Description
Interactive Selling Role Plays
Each student will complete two interactive selling role plays for grading. The role plays will require the student to attempt to sell a product of their choice to a student role play partner, using a sales portfolio and a sales presentation prepared by the student. The role play product can be anything of the student’s choice as long as it can be sold using personal selling. Students will prepare a sales portfolio of materials to use in their role play. The sales portfolio is discussed in greater detail in the next section of this syllabus and during the class. Each role play will require 15 minutes to complete and will be done during class time. The role plays will be graded using a combination of student self-evaluation, an evaluation of the student by the role play partner, and the professor’s classroom observation of the role play. Criteria for grading will include the student’s preparation for the role play, familiarity with the product/service, ability to probe for needs, subsidize information, handle objections, and close the sale. Students do not have to successfully close the sale to get a good mark in the role play. However, they must skillfully apply the selling strategies and tactics included in Module 2 of the course.
Sales Portfolio (15%)
The sales portfolio contains all of the materials that a sales rep might take to a sales call. This can include, but need not be limited to product brochures, samples/photos, demonstration pieces (if appropriate), business cards, order forms, and sales specialties to leave with the prospect (coasters, mugs, calendars, pencils, etc.). The portfolio must be originally designed by the student. One cannot download promotional materials and use them as their own. Images from sources may be used in materials designed by the student as long as they are cited, and the citations included in the sales portfolio. Students are encouraged to use hand-drawn materials, or software such as Word, PowerPoint, or Publisher. OVERALL PRODUCTION QUALITY AND INCLUSIONS WILL BE IMPORTANT FACTORS IN GRADING THE SALES PORTFOLIO. The sales portfolio must be submitted in hard copy when the student completes their role play during the class. Students will participate in two in-class role plays. They must only submit a portfolio for one of those role plays for grading. The portfolio must be submitted at the end of the class when the role play was completed. Portfolios will be graded based on their overall production quality (design, spelling and grammar, suitability) as well as their overall inclusions (business card, brochures, etc.). More information will be provided in Module 2 about the design and inclusions for the sales portfolio.
Sample Solution