An Exploratory Analysis of Sales Educational Practices and Sales Skills, Attitudes, and Behaviors in MBA Programs: The United States and the United Kingdom

In the United States (U.S.) recruiters have recognized that a promising source of sales recruits can be found on university campuses. Students graduating with degrees in marketing and numerous other subjects are sought by these recruiters due to their knowledge, ability to learn, and their potential for professional development. In fact, the requirements for new salespeople are increasing to the extent that firms are increasingly looking to MBAs as potential sources of new sales representatives. While the demand for salespeople continues to expand in the U.S., the demand for sales personnel is also increasing internationally. However, little is known about MBA student experiences, skills, attitudes and behaviors as they pertain to sales either nationally or internationally. The purpose of this research is to assess MBA student classroom exposure to sales and explore student attitudes and perceptions regarding specific skills, attitudes, and behaviors as they pertain to sales using an international perspective. Each of these purposes is addressed in a comparative fashion contrasting the experiences of MBA students in the United Kingdom with those in the U.S.