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Overview

Jane Sojka and Dawn Deeter-Schmelz, both of Ohio University, have drawn on their experience working in the corporate environment in various sales roles and have created an effective tool for instructors and students. Intended for use in personal selling courses, Reality Sales: Role Plays for the Real World gives students a taste of “real world sales experience” within the classroom and exposes them to difficult situations while they are in a position to think, discuss, and decide what action would be appropriate. The role plays also illustrate the multiple relationships (with customers and within the sales rep’s own company) that a sales rep must manage to be successful.

Jane Z. Sojka, Ohio University

Dawn R. Deeter-Schmelz, Ohio University

1. Last Call for Billy Bob.
2. Are You Ready for Lunch?
3. Special Favors.
4. The Spy.
5. The Crapshoot.
6. The Trashman.
7. Dinner for Two.
8. Late for a Date.
9. Foot in the Door.
10. Truth or Consequences.
11. May I Have the Envelope, Please?
12. Return Favors.
13. Creative Accounting.
14. Dinner''s on Me.
15. Just Having Fun.
16. Party Animals.
17. The Dating Game.
18. Who Finished First?
19. Who's the Leader?
20. The Dilemma.
21. Those Darn Marketing Classes.

Cengage provides a range of supplements that are updated in coordination with the main title selection. For more information about these supplements, contact your Learning Consultant.

FOR INSTRUCTORS

Reality Sales: Role Plays for the Real World, 1e

ISBN: 9781592602087
Jane Sojka and Dawn Deeter-Schmelz, both of Ohio University, have drawn on their experience working in the corporate environment in various sales roles and have created an effective tool for instructors and students. Intended for use in personal selling courses, Reality Sales: Role Plays for the Real World gives students a taste of “real world sales experience” within the classroom and exposes them to difficult situations while they are in a position to think, discuss, and decide what action would be appropriate. The role plays also illustrate the multiple relationships (with customers and within the sales rep’s own company) that a sales rep must manage to be successful.