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Early Exposure to Sales Careers: An Exploratory Study of Junior High Student Perceptions of Sales and Willingness to Consider a Sales Career

Blake Nielson et al.

Journal of Marketing Education2025https://doi.org/10.1177/02734753251372149article
AJG 2ABDC B
Weight
0.50

Abstract

While academic sales programs are growing, companies continue to struggle to attract a sufficient number of students to meet the high demand for sales professionals. Therefore, early exposure to sales career options is vital. This exploratory study investigates whether an adolescent’s desire for a sales career may be enhanced by following the student summer camp model pioneered by STEM fields as an effective tool to recruit sales students by improving their perception and interest in a sales career. The study’s results suggest a positive shift in the perception of salespeople and their desire to obtain a sales position. Students reported higher ratings in their confidence to make presentations and use humor in tense situations, such as a sales negotiation. However, our results showed no creativity change, which can be necessary in a sales career. These findings offer preliminary support suggesting that it may be time to consider recruiting future sales students and professionals at an earlier age.

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https://doi.org/https://doi.org/10.1177/02734753251372149

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@article{blake2025,
  title        = {{Early Exposure to Sales Careers: An Exploratory Study of Junior High Student Perceptions of Sales and Willingness to Consider a Sales Career}},
  author       = {Blake Nielson et al.},
  journal      = {Journal of Marketing Education},
  year         = {2025},
  doi          = {https://doi.org/https://doi.org/10.1177/02734753251372149},
}

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Early Exposure to Sales Careers: An Exploratory Study of Junior High Student Perceptions of Sales and Willingness to Consider a Sales Career

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Evidence weight

0.50

Balanced mode · F 0.40 / M 0.15 / V 0.05 / R 0.40

F · citation impact0.50 × 0.4 = 0.20
M · momentum0.50 × 0.15 = 0.07
V · venue signal0.50 × 0.05 = 0.03
R · text relevance †0.50 × 0.4 = 0.20

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