Sales Management Role Plays - Softcover

Containing 11 role-play scenarios, with over 100 characters to choose from, this book provides an opportunity for students to practice and evaluate their presentations in preparation for managing sales people. Corporations have been using role plays to train their personnel for decades. The book introduces students to the nuances of a sales encounter while developing their managerial skills and reinforcing sales management concepts. Other features include: contexts are co-ordinated with major sales management texts; explores ethics, corporate politics and relationship selling; and contains peer evaluation forms.