When do we need higher educated salespeople? The role of work experience

Practitioners are currently engaged in a debate over the impact of salespersons’ education and experience on sales outcomes. This study provides empirical evidence that contributes to this discussion by examining whether and how higher education background and work experience are associated with salesperson on-the-job capability, sales performance, and salespeople turnover. Using a sample that consists of 282 salespeople from the Chinese life...