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

Abstract

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.