Many organizations employ role play technique as a part of their sales force training program. Role play is an exercise in which a sales person executes a selling task to a customer in a made-up selling situation. This gives, especially to the new sales people, an opportunity to perfect their selling skill before they encounter real customers. Even an experienced salesperson can benefit from participating in role play exercises as long as they are receptive to constructive suggestions from the observers of role play exercise.
In this class, your participation in a role play exercise will give you an opportunity to put your selling skills to test and to receive feedback from your instructor and others.
In this exercise, you will be expected to carry out a full pledged sales presentation for a real product or service. The sales presentation should definitely include the following steps:
1. Approach
2. Needs identification
3. Product/Service presentation
4. Handling objections
5. Negotiation and Closing
6. Post closing communication