Abstract
The purpose of this work is to discuss how to develop, refine, and improve team-based role-playing competitions that could be used as a pedagogical tool in undergraduate selling courses. Specifically, we explore and test three factors—external competition rewards, student role-play and feedback involvement, and utilizing cases written by industry professional—that increase competiveness among undergraduate students, and consequently how those factors influence role-play performance and post-graduation job placement. Since there is an increasing demand for sales professionals across multiple industries and there is a trend toward more marketing students starting careers in jobs focused on sales, we explore how to improve upon known best practices in sales education. Bringing realism to the classroom required implementing techniques learned at intercollegiate sales competition and from sales professionals in the field.
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