We Will Be Using Role Play Technique During This Workshop

We Will Be Using Role Playing Technique During This Worksh

Instructions 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. STEP 1. 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. STEP 2. You will access the Global Sales Lab system at and watch at least 2 recordings available from a previous FIU sales tournaments. Use these credentials to access the recordings: Username : videoevaluation Password : evaluation STEP 3. Watch at least 2 videos to familiarize yourself with the role play and sales processes. STEP 4. 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 of the word document. STEP 5. Upload this file to Canvas under the Pre-Workshop module. We will be discussing this in detail. You will be required to turn it in. follow the step on the attached and answer correctly.

Paper For Above instruction

Introduction

Understanding effective sales techniques and developing professional sales skills are essential components for success in the sales industry. The workshop described involves role-playing, a strategic educational method that enhances learning through active participation. These role-plays simulate real-world sales interactions, allowing participants to observe, evaluate, and improve their sales approaches. The process emphasizes observation of recorded role-plays, evaluation of sales performances, and reflective learning, which are all critical in cultivating effective sales professionals.

Role-Playing and Its Importance in Sales Training

Role-playing is a powerful pedagogical tool used extensively in sales training because it provides experiential learning opportunities. According to Churchill, Ford, and Walker (2011), role-playing allows trainees to practice sales techniques in a controlled environment, which reduces anxiety and improves self-efficacy. It offers opportunities to rehearse communication skills, objection handling, and closing strategies, thereby fostering confidence and proficiency. In this workshop, participants watch recorded sales scenarios involving students competing in an FIU sales competition, which gives valuable insight into successful sales strategies and common pitfalls.

Step-by-Step Learning Process

The process begins with participants reading about Comcast Spotlight, which provides context about the product or service being marketed. Understanding the specifics of Comcast Spotlight's advertising solutions is vital for crafting effective sales pitches and responding to client needs effectively. This foundational knowledge lays the groundwork for subsequent role-play exercises.

The next step involves accessing the Global Sales Lab system, where participants view at least two recordings from previous FIU sales tournaments. These recordings serve as real-life examples of sales interactions, illustrating effective communication techniques, negotiation skills, and emotional intelligence. Analyzing different sales approaches in these recordings enhances learners’ understanding of what constitutes successful sales behavior.

Participants then select one seller to evaluate in depth using a structured Microsoft Word template. The evaluation focuses on key sales competencies, such as rapport building, questioning techniques, product presentation, objection handling, and closing skills. The process of evaluation encourages critical thinking and helps participants recognize effective strategies and areas for improvement.

Finally, learners upload their evaluations to the Canvas platform in the designated Pre-Workshop module. This step ensures that their assessments are documented and ready for discussion during the workshop, fostering a collaborative learning environment.

The Educational Benefits of Video-Based Learning

Using recorded role-plays allows for reflective analysis, which is more effective than passive observation. Learners can pause, rewind, and review specific interactions to better understand sales techniques. According to Zhang and Wildemuth (2009), video recordings are particularly effective in adult learning because they promote active engagement and critical thinking.

Reviewing multiple recordings exposes participants to diverse sales styles and customer interactions, broadening their understanding of effective sales strategies. Such exposure is valuable for developing adaptable and versatile sales skills suited to different customer profiles and situations.

Conclusion

In summary, the workshop utilizes role-playing and video analysis to enhance sales education. These methods foster experiential learning, critical analysis, and practical skill development. Participants gain valuable insights into successful sales techniques, improve their evaluative skills, and build confidence in their abilities. By actively engaging in these exercises, future sales professionals can better prepare for real-world sales challenges, ensuring they are well-equipped to succeed in competitive environments.

References

Churchill, G. A., Ford, N. M., & Walker, O. C. (2011). Sales management: principles and practices. McGraw-Hill Education.

Zhang, Y., & Wildemuth, B. M. (2009). Qualitative analysis of content. In B. Wildemuth (Ed.), Applications of social research methods to questions in information and library science (pp. 308-319). Libraries Unlimited.

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