Edward Schmidt School of Professional Sales (ESSPS)
Professional Sales Certificate Program
Interaction Guide
Exercises
Emailed to participants monthly
Access the exercise directions via web cast
o Certificate Exercises Directions
o http://cobims.utoledo.edu/Mediasite/Catalog/Full/f77273964d2547e29eedf0a8aed9a3ba2
1/ca13a62a6bc149ffa49dfe324093a73714/e1be784096284c96a03eb0a5247d385b21
3. Email completed exercises to edwardschmidtschool@utoledo.edu
4. Feedback from faculty coaches will be emailed from the Edward Schmidt School of Professional
Sales (edwardschmidtschool@utoledo.edu)
1.
2.
Role Plays
1. Review the Availability Calendar (emailed monthly) to find the faculty coach(es) that have
availability that match your's. Availability of faculty coaches will vary from month to month and can
change as role plays or other engagements are scheduled.
2. Contact the preferred faculty coach directly via email or phone to schedule.
1. You may work with the same or different faculty coaches throughout the program. Both
options have benefits – continuity and stronger relationship or diverse feedback/opinions
and greater flexibility
3. If you prefer to streamline your mini role plays and do more than one at a session, you may
schedule your mini role plays as follows below. You must communicate with the faculty coach to
let them him/her know which mini role play(s) you will be doing.
1. Opening + Information Gathering
2. Opening + Information Gathering + Presenting Solutions
3. Presenting Solutions + Handling Objections + Closing
4. Handling Objections + Closing
4. The written exercise (ie: mini sales call guide – 5.2, 7.1, 7.2, 8.2, 9.2, and 10.1) must be submitted
to the role play faculty coach at least 3 days before the role play takes place so feedback can be
given in advance that will strengthen the role play interaction.
5. Any or all role plays may take place on campus in the Huntington Sales Lab or remotely via web
cam.
1. Your on campus role plays are available for live and on-demand viewing in your secure,
personal role play folder. Look for the Role Play folder in the online Professional Sales
Certificate folder (same location as other web casts on exercise directions and lectures)
2. Further details on using web cams are below
Last Updated 6/25/2013
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Web Cam Role Plays
1. At least one day before the actual role play, the participant is required to contact the ESSPS
at 419-530-6133 to do a Lync session test to ensure that things are working properly with
the web cams. ESSPS will email a meeting invitation on the spot to start the test. Look for
the subject line Meet Now, Jones, Deirdre Elizabeth (or another ESSPS team member)
2. Following a successful web cam test, the ESSPS faculty coach doing the role play will email a
Lync invitation to the participant
3. On the day/time of the role play, the participant opens the email invitation (or calendar
appointment if the invitation was accepted earlier) and clicks on the Join online meeting
link. The actual URL will be below as well and will also work.
4. Once both parties can see and hear each other (refer to the PSCP Web Cam Lync Setup if
needed), the ESSPS faculty coach starts the recording and then begins with the role play or
other interaction
5. Technical Requirements
1. Microsoft Lync 2010 – download from meeting invitation.
1. See PSCP Web Cam Lync Setup document for help if needed
2. Web cam – provided by participant
3. Microphone – provided by participant; some web cams have the camera and
microphone together
Last Updated 6/25/2013
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Recommended Completion Dates – Cohort 4
While the Professional Sales Certificate Program is a self-paced program, the ESSPS encourages participants
to work on the program in a steady pace so exercises and role plays are completed prior to Certificate
Completion Day.
Participants who want to advance in the certificate program faster than the release schedule can request
the early release of modules provided they have successfully completed the modules (lecture, exercises,
and/or role plays). A review of catalog access, exercises, and role plays will be done to verify that the
participant is ready to advance.
All lectures, exercises, and role plays must be successfully completed prior to Certificate Completion Day.
Module
Exercise
Buyer Used
Buying Influences
2.1 Engaging the Buying Influences in
Cognitive Thinking
3.1 Identifying and Aligning Social Styles
3.2 Social Style Assessment
4.1 Identifying Your Ideal Account Profile
5.1 Using a Roadmap (Sales Cycle/Funnel) that
Leads to Won Business
5.2 Planning the Sales Call and Designing an
Opening (role play)
7.1 Creating a Compelling Value Proposition
Social Styles
Social Styles
Prioritization
Preparation
Preparation
Information
Gathering
Information
Gathering
Presenting Solutions
Handling Objections
7.2 Gathering Information on Customer Needs
(role play)
8.1 Developing a Solution Based on Customer
Needs
8.2 Presenting a Solution Based on Customer
Needs (role play)
9.1 Handling Selling Signals
Handling Objections
9.2 Handling Objections (role play)
Closing
10.1 Closing the Sale (role play)
Certificate
Completion Day
Live review and feedback in the morning
followed by final role plays in the afternoon
Presenting Solutions
Your buyer
Release
Month
1/July
Recommended
Completion Date
July 31, 2013
In exercise
N/A
Your buyer
Your buyer
1/July
1/July
2/August
2/August
July 31, 2013
July 31, 2013
August 30, 2013
August 30, 2013
Green Supplies provided
Green Supplies provided
Green Supplies provided
Green Supplies provided
Green Supplies provided
Green Supplies provided
Green Supplies provided
Green Supplies provided
Green Supplies provided
2/August
August 30, 2013
3/September
September 30, 2013
3/September
September 30, 2013
3/September
September 30, 2013
3/September
September 30, 2013
4/October
October 31, 2013
4/October
October 31, 2013
4/October
October 31, 2013
November 8, 2013
Questions
Phone: 419-530-6133
Email: edwardschmidtschool@utoledo.edu
Last Updated 6/25/2013
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