Author Description

From the Publisher This unique role play/simulation closes the gap between classroom knowledge and real world application. Casting the instructor in the role of the sales manager/trainer and the student in the role of the trainee, it provides students with the opportunity to develop and apply selling skills and to experience the total process of selling in a multi-sales call setting. As part of the selling process, students experience first-hand how one selling skill is related to another in creating successful sales presentations, and how each contact with a customer is related to the success of future sales calls. Through real-life selling challenges, students study their product, company, competition, and industry (Part I), progress through initial training and move on to formal selling situations where they make initial sales calls to establish client relationship (Part II), follow up with a second sales interview where they conduct needs analysis and develop a customer strategy (Part III), and conclude with configuring price and product solutions and make a final sales presentation in a very competitive selling situation (Part IV).