Title

Using Role-Play Competition to Teach Selling Skills and Teamwork

Department

Marketing & Professional Sales

Document Type

Article

Publication Date

Spring 2007

Abstract

Engaging students and motivating them to learn is a continuous challenge for university faculty. This paper discusses the introduction of competition into the classroom in conjunction with experiential role-play exercises as an effective pedagogical tool for teaching selling skills. Role-play sales competition combines three teaching methods and solves several logistical issues related to the use of role-play exercises. These methods are reviewed in the context of sales education and followed by a discussion of the resources and implementation required.

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