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Questions and Answers
Why are role plays often disliked?
Who is responsible for creating a positive learning atmosphere during role plays?
What should role plays focus on?
What should the scenario for role plays be like?
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What should the setup for role plays include?
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What can help make it easier for everyone to know what they're supposed to be doing during a role play?
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What should feedback during role plays focus on?
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Study Notes
- Role plays are often disliked for being judgmental, long, and uncomfortable.
- Sales is a performance-led function, so role plays are necessary.
- Managers and coaches are responsible for creating a positive learning atmosphere.
- Role plays should focus on one specific skill.
- The scenario should be clear and realistic.
- The setup should be specific about who is doing what role and what part of the conversation is being started.
- Starting the role play with a question helps to make it easier for everyone to know what they're supposed to be doing.
- Feedback should focus on process and execution.
- Emotional feedback should be avoided.
- Role plays are a powerful internal training tool that can help everyone improve with practice.
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Description
Learn about the importance of role plays in sales training, how to create a positive learning atmosphere, and the key elements of a successful role play scenario. Understand the role of managers and coaches in facilitating effective role plays and providing constructive feedback.
