Selling on Value: Using the Purposeful Choreography as the Basis of an Innovative Sales Role Play

Autor/inn/en	Dugan, Riley; Lee, Na Young
Titel	Selling on Value: Using the Purposeful Choreography as the Basis of an Innovative Sales Role Play
Quelle	In: Marketing Education Review, 33 (2023) 2, S.136-141 (6 Seiten)Infoseite zur Zeitschrift PDF als Volltext Verfügbarkeit
Zusatzinformation	ORCID (Dugan, Riley) ORCID (Lee, Na Young)
Sprache	englisch
Dokumenttyp	gedruckt; online; Zeitschriftenaufsatz
ISSN	1052-8008
DOI	10.1080/10528008.2022.2159437
Schlagwörter	Leitfaden; Unterricht; Lehrer; Salesmanship; Business Administration Education; Role Playing; Experiential Learning; Marketing; Instructional Innovation; Learning Activities; Teaching Methods; Instructional Effectiveness; College Students + Suchen Sie Ihr Suchwort? Lesson concept; Instruction; Unterrichtsentwurf; Unterrichtsprozess; Teacher; Teachers; Lehrerin; Lehrende; Rollenspiel; Experiental learning; Erfahrungsorientiertes Lernen; Educational Innovation; Bildungsinnovation; Lernaktivität; Teaching method; Lehrmethode; Unterrichtsmethode; Unterrichtserfolg; Collegestudent
Abstract	Few academic disciplines make as frequent use of experiential learning exercises as marketing and sales. This is particularly true in selling courses, where a sales role play often serves as a culminating exercise in which students are tasked with building rapport with a buyer, uncovering buyer needs, overcoming objections, and closing a sale. However, we contend that this typical sales role play can be extended by tasking students with the need to perform independent research to speak convincingly about the concept of value. In response, we describe an innovative role play based on the purposeful choreography, which tasks students with presenting a compelling, and novel, business case to a buyer. Moreover, we highlight opportunities and challenges for sales professors who are interested in adopting this role play into their advanced selling courses. (As Provided).
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Erfasst von	ERIC (Education Resources Information Center), Washington, DC
Update	2024/1/01