ROLE PLAYING AS A SALES

TRAINING TOOL

by Larry J.B. Robinson

Introduction

 J.B. Robinson feels a shop can create difference in

itself only through the ability and commitment of
its sales people.
 Sales people should have a pleasing personality
and high motivation to serve the customer.
 This can be done through continuous training.
 Different Training Tools

 Classroom lecture

 Demonstrations and Discussion

 Computer based training

 On the job and Off the job training

 Case study

 Role play
Why Role-Play???

 Interactive

 More involvement

 Learning rate is high

 Role lay can reveal many habits.

Importance of Role Play:
 Role Play Technique gives every session a
subject.
 Challenges the Sales People in order to
develop a greater competence
 Reinforce the learning process and
concentration
 Constructive criticism and comments
 Identify weaknesses and suggesting for
improvements.
‘No Pain No Gain’
 Role Play reveals bad habits
 Role Play enhances practical learning (very
important)
 Encourages participants to use their
imaginations and instincts
 Prepares for confronting any given
situation
 Involves greater involvement with issues
and knowledge
“Role Play is a Powerful and
Significant Learning Opportunity
based on Practice.”
THANK YOU