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Article
Analyzing the Impact of a Sales Shadowing Program: Process and Outcomes
The Journal for the Advancement of Marketing Education
  • Linda Greef Mullen, Southern Illinois University
  • Lindsay R.L. Larson, Georgia Southern University
Document Type
Article
Publication Date
1-1-2016
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.

Citation Information
Linda Greef Mullen and Lindsay R.L. Larson. "Analyzing the Impact of a Sales Shadowing Program: Process and Outcomes" The Journal for the Advancement of Marketing Education Vol. 24 Iss. Special Edition: Sales Education (2016) p. 36 - 42
Available at: http://works.bepress.com/lindsay_rl_larson/46/