BUS 221 Professional Selling

Role Play B: The Approach1. Preparing Your ScriptLike role play A, role play Bwill feature a sales person from a specific company selling a product to a representative of a company which will be resellingthe seller’s product to other buyers, either businesses or consumers. In other words, the seller is nota retail salesperson and the prospect’s company is notthe enduser of the product.It is a businesstobusiness sale that you will be role playing.The seller hasonly spoken to the prospect once before, when the appointment was booked. Additionally, the seller isrepresenting the full range of his/her company’s productsbecauseat this point, the seller has not yet identified which of his/her company’sproductswill be the best solution for the prospect’s needs. That solution will be announced and presentedto the prospect at the beginning of role play C.After you have devised your scenarioconsistent with the above facts, youwill begin your recording by explainingthe following items:Who you and your partner areWhat roles you are playing, e.g., titles, companies, etc.How the sellerfound out about the prospect. What information the seller hasobtained and what impressions the seller has already formed The seller’s objectives for the call: at a minimum these are to build rapport, collect information on wants and needs and book a followup meeting. Anobjective is notto promote or sell the seller’s product or company that will come inrole play C.Your props (see further information below)

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