Page 168 - Communication in Organizations Basic Skills and Conversation Models

Appendix A 157

Chapter 11 The sales interview

Exercise 11.1 Sales interviews
• Make a list within the group of personal items or services that fellow students would
like to sell. Think about items such as PCs, video recorders, cameras, bikes, CD
players, sporting goods, car pooling, summaries, software, etc.
• Make a list within the group of the interest there is for buying secondhand/used
products or services.
• Arrange for sales interviews between the actual sellers and potential clients.
• Divide the group into subgroups of three: sellers, potential clients and observers.
• Stage the interviews according to the theory of Chapter 11.
• Observers should evaluate the interviews according to the guidelines of Appendix B on
role play (pp. 186–191).

Exercise 11.2 More sales interviews
• Divide the group into two subgroups (A and B).
• Group A consists of students who have started their own little company that provides
services to small companies (for example, the service of automation). Think about
what kind of company it is, what type of service it offers and what could be done to
make it interesting for potential clients specifically to buy this product or service.
• Group B consists of persons who either have their own companies or who are in a
partnership. Think of a company yourself. Think of the type of product you might
need, for example, certain automation programmes.
• Group A receives information about the goals of the company of Group B.
• Group A composes a plan about the product or service to be sold.
• Each participant in Group A visits one of the little companies in Group B and has an
interview with the intent to sell.
• Observers should evaluate the interviews according to the guidelines of Appendix B on
role play (pp. 186–191).

Chapter 12 Decision making

Exercise 12.1 Solving a problem
Choose with the entire group a problem for which you have to find a strategy to solve.
For example:

• How do you improve the study behaviour of students of this school?
• How can you be a professional athlete and still graduate in four years?
• How can you find a room/house within 14 days?
• How can you get a lot of money within a month?