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Peer Review

Personal Selling as a Career

by Robert Owen


Overall Numeric Rating:

3.9 stars
Content Quality: 3.3 stars
Effectiveness: 3.3 stars
Ease of Use: 5 stars
Reviewed: May 04, 2006 by Business Editorial Board
Overview: The material presented is a homework assignment designed to get students
thinking about their career goals. In particular, the assignment encourages
consideration of personal selling as a career choice relative to the student's
own goals and preferred working style. It helps students analyze sales jobs and
their interest in pursuing a sales career.

Type of Material: The type of material is a drill and practice assignment.
Recommended Uses: This assignment would best be used as a homework assignment but could also be
used out-of-class.
Technical Requirements: No technical requirements are needed to use the material.
Identify Major Learning Goals: The goal for the user is to reflect on career goals and determine the
appropriateness of a sales career relative to those goals. A secondary goal is
to learn more about personal selling as a career choice. It helps students to
understand the characteristics that are necessary in professional sales jobs,
analyze want ads to understand what potential employers desire, and reflect upon
their personal characteristics and preferences for their job search.
Target Student Population: The target student population is undergraduate students in a Personal Selling
course. This assignment could also be used as part of the sales module in a
Principles of Marketing course.
Prerequisite Knowledge or Skills: No prerequisite knowledge or skills is required.

Evaluation and Observation

Content Quality

Rating: 3.3 stars
Strengths: The assignment is easy to read and understand. The author's explanation of
characteristics students may possess would help students understand some of the
differences among people that they may have not formally considered. Also
implicit in this discussion is that the more students are aware of their own
preferences, the better they will be at finding a job in which they will be

Concerns: The assignment of finding want ads in the paper is a bit dated for students who
1st instinct is to go the the internet. Using the internet could be an easy
change to the assignment. Today's students may not be familiar with Herb Tarylk
and WKRP in Cincinnati (an example referenced in the text).

Potential Effectiveness as a Teaching Tool

Rating: 3.3 stars
Strengths: Students are asked to reflect on their career goals, which is always a useful
exercise. It requires the students to analyze real-life jobs and reflect upon
their preferences and preparedness to enter the job market. Students are
encourages to start thinking about their job search early in their studies as a
marketing student. In addition, students will gain knowledge about career
opportunities in sales.
Concerns: Newspaper ads for sales jobs do not necessarily reflect the typical sales job.
To some extent, these ads might reinforce the "used-car salesperson" stereotype
of salespeople rather than dispel that negative image. The actual assignment
could provide more direction to the students since not all ads will be equally
informative. Maybe list categories of characteristics that students should
consider would be helpful.

Ease of Use for Both Students and Faculty

Rating: 5 stars
Strengths: The assignment is very easy to use and implement.
Concerns: None.

Other Issues and Comments:

Creative Commons:
Creative Commons License
This work is licensed under a Attribution-NonCommercial-NoDerivs 3.0 United States