Exploring the Effects of Professional Education on Salespeople: The Case of Autonomous Agents

This study explored the effects of professional training on the moral development and performance of salespeople. A sample of real estate sales agents and brokers from three states was used. Surveys were distributed at regional and local sales meetings. Results indicate that professional education impacts both cognitive moral development and industry-specific moral reasoning. Moreover, professional education also impacts performance measures such as income and professional tenure. One conclusion is that professional training, in addition to enhancing the likely success of real estate practitioners, can also enhance their moral reasoning skills.