Analyzing the Impact of a Sales Shadowing Program: Process and Outcomes

Document Type

Article

Publication Date

2016

Publication Title

The Journal for the Advancement of Marketing Education

Abstract

Experiential learning opportunities, such as the chance to shadow a professional, can be an excellent tool allowing students to observe first-hand the material presented in the classroom. However, while shadowing projects are assumed to be beneficial to sales classes, empirical research presenting the benefits is limited. This paper describes the process of administering a sales shadowing project, reports findings on the benefits of such endeavors, and offers quantitative and qualitative data on project impact.

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