Page 114 - DMGT205_SALES_MANAGEMENT

Sales Management

Notes 6 Role player's practice introspection through participating in the appraisal of their own
performances.
7. Role playing provides chance to learn valuable tricks and gain acting experience.

8.4.5 Case Discussion (Learning by Doing)

The case is a set of data (real or fictional, written or oral). Miniature description and summary of
such data presents issues and problems calling for solutions or action on the part of trainee.
When the trainees are given cases to analyse, they are asked to identify the problem and to
recommend tentative solutions through group discussions.

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Caution The salesman must be one who can be trusted, as he has to handle even money,
besides merchandise. He must be prompt and on the job everyday. He must be one who
can be relied on not only by you but also by his customers and his fellow employees.

8.4.6 Gaming Simulation

This method is somewhat similar to role playing with a unique feature that it uses highly
structured and contrived situations based on reality and players receive information feedback.

Advantages

1. Participants learn easily because they involve themselves in game play.
2. Players develop skills in identifying key factors influencing decisions.

3. Games have built-in information feedback features.
Limitations

1. Some minimum amount of time is required for playing, usually, three to four hours,
which is not sufficient to provide desired learning experience.
2. Since the game designs are based on ordinary decision making process their rules often
prevent play on unusual or novel approaches.
3. Poorly designed games may actually hinder instead of helping.

8.4.7 On-the-Job Training (Coach-and-pupil Method)

In this the salesmen are coached and instructed by skilled co-workers or by supervisors or by the
special training instructor. They learn the job by personal observation and practice as well as
occasionally handling it.
This method involves three steps. First, the coach who is an experienced sales person begins by
describing particular selling situations, explaining various techniques and approaches. Next,
accompanied by pupil, the coach makes actual sales call, discussing each with the trainee afterward.

Then, under coach supervision trainee makes sales calls, each one being followed by discussion
and appraisal.

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