ERIC Number: ED025699
Record Type: RIE
Publication Date: 1967
Reference Count: N/A
A Study of the Education and Formal Management Training of Chief Sales Executives of Large Industrial Goods Firms.
Vizza, Robert F.
This study sought to determine the educational and training background of chief sales executives, and their superiors, in large industrial firms, and their opinions on educational and training requirements for sales executives of the 1980's. Respondents were surveyed as to past education and training, opinions regarding future requirements, the executive training role of colleges and industry, and objectives of undergraduate and graduate business education. Five hypotheses were also tested. Most sales executives of large industrial firms held at least a baccalaureate degree; most of those with graduate degrees had majored in business administration at the graduate level. Respondents tended to have B. S. degrees, little graduate education or formal management training, and a strong preference for professional education as opposed to liberal arts, for future industrial sales executives. Business schools at both the undergraduate and the graduate level were judged essential, and colleges were charged with the major responsibility for the continuing education of executives. Major recommendations were on research and on business courses for nonbusiness students. (author/ly)
Descriptors: Administrator Education, Administrators, Curriculum, Degrees (Academic), Doctoral Dissertations, Educational Background, Educational Needs, Educational Objectives, Educational Responsibility, Graduate Study, Industry, Organization Size (Groups), Research, Sales Occupations, Undergraduate Study, Universities
University Microfilms, 300 Zeeb Rd., Ann Arbor, Michigan 48106 (Order No. 68-5377, MF $3.50, Xerography $12.40).
Publication Type: N/A
Education Level: N/A
Authoring Institution: New York Univ., NY. Graduate School of Business Administration.
Note: PH. D. Thesis.