The Center for Excellence in Sales And Marketing - CESAM



 

 

 

Activity
Description
# of Participants
Sample Activity
Models of Practice

Learners have the chance to practice real skills they will be using in the field

 

Small groups 4-10
Reflection

Learners have the chance to reflect on their learning experiences in an electronic or other journal

 

Individual
Go to Resources>>Learner Resources>>"How to reflect"
Discussion

Learners will collaborate with others to discuss their learning experiences. They will work to help each other in needed areas

 

Small groups 4-10
Sample plan - fill later
Personal Study

Learners have the opportunity to study any topic covered thus far. They are to take and organize notes and keep a list of questions. Anything studied during this time could be used later in a discussion or in an articulation experience

 

Individual
Sample plan- fill later
Articulation Experience

Learners will have to present in lecture format their understanding of certain skills. Evaluation is measured more what they learn as a result of this expereince, rather than what they deliver during the experience

 

Medium group 11-20
Sample plan - fill later
1 - to - 1

Learner will meet with their coaches once a week to discuss their individual progress. At this time, learners will need to be prepared to evaluate their learning and set goals for continued improvement

 

Coach and learner
Sample plan - fill later
Resource Center

In a realistic- business world environment, Learners will be videotaped with unknown, paid volunteers as the learner tries to use their new skills. Learners will be paired up. As one learner works with the volunteer in a role play situation, the 2nd learner is watching via closed circuit TV. The 2nd learner will give the 1st learner feedback on his/her performance. Once the feedback is given, along with feedback from the coach, the 1st learner will repeat the exercise with a different volunteer with a slightly different context

 

Pairs
Sample plan - fill later
Telecenter

Learners will talk on the phone to current, former or future customers of CESAM's sponsors. Learners will have the chance to again practice their skills. The coach will offer feedback as the learners work to build good relationships

 

Individual
Sample plan - fill later
Sales Experience Here learners will have their final preparatory exercise. This time, they will meet with 2-3 representatives from the sponsor companies and do their best to persuade these indivduals to 'buy'. Anything goes in this situation.
Individual
Sample plan - fill later
Introduction | Your Experience | Your Goals | Calendar | Resources | Documentation
contact webmaster Last Updated May 14, 2002
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