Divide the class into groups of three to five. Each group assumes the role of a salesperson for the CanDo Laptop Company selling laptops to a small firm that wants to equip its salesforce with laptop computers. Previous meetings with the buyer indicate that its salespeople need laptops that are easy to transport and allow salespeople to show multi-media segments during a sales dialogue. CanDo laptops excel in each of these areas. Each group should identify one sales aid to use for each confirmed benefit and explain how the sales aid would be used during a sales dialogue. Experiential Exercises Interesting and Understandable Sales Dialogue Objective: To help students understand how examples, anecdotes, comparisons, and analogies can be used effectively to make sales dialogue more interesting and understandable for the buyer. Time Required: 30-40 minutes Teaching Tip: Provide the class with a benefit statement such as: "XYZ copiers are the most dependable copiers on the market." Ask students to create examples, anecdotes, comparisons, and analogies to make this statement more interesting and understandable. Then, have 2-3 students present their ideas for each element and discuss these in class. You can then compare the different elements and have the class determine the best example, anecdote, comparison, and analogy presented during the class session and why it was effective. Individual or Group Sales Dialogue for Getting a Job Objective: To help students understand the key differences between individual and group sales dialogue