Role-play scenarios have long been used for developing selling skills. This paper examines how role-play scenarios affect the learning process and proposes an innovative, process-focused method for accelerating skill development. Drawing insights from Cognitive Load Theory, it is hypothesized that complex role play scenarios—while perhaps more realistic—inhibit initial skill development. Alternatively, simpler scenarios make it possible to increase cognitive load germane to the selling process, and accelerate development of selling skills. A preliminary test of this hypothesis provides support for the process-focused method. The paper includes suggestions to further increase the effectiveness of the process-focused method.
Viosca, R. Charles and Cox, K. Chris
"A Process-Focused Method to Accelerate Sales Skill Development,"
Atlantic Marketing Journal: Vol. 3
, Article 2.
Available at: http://digitalcommons.kennesaw.edu/amj/vol3/iss3/2