Video Roleplay Assignment Instructions

This assignment will expose students to the National Collegiate Sales Competition style sales roleplay

format. After completing this assignment, students will gain a general understanding of how to run a

consultative sales meeting with a prospective customer.

Key Points

$1)$ The planning template worksheet from Module $6$ helps you prepare for this video roleplay

meeting with your prospect$$use that information and the feedback received.

$2)$ Follow the case profile exactly so you know how to set up the meeting, who you are meeting

with, any referrals, and important details of the company.

$3)$ The Judge$$s Criteria is a $25$ line$-$item scorecard that is used as the rubric for grading the

roleplay.

a$.$ For grading purposes, each point is worth the same, so if you miss all the criteria,

however "close" the sale, your grade would be really low. Or$,$ if you hit all the criteria

and you don't close the sale, you would just miss the one section on "asked for

business or appropriate commitment from buyer..."

b$.$ The appropriate commitment is critical for both this assignment and out in the field.

Your objective with every prospect interaction is to "Advance" the sale $($that$\text{'}$s on the

final, BTW$),$ so that's what you should strive to achieve in your role play.

c$.$ Most judges recommend participants follow the scorecard in order as appropriate