An Experimental Analysis of the Effectiveness of Student Role-Playing in Sales Training

Abstract

The following study investigated the effectiveness of roleplaying as a learning device in Personal Selling classes. A comparison of students’ two role-playing efforts revealed somewhat mixed results. Although the teacher failed to recognize significant improvement in student performance, student peers and two outside marketing professors noted more effective sales presentations in the second round. Consequently, the evidence suggests that role-playing enhances the students’ learning experience.