Below you will find five different situations salespeople typically encounter throughout their careers. I have experienced all five in my 25 years of professional selling.
What do you have to do? Pair up with another classmate. Each of you will be choosing only one of the two roles in your role play. So, one student will play the salesperson, the second student will play the alternate role.
1.Together, you have to select any one of the 5 role-plays listed below.
2.Prepare for the role play: read the scenario, think about the questions, and present your performance. Although this is not an acting class
have fun with it and use your imagination.
3.Record your audio or video presentation (max length: 1 minute total).
4.When you upload the short audio or video presentation to the assignment page (In-Class Assignment #2), do so to only one students submission page, but tell me the name of each student participating.
5. Use whichever format works for you.
Submit your role-play activity by the end of class day (1159pm). I will be able to both grade this assignment and provide any necessary comments. This should help with your next graded presentation.
Role Play !:
?Your sales manager is under great pressure to increase sales. At a recent meeting of the entire sales staff, the manager said: we have to hit our targets no matter what it takes!
?How do you respond to this emotional appeal change your way of dealing with customers? What is the conversation you have with your manager to maintain your integrity?
Role Play 2:
?You work with the
research and development departments of the companies you call on. And, you are often trusted with confidential information about strategic new product development.
?One of your larger clients has asked if you could help them with a project by answering some questions about their competitors research activities.
?How do you respond? What do you say in an effort to behave ethically, even though you may be risking lost income?
Role Play 3:
?A salesperson, with whom you are quite friendly, wants to meet with you to talk about a large competitive bid you will be presenting in response to an RFP.
?They make a suggestion that if you will bid on this job a little higher than they do, in order to help them win the bid, they will definitely do you the same favour on the next purchase made by a customer.
?How do you respond to your friend?
Role Play 4:
?You have visited a buyer twice, and each time they displayed a great deal of interest in your proposal. During a recent negotiations meeting, the buyer hinted that the order might be signed if you could provide tickets to a Toronto Raptors playoff game.
?Your company has a longstanding policy that gifts are not to be given under any circumstances.
?How do you respond?
Role Play 5:
?The competition is using exaggerated negative claims about your company to close the sale of its product.
?When visiting your customer and confronted with this scenario, how do you counteract this action? How can you respond? Do you use exaggerated claims of your own to build a stronger case for your product?