000			01690cam a2200181 4500500
005			20250121075752.0
041			_afre
042			_adc
100	1	0	_aGavoille, Franck _eauthor
700	1	0	_a Poujol, Fanny-Juliet _eauthor
700	1	0	_a Siadou-Martin, Béatrice _eauthor
245	0	0	_aThe perception of sales by people training to work in it: Considering the profession’s image
260			_c2017.
500			_a4
520			_aThe 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.
786	0		_n@GRH | o 22 | 1 | 2017-06-29 | p. 55-81 | 2034-9130
856	4	1	_uhttps://shs.cairn.info/journal-agrh1-2017-1-page-55?lang=en&redirect-ssocas=7080
999			_c493912 _d493912