How to Help Shy Students Develop Selling Skills in a Personal Selling Class

Research output: Other contribution

Abstract

The typical personal selling class involves some form of role play exercise. This is challenging for most students, but especially those who tend to be introverted. Rather than tossing these students into the proverbial deep end to see if they will swim, there are various other exercises that can be practiced in class, accompanied with assignments to study both product knowledge and role play techniques, to help students overcome a student version of sales call anxiety. These will be discussed in this session.
Original languageEnglish
PublisherSociety for Marketing Advances
StatePublished - Nov 7 2019

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