Jerry Momper loves sports. He has just finished up a degree in sports marketing at Pinnacle University in London and to his great pleasure, he is in the first month of his dream job, a sales person (the title is account manager) for small- and medium-sized accounts for the Queens Park Soldiers (his favorite soccer team). In general, he will be responsible for developing new customer relationships with companies in London and the surrounding area, as well as working on enhancing relationships with firms that are already loyal customers of the Soldiers. His “product” is blocks of seats, special boxes and events at historic Loftus Road Stadium, as well as Soldiers promotions that can be held at various places of businesses as a marketing campaign for the customer's business The problem (actually its more of an opportunity) is, this is a brand new position. Over the years the team has had a major account position, similar to the one Jerry now has but more focused on big companies that might want to send a lot of people to games. The major account manager had also worked with smaller firms as needed, but Jerry’s position allows the team to better tap into a lucrative market in the area. The person who continues to hold the major account manager position is Rex Wicke, a great guy about 40 years old who has been with the team in one administrative job or another for 19 years. Rex is something of an icon in sports marketing in the London area, and Jerry knows he can learn a lot from him.

Jerry has decided to set up a meeting to get a better feel for some important aspects of his new role at the Soldiers and more specifically some of the activities he may be asked to perform. Having a sales management course at Pinnacle University, Jerry knows a lot about salesperson performance from the class but has never worked as a salesperson before.

Characters in the Role-Play Jerry Momper, small- and medium-sized account manager, Queens Park Soldiers Rex Wicke, major account manager, Queens Park Soldiers Assignment Break into pairs, with one student playing each character. It doesn’t matter what the actual gender mix of your pair is. Before you stage the meeting between Jerry and Rex, work separately to come up with a set of role issues you each believe will be important to discuss for Jerry's benefit in the new job. Also, jot down some of the more important sales activities you anticipate will be part of the new position. Then get together and role-play the meeting between Jerry and Rex. Share your ideas—especially pay attention to potential sources of role problems. To the extent possible, come to agreement between the two of you about some performance criteria and rewards that might be appropriate for this new position.