Role of The Third Person
There are three members to each team. Just before the team presentation begins. Team members will be selected for their task. We will cut cards to see which team member plays which role
  1. Seller - This team member will play the role of the salesperson.
  2. Buyer - This team member will play the role of the customer
  3. Narrator - This person will provide background
    1. Prior to the presentation the Narrator will give a brief (5 minute max) presentation to explain
      1. The company that the seller is representing
      2. The product that the seller will be selling
      3. The buyer's company
      4. The buyer's name and background
      5. Any preapproach information gathered about the buyer that might be relevant.
    2. During the presentation the Narrator may provide supplemental information for the benefit of those observing the presentation. The narrator may not speak once the presentation has begun.
      1. Sales process information - the narrator may indicate the technique that is being employed. For example
        1. During the SPIN, the narrator my display a question on the screen and indicate that it is a "Situation", "Problem", "Implication" or "Need Payoff" question
        2. During the presentation the narrator may display the components of the units of conviction employed
      2. Visuals - the narrator may display sales tools that the seller is using.
        1. Scans from literature given to the buyer
        2. Value analysis calculation
        3. Etc
The idea is to be creative. Remember this is a class in selling.