现代销售学：创造顾客价值(第11版)Manning_11e_IM_Part_07_Role-Play.docVIP

Part VII Role-Play/Simulation Two national studies reveal that over 90 percent of the instructors teaching selling courses use role-playing in their classes. In this part of the instructor’s manual, we present instructional support to use role-play in your class. An extensive list of role-playing instructional strategies is presented. New to the 11th Edition of Selling Today is the Reality Selling Today Video Series that applies the concepts presented in the text with role-play. This new series includes chapter opening vignettes, websites, video, case problems, and detailed role-play scenarios to prepare students. These videos feature short interviews and sales presentations of successful sales representatives that are recent college graduates. The interviews focus on information presented in the text. Video case problems are also presented to become better informed on the role of these salespeople on actual sales calls. Eight detailed mock role play scenarios are described in Appendix I. These scenarios cast the participant as a new sales representative for the same company featured in the videos and case problems. With this easy to administer program, you have the most effective preparation available for conducting role-plays in your course. Additional information is found in Part V “Videos that Accompany the Text” of this manual. Four role-play strategies are presented briefly below. Extensive specific instructional support and forms for adding role-play to your class are also provided in this part of the Instructor’s Manual Part 1 Appendix 1 “New Reality Selling Today Role-Play Scenarios,” texbook pages 390-403. Reality Buyer Scenarios are presented in this manual on pages 173 to 181. A Reality Role-Play Evaluation Form is on p 182). Appendix 1 in the text showcases eight role-play scenarios that allow students to prepare for professional selling role-play. Buyer’s details (the companies, sales positions, customer types, and sales call objectives) ar