4. As the sales manager for ABC company, you have decided that as part of your training program you would like to use role playing to achieve three objectives: (1) teach salespeople how to set appointments with prospects properly via the phone, (2) teach salespeople how to approach prospects and build rapport, and (3) teach salespeople how to question prospects effectively. Design three role plays (one for each objective)

to achieve these goals. Then, have a classmate play the salesperson and you play the buyer and act out each role play. On completing each role play, critique the salesperson’s performance, being sure to emphasize the positive points and to make suggestions for improvements. Consider soliciting self-assessment feedback from the salesperson before making your own critique.