Honors Theses and Capstones

Date of Award

Spring 2020

Project Type

Senior Honors Thesis

College or School




Program or Major


Degree Name

Bachelor of Science

First Advisor

Thomas Gruen


This research investigates the relationship between the amount of sales education and the job performance of the recent UNH graduates on the first after-college sales job. The overarching hypothesis suggests that more sales education leads to better sales job performance. The results of the research found this correlation to be positive and significant. Also, this research found that job performance indicators that are affected the most significantly by the amount of sales education are confidence, passion, commitment, and on-target earnings. Moreover, it identifies the categories of sales education that were determined to be the most crucial in better first after- college sales job performance, and it finds that more breadth in sales education tends to have the largest impact.