Sales Roleplay 1
What does WIFM stand for?
"What's in it for me?"
What does SPIN stand for?
Situation, problem, implication, needs payoff
What does CRC stand for?
Clarify, Respond, Confirm
What does ICSC stand for?
International Collegiate Sales Competition
Which sales team member took over two minutes to dunk this semester?
Julia Brown
Ella spent 8 minutes building rapport in her first roleplay.... What is the proper amount of time to spend building rapport?
2-3 minutes
What is the most important part of SPIN?
Implication!
In MKTG 335, who are the 3 buyers you sell to in all 3 roleplays?
Pat, Tony, and Richard
List the three new competitions we competed in this year. (Fall and Spring)
Global Sales Competition, Las Vegas
ACSC, Tempe
Warhawks, Virtual
Which sales team member's go-to catch phrase is "okayyyy!"?
Mason Whiddon
In MKTG 335, what is the name of the CRM you are selling, and what is the current CRM champion Ford is using?
FOCUS and Salesforce!
What are the two kinds of rapport, and give an example of each?
Personal and Professional.
Example is upon the host's approval.
When asking general questions in Needs ID, what are three things you need to ask?
Timeline, Budget, Decision Maker, Decision Criteria
Quin Blunston, Mary Louise Davenport, Kaylie Cerda, and Allie Bowers
Which sales team member spent 12 months working towards a plastic trophy?
Lani Crawford
Active Listening
"Always remember your BLANK" - Andrew Loring
Clifiton Strenghts
Give me an example of a WIFM
Upon the host's approval
What was our team placement out of 80 universities at ICSC this year?
16th
Which sales team member forgot to look at the rubric before competing at a competition this semester?
Quin Blunston
Give me an example of a close you would say when you're trying to get a contract signed?
Upon the host's approval
Name each category of our sales roleplay rubric.
Meeting Opening, Needs ID, Presentation, Overcoming Objections, Gains Commitment, Professional Communication, and Credible and Trustworthy.
What is the most important thing to present in a sales roleplay?
Value
What is the goal of a sales competition trip?
Winning money at casinos!
Who is the reigning champion of staring contests?
Andrew Loring