A STUDY OF THE QUALIFICATIONS REQUIRED FOR SUCCESSFUL SALESWORK AS INTERPRETED BY THE EMPLOYER, EMPLOYEE, CONSUMER, AND INSTRUCTOR IN SALESMANSHIP CLASSES

The purpose of this study was to determine the qualifications required for successful saleswork as interpreted by employers who hire salespeople, the salespeople themselves, the consumers who buy from salespeople, and the instructors who teach salesmanship in the two-year colleges of Kansas. Data was collected by means of a check list filled out by sixteen retail employers, fourteen retail salespeople, ten traveling salespeople, eight door-to-door salespeople, thirteen salespeople who sell a service, twelve consumers, and thirteen salesmanship instructors. The check list was supplemented by a personal interview with everyone except the salesmanship instructors. The check list contained the topics covered in a salesmanship course as offered in the Chanute Junior College. Study recommends that teachers in the two-year colleges of Kansas revise their salesmanship course in order to devote sufficient time to the more important topics; that teachers place more emphasis on personal qualifications and good English; that more students be encouraged to take salesmanship and that stress be placed on retailing