Intercollegiate role-play: Creating a sense of reality and uncertainty in the sales classroom

Abstract

Purpose: The authors propose a role-playing exercise where students from different universities engage using videoconferencing technology. This type of role-playing exposes students to an increased level of uncertainty, similar to what they may encounter in their early professional lives. Doing so enhances the development of skills that are in demand in the modern job market, without requiring significant additional resources in the classroom, while reducing instructor time in conducting the exercises.Method Design and Sample: Sales classes from two universities matched students for two different role-play scenario assignments. The students recorded the role-play in real time, using videoconferencing technology, and submitted their recording, along with self-and peer-evaluations as the deliverables in the assignments.Results: Students reported increased confidence and improved communication skills, along with a perception of better career preparedness. While they struggled with using the videoconferencing technology platform and had reservations about working with a student they did not know, they perceived the outcomes as positive. Instructors observed student improvement in these and other areas.