THE MANDATORY INTERNAL ROLE-PLAY SALES COMPETITION: EFFECTS ON CLASSROOM EFFICIENCY AND SALES CAREER INTENT. Issue 1 (2nd January 2022)

• Record Type: Journal Article
• Authors: Johnson, Aaron; Billups, M. Judi; Poddar, Amit
• Is Part Of: Marketing education review. Volume 32:Issue 1(2022)
• Page Start: 54
• Page End: 64
• Publication Date: 2022-01-02
• Subjects: Marketing -- Study and teaching -- United States -- Periodicals; 658.8007
• DOI: 10.1080/10528008.2021.1910522
• Languages: English
• ISSNs: 1052-8008

Abstract

ABSTRACT: The role-play is a valued experiential tool used by university sales programs to engage students and better prepare them for a potential career in sales. However, in-class role-play activities have the potential to create scheduling dilemmas. Mandatory, internal role-play competitions are proposed as a solution to these logistical issues while providing additional professional development benefits to all participants. Results of a repeated-measures study also support that a role-play is more than a tool to refine sales presentation skills, but when administered as an internal competition it not only improves in-class logistics but also positively influence students' intent to pursue a sales career.