Graduates into sales – employer, student and university perspectives

Education + Training

Volumn 43, Issue 3, 2001, Pages 139-145

  Murray, Sharon ^a   Robinson, Harry ^a  

^a NORTHUMBRIA UNIVERSITY   (United Kingdom)

Author keywords

Employers; Graduates; Recruitment; Sales; Universities

Indexed keywords

EID: 84986014919     PISSN: 00400912     EISSN: None     Source Type: Journal    
DOI: 10.1108/EUM0000000005459     Document Type: Article

References (29)

1. Carvel, J. (1999), “New universities treated unfairly”, The Guardian, 27 October, p. 13.
2. Coakley, T. (1997), “Reps must ride the waves of change”, Agency Sales Magazine, Vol. 27 No. 12, pp. 19-24.
3. Coates, N.F. and Koerner, R.E. (1996), “How market oriented are business studies degrees?”, Journal of Marketing Management, Vol. 12, pp. 455-75.
4. Dewsnap, B. (1997), “Trade Marketing”, in Jobber, D. (Ed.), The CIM Handbook of Selling and Sales Strategy, Butterworth-Heinemann, London, pp. 104-05.
5. Donaldson, B. (1998), Sales Management, Theory and Practice, Macmillan Press, New York, NY, pp. 99-101.
6. Donaldson, B. and Thomson, C. (1991), “Recruiting graduates into sales”, Proceedings of the 1991 Marketing Education Group, Cardiff, pp. 340-53.
7. Gledhill, D. (2001), “Tesco slashes £70m off its prices”, Business, Independent on Sunday, 18 February, p. 3.
8. Jobber, D. and Lancaster, G. (1997), Selling and Sales Management, Pitman Publishing, London, pp. xvii, 128, 156, 273-89.
9. Marsh, H. (1999), “Nature and nurture shape your first steps – do graduates get jobs because they’re bright or because they went to the ‘right’ university?”, The Guardian, 9 October, 1999, p 3.
10. Piercy, N. (1997), Market-led Strategic Change, 2nd ed., Butterworth-Heinemann, London, pp. 495-506.
11. Prickett, R. (1998), “Firms complain of quality shortfall among students”, People Management, 9 July.
12. Purcell, K. and Pitcher, J. (1996), “Great expectations – the new diversity of graduate skills and aspirations”, CSU, Manchester.
13. Richardson, B. (1998), “Selling sales to students”, Sales and Marketing Management, Vol. 150, January, p. 15.
14. Voyle, S. (1999), “Snapping the thread of a long-standing relationship”, Financial Times, 23 October, p. 16.
15. CIM (1998), Appointments Report, http//www.cim.co.uk, November, Marketing Jobs, pp. 1-19, Sales Jobs, pp. 1-54.
16. Cooper, S. (1997), Selling, Principles, Practice and Management, Pitman Publishing, London.
17. Corwin, J. (1997), “Taking sales education global”, Baylor Business Review, Vol. 15 No. 2, pp. 16-17.
18. Cravens, D. (1995), “The changing role of the salesforce”, Marketing Management, Summer, pp. 49-57.
19. DfEE (1998), National Learning Target for England for 2002.
20. DfEE (1998), “Skills and enterprise briefing”, Regional Skills Summits, No. 5
21. DfEE (1998), Towards a National Skills Agenda, First Report of the National Skills Task Force, pp. 14-15.
22. DfEE (1998), Labour Market and Skills Trends, pp. 14-15.
23. Direct Marketing (1997), “Internet will redefine sales and sales applications”, Vol. 59, pp. 10-12.
24. Donaldson, B. (1998), Sales Management, Theory and Practice, Macmillan Press, New York, NY.
25. Doyle, P. (1998), Marketing Management and Strategy, Prentice-Hall, Englewood Cliffs, NJ, pp. 290, 293, 306.
26. Ellis, N. and Moon, S. (1998), “Business and HE links: the search for meaningful relationships in the placement marketplace – part one”, Education & Training, Vol. 40 No. 5, pp. 185-93.
27. Futrell, C.M. (1994), Sales Management, Dryden Press, Orlando, FL.
28. Heap, B. (1999), The Complete Degree Course Offers, 29th ed., Trotman, Richmond, p. 14.
29. The Sunday Times (1999), Appointments, March, London, pp. 7-20.