TY - JOUR
T1 - Analyzing the impact of a sales shadowing program
T2 - Process and outcomes
AU - Mullen, Linda Greef
AU - Larson, Lindsay R.L.
AU - Levine, Lindsay
N1 - Publisher Copyright:
© 2016, Marketing Management Association. All rights reserved.
PY - 2016/3/1
Y1 - 2016/3/1
N2 - Purpose of the Study: 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. Method & Sample: Across five semesters, 131 sales students participated in a sales shadowing program. Information on the industries shadowed, responses from students and sales managers, as well as eventual outcomes for the students, companies and the University Sales Center were recorded. Results: Students shadowed businesses within 55 distinct industries, as categorized by the 6-digit NAICS coding system (North American Industry Classification System). Over half of participating students received job interviews from the company they shadowed, with over 75% of those students receiving job offers and other professional opportunities as a direct result of the shadowing program. Additional outcomes reported include benefits to the Marketing Department’s Sales Center in the form of financial sponsorship, corporate student scholarships, and professional development workshops. Value to Marketing Educators: Findings are reported with long-term benefits to students, participating companies and University Sales Centers. In this way, the project addresses all stakeholders in the sales education and recruitment process.
AB - Purpose of the Study: 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. Method & Sample: Across five semesters, 131 sales students participated in a sales shadowing program. Information on the industries shadowed, responses from students and sales managers, as well as eventual outcomes for the students, companies and the University Sales Center were recorded. Results: Students shadowed businesses within 55 distinct industries, as categorized by the 6-digit NAICS coding system (North American Industry Classification System). Over half of participating students received job interviews from the company they shadowed, with over 75% of those students receiving job offers and other professional opportunities as a direct result of the shadowing program. Additional outcomes reported include benefits to the Marketing Department’s Sales Center in the form of financial sponsorship, corporate student scholarships, and professional development workshops. Value to Marketing Educators: Findings are reported with long-term benefits to students, participating companies and University Sales Centers. In this way, the project addresses all stakeholders in the sales education and recruitment process.
KW - Experiential learning
KW - Sales center
KW - Sales management
KW - Shadowing
UR - http://www.scopus.com/inward/record.url?scp=84960379680&partnerID=8YFLogxK
M3 - Article
SN - 2326-3296
VL - 24
SP - 36
EP - 42
JO - Journal for Advancement of Marketing Education
JF - Journal for Advancement of Marketing Education
ER -