THE MANDATORY INTERNAL ROLE-PLAY SALES COMPETITION: EFFECTS ON CLASSROOM EFFICIENCY AND SALES CAREER INTENT

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.