Mary Tyler sells for The
Overhead Door Company. She has sold garage doors to contractors and individual
home owners for two years. When Tyler first began selling, she used to
introduce herself as the name of her company. Next, she made a brief opening remark
and then moved quickly into her presentation. Although this resulted in selling
many garage doors, Tyler thought that there must be a better method.

Role Play

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Characters: Mary Tyler,
sales representative; customer

Scene 1: a
Location—Tyler is on the phone calling a new prospect. Action—Tyler introduces
herself . Role play Tyler’s introduction and try different approach techniques.


After completing the
role play, address the following questions:

1. Do you think some
openings are more effective than others?

2. Which ones do you
find effective?

3. Which approach
techniques do you find difficult to use? Why?


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