This is a three-part role-play exercise. Part I involves preparation by the seller for the sales call on the new buyer whom the seller has not previously met. Part II is the actual role-play presentation. Role-play should have at least 3-5-minutes of dialogue between seller and buyer. Part III is a seller self- reflection two- paragraph written summary.
The primary goal of this meeting is to get acquainted with the buyer and begin the process of building a long-term relationship. You expect that this buyer will become an excellent customer.
Part I
Prepare a written outline of what you plan to say and do during the first 3-5 minutes of the meeting. Be specific about what you will say. Think of this outline as your strategic plan. To assist you in developing the written outline, review the text material Chapter 4 on thought processes that will enhance your relationship strategy, nonverbal strategies that add value to your relationships, and conversational strategies that enhance relationships.
Read the company profile of the seller’s company case study
Part II
The seller will role-play with a class member who will play the role of the buyer. The seller needs to say and do everything that was developed in the written outline as a part of the plan in part I.
The buyer will respond to the seller’s questions based on the company case study information.
After the role-play, the seller will give the strategic plan outline to the buyer and request feedback on their performance.
Part III
Write a self-reflection review of what you experienced during the presentation. (1) What went well? (2) Identify two areas of improvement for your presentation. (3) Where there any unexpected situations that occurred during the dialogue? (4) How did you address the unanticipated situations? The review should consist of two paragraphs
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