An Experiential Exercise Introducing Students to the Role Ambiguity Faced by Salespersons

Authors

  • James W. Gentry
  • L. Lee Manzer

Abstract

This paper presents an experiential exercise designed to introduce future salespeople to the type of role ambiguity that they may well be facing in the future. The exercise requires class members to role play the parts of a buyer, a sales rep, and a sales manager. Two versions of the task were run, with varying levels of expectations on the part of the buyer and the sales manager being incorporated. Although time problems were encountered, the students evaluated the exercise favorably.

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Published

1982-03-13