Students are presented with five personal selling scenarios where the salesperson has NOT executed their selling role ideally. The task is to identify what was gone wrong and what could be improved in each scenario.
In this activity, students are presented with a list of 35 actions that would be undertaken by a professional sales person. Their task is to match the actions to one of the seven steps in the personal selling process.
Students are presented with a scoring model to see how compensatory decision-making is undertaken and to choose the best brand.. And they also need to identify how brands can use this information in their marketing mix.
In this simple exercise, students identify the types of business purchases that would be considered as a straight rebuy, a modified rebuy, or a new task.
This Sim Game is a variation of the interactive (trading) marketing game also available on this website for free download. The game runs on Excel as well, but without the component of physical interaction.
Here is a great learning game to play with your marketing and business students. It is provided free and is highly engaging.
This brief case for a car manufacturer, explores possible expansion through franchising methods.
EXCLUSIVE MEMBER ACTIVITY
Students review franchising deals – are they ethical or is it a simply a case of ‘buyer beware’, where the potential franchisee should do their due diligence?
EXCLUSIVE MEMBER ACTIVITY
In this exercise, students need to calculate the total salary/incentive paid to salespeople (across different payment structures) and then determine which structure has the best approach for the firm’s marketing goals.
EXCLUSIVE MEMBER ACTIVITY
The task is to identify what particular things would you do/learn in order to be ready as a salesperson and to “hit the road” in a few week’s time.