Role Play II

1
Role Play II

• Developing a Relationship Strategy for Selling

2
Assignment

• Read Employment Memorandum 2 page 451
• Divide into two groups A B (in class)
• Complete Pre-Sale Plan Worksheet (454)
• Read General Instructions for Role Play (410)
• Read Student Assessment Form I (455)

3
Video Partnering the Heart of Selling Today

• What are the three challenges of developing
  partnering style relationships in selling today?
• Approaches to enhance relationships
• Compliments
• Comments on here and now observations
• Search for mutual acquaintances and/or new
  interests

4
In-Class Role Play

• Hand in assignment (worksheet)
• Distribute customer instruction for Role play 1A
• Sales people read page 212
• Conduct Role Play 1A
• Collect customer instructions
• Salesperson complete form 1A
• Customer complete form 1 (455)
• One more time Group B

5
Salespersons objectives

• Establish a relationship (social contact)
• Share an appealing benefit
• Find out if your customer is planning any future
  convention (business contact)

6
Assignment

• Read Sales Memorandum 2A and 2B