Analyzing the Impact of a Sales Shadowing Program: Process and Outcomes
The Journal for the Advancement of Marketing Education
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.
Mullen, Linda Greef, Lindsay R.L. Larson.
"Analyzing the Impact of a Sales Shadowing Program: Process and Outcomes."
The Journal for the Advancement of Marketing Education, 24 (Special Edition: Sales Education): 36-42.