Selling Today: Partnering to Create Value, 14/e

General Instructions for Partnership Selling Role-Playing

Overview

The primary goal of a simulation in personal selling should be to strike a balance between just enough detail to focus on the process of selling and not so much as to drown in an ocean of facts. Either too much detail or too little detail can develop anxiety in role-play participants. Partnership Selling is designed to minimize anxiety by including only the facts needed to focus on learning the processes involved in high-performance selling.

Some anxiety will occur, however, because you are asked to perform under pressure (in terms of building relationships, securing strategic information, changing people’s thinking, and getting them to take action). Learning to perform in an ...