Journal of Marketing Management

Determinants of Students’ Interest in Sales Job as Potential Profession: An Empirical Investigation in Malaysia
Muhammad Khalilur Rahman, Dr. Md. Abdul Jalil, Md. Arphan Ali, Abdullah-Al-Mamun, S.D. Robel, Md. Moklesur Rahman

Abstract
Sales career is a critical marketing activity that accounts for a major portion of the revenue generation for any company. The purpose of this study is to examine factors that influence Malaysian business student’s interest in sales job as apotential profession. Male and female undergraduate students attending three universities were surveyed through a structural questionnaire to determine their interest in sales career. In this study, confirmatory factor analysis was employed using structural equation modeling (SEM) technique. A major findings of our study indicates that, overall, there is significant impact between key factors and students’ interest in sales career at p<0.05. Additionally, personal development and extra benefit are highly significant at p=0.00 level while income and communication skill are significant at p=0.01 and p=0.04 respectively. The managerial implications towards a sales career are discussed, and areas for future study are suggested.

Full Text: PDF