A Model for Teaching Salesmanship using Persona, Microskills and a Sales Process

The objective of this paper is to introduce the academic community oft a new method to teaching salesmanship. The strategy considers teaching salesmanship from a three pronged approach. The first is through an understanding of the psychology of the dyadic relationship. Next, the student is encouraged to internalize new and exiting microskills which are the basic elements of salesmanship communication. Finally, the student is introduced to a sales process which promotes closing the sale before the presentation, rather than after it. To accomplish this, the student must internalize certain microskills through role playing. By effectively learning the microskills, personas, and sales process, young marketing graduates may enter and succeed in the field of sales

Teaching Counselor Selling Techniques

Last year, effort was spent introducing microskills. Due to the interest, this paper was written to describe how this material is taught. To be an effective salesperson, one must internalize certain skills through repetition so that one can immediately react to a prospect’s response. To do this, one needs knowledge in the areas of microskills, applied psychology, and sales process