Presentation Title

The Impact of Shadowing Within a University Sales Program

Document Type


Presentation Date


Abstract or Description

Oftentimes sales faculty seek to build real-world opportunities into their coursework that will allow students to observe first-hand the material presented in the classroom. While these kinds of experiential learning projects are assumed to be beneficial to sales classes, research on the actual benefits derived from these opportunities is limited. The current paper reports findings on 131 advanced sales students over five semesters of a sales shadowing program, with quantitative and qualitative assessment data. Findings suggest long-term benefits to students, companies and University Sales Centers.


Association of Marketing Theory and Practice Annual Conference (AMTP)


St. Simons Island, GA