MKT$.3200-01$

Sales Role Play Assignment

FALL $2023$

$1.$ Choose a product or service to $$sell$$

$2.$ Develop a script for seller and buyer

$3.3-5$ min. role play utilizing selling concepts

$$ Open

$$ Needs assessment

$$ SPIN $$ Situation, problem, implication, need$-$payoff

$$ Questioning

$$ Confirming

$$ FAB$$s $$ Features, Advantages, and Benefits

$$ Building Value

$$ Negotiation$/$overcoming objections

$$ Trial Closes

$$ Close

$4.$ One role play partner will present and the other will play the buyer, then reverse

roles