The Impact of Shadowing Within a University Sales Program

Linda G. Mullen; Lindsay R.L. Larson; Lindsay Levine

The Impact of Shadowing Within a University Sales Program

Linda G. Mullen, Lindsay R.L. Larson, Lindsay Levine

Marketing

Georgia Southern University

Research output: Contribution to conference › Presentation

Abstract

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.

Original language	American English
State	Published - Mar 19 2016
Event	Association of Marketing Theory and Practice Annual Conference (AMTP) - Duration: Mar 23 2017 → …

Conference

Conference	Association of Marketing Theory and Practice Annual Conference (AMTP)
Period	03/23/17 → …

Keywords

Experiential learning
Advanced sales
Sales shadowing program
Marketing education
Business schools

DC Disciplines

Business Administration, Management, and Operations
Marketing

Access to Document

http://www.amtp.org/ocs/index.php/amtp/AMTP2016/paper/view/610

Cite this

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title = "The Impact of Shadowing Within a University Sales Program",

abstract = " 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.",

keywords = "Experiential learning, Advanced sales, Sales shadowing program, Marketing education, Business schools",

author = "Mullen, {Linda G.} and Larson, {Lindsay R.L.} and Lindsay Levine",

year = "2016",

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day = "19",

language = "American English",

note = "Association of Marketing Theory and Practice Annual Conference (AMTP) ; Conference date: 23-03-2017",

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TY - CONF

T1 - The Impact of Shadowing Within a University Sales Program

AU - Mullen, Linda G.

AU - Larson, Lindsay R.L.

AU - Levine, Lindsay

PY - 2016/3/19

Y1 - 2016/3/19

N2 - 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.

AB - 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.

KW - Experiential learning

KW - Advanced sales

KW - Sales shadowing program

KW - Marketing education

KW - Business schools

UR - https://digitalcommons.georgiasouthern.edu/marketing-facpres/15

UR - http://www.amtp.org/ocs/index.php/amtp/AMTP2016/paper/view/610

M3 - Presentation

T2 - Association of Marketing Theory and Practice Annual Conference (AMTP)

Y2 - 23 March 2017

ER -

The Impact of Shadowing Within a University Sales Program

Abstract

Conference

Keywords

DC Disciplines

Access to Document

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