Author ORCID Identifier
Cummins - https://orcid.org/0000-0001-7634-4940
Document Type
Article
Publication Date
12-8-2021
Publication Title
Marketing Education Review
Volume
32
Issue
2
First Page
136
Last Page
142
DOI
https://doi.org/10.1080/10528008.2021.2013118
Abstract
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.
Recommended Citation
Cummins, S. (2021). OBJECTION PRACTICE USING A LIVE APPOINTMENT-SETTING CALL WITH PROFESSIONALS. Marketing Education Review, 32(2), 136–142. https://doi.org/10.1080/10528008.2021.2013118
Creative Commons License
This work is licensed under a Creative Commons Attribution-Noncommercial-No Derivative Works 4.0 License.
Comments
This is an Accepted Manuscript of an article published by Taylor & Francis in [ Marketing Education Review ] on [December 8, 2021], available online: https://doi.org/10.1080/10528008.2021.2013118