Reference no: EM133428432

Sales Role Play Presentation

There is a sign-up sheet to determine partners for this project. Once we get the partners settled, I will assign you a date of the role play as well as the actual role play in class. We will do two role plays per class the last few weeks of class.

You and your teammate will be assigned a role play either from the textbook or elsewhere. Between you and your partner, you will choose roles of either customer or sales person.

You will work together with your teammate to put together a 20-minute sales call. Please use the book, slides, and your notes to help you. The expectation is that you follow the sales steps below. Some of the steps will be done for you. You will know the Prospect/Customer and in some of the role plays you will have someinformation given to you. And obviously, you will not be able to do follow up or service. My expectation is that you will plan, approach, present, trial close, and actually close the business. You will overcome an objection or two.

What's important and what is Professor Melville looking for?
• Is the customer prepared? I do not want a push over. Think firm.
• Did the team address the sales process steps? (steps 1 and 10 are obviously not applicable)
• Was there a trial close? The trial close is important and sets the tone.
• Is the sales rep prepared? Maybe there is a quick visual presentation or maybe it's all verbal? Did you S.E.L.L. during the call???
• Are you dressed professionally?
• What is the tone of the meeting?
• Is there an attention to detail?
• Does it seem too scripted and not practiced? Are you reading off cards and robotic? I don't want to see a script!!! Notes are fine, a script is not.
• There is a little acting involved, don't fight it.

You and your teammate will practice. But I don't expect an easy sale. Aquick and easy sale, will not give you a good grade. I am looking for how you follow the steps and how you pay attention to detail in both of your roles. The customer role is just as important as the sales person role.

You have 20minutes to accomplish this. It's okay if you go over in time a little but if you take less than the time allotted you will lose points. The whole point of this exercise is for you and your partner to have a simulated sales call that has the opportunity to hit the steps in the sales process.