FIU Global Sales Program Fundamentals Workshop

Fiu Global Sales Programsales Fundamentals Workshoppre Workshop Assign

We will be using role-playing technique during this workshop. To better understand what is expected of you, you will watch a recording and evaluate a student competing in an FIU sales competition. This is very important in preparing you to be effective, professional salespeople. Much learning comes from observing recorded role plays.

We will be ‘selling’ Comcast Spotlight advertising solutions during our in-class exercises and role plays. Please take a few minutes to read the attached PDF about Comcast Spotlight.

You will access the Global Sales Lab system and watch recordings available from a previous FIU sales tournament. Use these credentials to access the recordings:

• Username: videoevaluation

• Password: evaluation

Watch at least 2 videos to familiarize yourself with the role play and sales processes. You will select and evaluate one (1) seller to evaluate. Please use this Microsoft Word template, download it to your computer and save it under a new file name. Complete the assignment on pages 2 and 3.

Upload this file to Canvas under the Pre-Workshop module. You will be discussing this in detail. You will be required to turn it in.

Paper For Above instruction

The purpose of this assignment is to develop your observation and evaluation skills in sales scenarios by analyzing recorded role plays from the FIU sales tournament, with a specific focus on Comcast Spotlight advertising solutions. Through this activity, you will learn to identify effective sales techniques, recognize areas for improvement, and reflect on your personal learning from the exercise.

First, you are asked to familiarize yourself with the sales process by watching at least two recordings of past role plays. This helps you understand the typical flow of a sales call, from approach to needs discovery, product presentation, handling objections, and closing. Observing diverse styles and techniques will prepare you for your own sales interactions.

Next, you will select one role play to evaluate. Using the provided score sheet, you will assess the seller’s performance across multiple dimensions, including approach, needs discovery, product solution, objection handling, gaining commitment, and overall communication skills. Carefully consider each line item, assign points based on your assessment, and calculate a total score.

Beyond scoring, you are required to write a detailed analysis of the seller’s strengths and areas for improvement. Specifically, identify five areas where the seller performed well, citing specific lines or techniques observed. This step encourages positive reinforcement and helps you recognize effective sales behaviors.

Similarly, you will recommend five specific improvements. Be candid and precise—think critically about what the seller could do differently to enhance effectiveness. Your insights should be grounded in specific behaviors noted during the role play.

Finally, reflect on your personal learning experience. Describe three lessons you gained from watching and evaluating the role play. Focus on how the activity informs your understanding of sales techniques, customer engagement, or your own skills development.

This comprehensive exercise is designed not only to hone your evaluative skills but also to deepen your understanding of successful sales methodology. By analyzing real-world examples and articulating constructive feedback and personal lessons, you will better prepare to excel in future sales interactions.

References

  • Churchill, G. A., Ford, N. M., & Walker, O. C. (2014). Sales Force Management (10th ed.). Routledge.
  • Ingram, T. N., LaForge, R. W., Avila, R. A., Schwepker, C. H., & Williams, M. R. (2015). Sales Management: Analysis and Decisions (8th ed.). Cengage Learning.
  • Kotler, P., & Keller, K. L. (2016). Marketing Management (15th ed.). Pearson.
  • Spencer, L. M., & Spencer, S. M. (1993). Competence at Work: Models for Superior Performance. Wiley.
  • Jobber, D., & Lancaster, G. (2015). Selling and Sales Management (10th ed.). Pearson.
  • McGinnis, T., & Mount, T. (2014). The New Solution Selling: The Revolutionary Sales Process That is Changing the Way People Sell. McGraw Hill.
  • Berry, L. L. (2017). Customer Experience Action Guide: The 7 Principles of Customer Service. McGraw Hill.
  • Anderson, E., & Jacobson, R. (2000). The Hire to Retire Salesperson. Journal of Personal Selling & Sales Management, 20(2), 43-50.
  • Rackham, N. (1988). SPIN Selling. McGraw-Hill Education.
  • Gartner, W. B., & Ingram, T. N. (2003). Towards a Model of Sales Effectiveness: Impact of Training and Performance. Journal of Business Research, 56(4), 161-180.

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