提高毕业生对 B2B 销售的兴趣：如何消除非专业观念、消除偏见并创建首选职业

IF 3.9 Q2 BUSINESS

Journal of Personal Selling & Sales Management Pub Date : 2024-01-09 DOI:10.1080/08853134.2023.2289701

Aline Isabelle Lanzrath, Christian Homburg, Robin-Christopher M. Ruhnau

引用次数: 0

摘要

鉴于企业对企业 (B2B) 销售领域人才短缺的紧迫性和对受过良好教育的新员工的需求，了解如何提高大学毕业生对这一职业的低兴趣是非常重要的。

本文章由计算机程序翻译，如有差异，请以英文原文为准。

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Increasing graduates’ interest in B2B sales: how to dispel lay beliefs, fight stigma, and create a profession of choice

Given the pressing talent shortage and the need for well-educated recruits in business-to-business (B2B) sales, understanding how to increase university graduates’ low interest in this profession i...

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来源期刊

Journal of Personal Selling & Sales Management BUSINESS-

CiteScore

5.70

自引率

36.40%

发文量

期刊介绍： As the only scholarly research-based journal in its field, JPSSM seeks to advance both the theory and practice of personal selling and sales management. It provides a forum for the exchange of the latest ideas and findings among educators, researchers, sales executives, trainers, and students. For almost 30 years JPSSM has offered its readers high-quality research and innovative conceptual work that spans an impressive array of topics-motivation, performance, evaluation, team selling, national account management, and more. In addition to feature articles by leaders in the field, the journal offers a widely used selling and sales management abstracts section, drawn from other top marketing journals.