Abstract
ABSTRACT We introduce the surreal play experience (SPE) as an effective pedagogical method of experiential learning for teaching professional sales. Using a customer’s needs assessment as a skill to develop, we describe the method, procedure, and materials needed to implement a surreal play session. We designed three experimental conditions to analyze whether SPE has a real impact on students’ sales skills adoption regardless of the number of participants in the interaction (SPE small versus SPE large versus role plays). Findings from our quantitative analysis show that surreal play experience has a positive impact on students’ interpersonal skills, salesmanship skills, knowledge, and attitude toward sales. Finally, we discuss the challenges that we faced during the SPE implementation.
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