Reality Sales: Role Plays for the Real World

Jane Sojka and Dawn Deeter-Schmelz, both of Ohio University, have drawn on their experience working in the corporate environment in various sales roles and have created an effective tool for instructors and students. Intended for use in personal selling courses, Reality Sales: Role Plays for the Real World gives students a taste of real world sales experience within the classroom and exposes them to difficult situations while they are in a position to think, discuss, and decide what action would be appropriate. The role plays also illustrate the multiple relationships (with customers and within the sales rep's own company) that a sales rep must manage to be successful.