ERIC Number: EJ1353867
Record Type: Journal
Publication Date: 2022
Pages: 7
Abstractor: As Provided
ISBN: N/A
ISSN: ISSN-1052-8008
EISSN: EISSN-2153-9987
Objection Practice Using a Live Appointment-Setting Call with Professionals
Marketing Education Review, v32 n2 p136-142 2022
Getting students comfortable with responding to customer objections is a challenge. This assignment introduces students to objection response using a live role-play conducted with professionals over the phone. The project typically takes 3 weeks to complete and is an excellent way to deliver value to professional partners or involve alumni in a time-efficient and location neutral manner. The project works equally well in-person or online. Results show that students participating in the live role-play call have higher actual and perceived learning regarding objection response techniques. Additionally, students who participate are more likely to receive a job or internship offer due to the networking embedded in the activity.
Descriptors: College Students, Assignments, Role Playing, Resistance (Psychology), Consumer Education, Scheduling, Telecommunications, Salesmanship, Interpersonal Communication, Responses, Consumer Economics
Routledge. Available from: Taylor & Francis, Ltd. 530 Walnut Street Suite 850, Philadelphia, PA 19106. Tel: 800-354-1420; Tel: 215-625-8900; Fax: 215-207-0050; Web site: http://www.tandf.co.uk/journals
Publication Type: Journal Articles; Reports - Descriptive; Tests/Questionnaires
Education Level: Higher Education; Postsecondary Education
Audience: N/A
Language: English
Sponsor: N/A
Authoring Institution: N/A
Grant or Contract Numbers: N/A