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Effective Role Plays in Sales Training

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7 Questions

Why are role plays often disliked?

Because they are too judgmental, long, and uncomfortable

Who is responsible for creating a positive learning atmosphere during role plays?

Managers and coaches

What should role plays focus on?

One specific skill

What should the scenario for role plays be like?

Clear and realistic

What should the setup for role plays include?

Who is doing what role and what part of the conversation is being started

What can help make it easier for everyone to know what they're supposed to be doing during a role play?

Starting the role play with a question

What should feedback during role plays focus on?

Process and execution

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.

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.

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