight students studying sales. Our results led us to identify three dimensions of the image of working in sales: responsibilities, remuneration, and relationships. We conclude that the dimensions of the profession’s image are permeable and question the absence of its contribution dimension. The managerial recommendations of this research, which aims to improve the attractiveness of the sales profession, focus on communication about the profession. |
| 700 10 - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Poujol, Fanny-Juliet |
| Relator term | author |
| 700 10 - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Siadou-Martin, Béatrice |
| Relator term | author |
| 786 0# - DATA SOURCE ENTRY | |
| Note | @GRH | o 22 | 1 | 2017-06-29 | p. 55-81 | 2034-9130 |
| 856 41 - ELECTRONIC LOCATION AND ACCESS | |
| Uniform Resource Identifier | <a href="https://shs.cairn.info/journal-agrh1-2017-1-page-55?lang=en&redirect-ssocas=7080">https://shs.cairn.info/journal-agrh1-2017-1-page-55?lang=en&redirect-ssocas=7080</a> |
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