This situation is a continuation of that presented in the Chapters 8 and 9 role-plays. Go back and read those and your notes from them to refamiliarize yourself with the scenario.

It is now six months later, and Jason Queen has made two outstanding hires of new salespeople in District 5. The emphasis on proper selection criteria, recruiting sources, and selection tools and procedures seems to have paid off. Bass Brokers’ director of sales training, Gloria Long, has just returned from a full week working with Jason and several of his salespeople, including the two new hires. She has scheduled an appointment with Roscoe Lee, her boss and national sales manager, to debrief her “work-with” in District 5.

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 continuation of the meeting, work separately using the material in your chapter to come up with your recommendations for a mix of sales training methods that you believe would be best for Bass Brokers. You will need to be prepared to justify your recommendations in the meeting. Then get together and role-play the continuation of the meeting between Roscoe and Gloria. Be sure each of you share your ideas and justify them. In the end, you want to come out of the meeting with a unified proposal for sales training at Bass Brokers that could be forwarded to the district managers for their input.