ERIC Number: ED412366
Record Type: Non-Journal
Publication Date: 1997
Reference Count: N/A
Exchanging Skills in Sales and Marketing.
Kodz, J.; Atkinson, J.; Perryman, S.
A study of the changing nature of skill requirements in sales and marketing occupations in Great Britain included a review of literature and 17 interviews with key sales and marketing contacts and managers and human resource professionals in large companies during Autumn 1996 and Spring 1997. Results were reported in the following areas of study: (1) the characteristics of the sales and marketing work force; (2) drivers of change; (3) skills required for sales and marketing occupations; (4) resourcing sales and marketing positions; (5) skill gaps and recruitment difficulties; (6) training and development; and (7) career progression. The study concluded that roles within sales and marketing are changing and increasingly demanding higher level skills. Therefore, it is important that education providers understand the needs of business to ensure that the training they provide is compatible with those needs. In addition, more thought should be directed to developing clear career paths for sales and marketing occupations so that more candidates with higher qualifications can be attracted into the field. (Contains 56 references.) (KC)
Descriptors: Career Development, Educational Needs, Employment Opportunities, Foreign Countries, Futures (of Society), Job Skills, Marketing, Occupational Information, Postsecondary Education, Sales Occupations, Salesmanship, Secondary Education
Grantham Book Services, Isaac Newton Way, Alma Park Industrial Estate, Grantham NG31 9SD, England, United Kingdom.
Publication Type: Reports - Research
Education Level: N/A
Authoring Institution: Sussex Univ., Brighton (England). Inst. for Employment Studies.
Identifiers - Location: United Kingdom (Great Britain)