Selling Today: Partnering to Create Value, 14/e

Role-Play Exercise

An important aspect of personal selling is the need to add value with follow-up and follow-through. Both of these account management activities can be time consuming, especially if the salesperson is not skilled at setting up appointments that fit into a busy schedule. In this role-play, you are to set up three follow-through meetings with a customer who has just purchased convention services from the convention center you represent (see Appendix 3). First, you must contact your client three days from today to confirm the availability of the Revolving Platform Room (see pages 422 and 445) for a meeting of 300 people. Second, ...