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		Description
		Table of Contents
		Features and Benefits
		Supplements
		Author Information


	Personal Selling: A Relationship Approach Ronald Marks

	Marketing 10e: Marketing in the 21st Century Joel R. Evans, Ph.D., Barry Berman, Ph.D.

	Essentials of Marketing Dana-Nicoleta Lascu, Ph.D., Kenneth E. Clow, Ph.D.

	Shopper, Buyer, and Consumer Behavior Jay Lindquist, Ph.D., M. Joseph Sirgy, Ph.D.

	Services Marketing: Operation, Management, and Strategy Kenneth E. Clow, Ph.D., David L. Kurtz, Ph.D.

	International Marketing Dana-Nicoleta Lascu, Ph.D.

	Strategic Marketing Communications: A Systems Approach to IMC M. Joseph Sirgy, Ph.D., Don Rahtz

	Marketing Research: An Aid to Decision Making Alan T. Shao, Ph.D., Kevin Zheng Zhou, Ph.D.

	Strategic Marketing Syed Akhter, Ph.D.

	International Logistics: Management of International Trade Operations Pierre A. David, Ph.D.

Reality Sales: Role Plays for the Real World, 1e

Jane Z. Sojka, Ohio University
Dawn R. Deeter-Schmelz, Ohio University

Online Edition: $19.75

Paperback +
Online Edition: $29.25

ISBN-10: 1592602177
ISBN-13: 9781592602179

Description

Jane Sojka and Dawn Deeter-Schmelz, both of Ohio University, have drawn on their experience working in the corporate environment in various sales roles and have created an effective tool for instructors and students. Intended for use in personal selling courses, Reality Sales: Role Plays for the Real World gives students a taste of “real world sales experience” within the classroom and exposes them to difficult situations while they are in a position to think, discuss, and decide what action would be appropriate. The role plays also illustrate the multiple relationships (with customers and within the sales rep’s own company) that a sales rep must manage to be successful.


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