GAME #6: Learn by Doing
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Game Categories:
Opener Energizer Communication
Team-building Review Topical: Sales
❖ Purpose: To help sales trainees more readily absorb product informa- tion, ultimately producing material that can be used in new sales trainee orientation, as review material, or as job aids.
❖ Time Required: 10 to 15 minutes.
❖ Size of Group: Unlimited, but participants should work in small groups.
❖ Materials Required: None.
❖ The Exercise in Action: Product knowledge information can be readily adapted to a “learn by doing” exercise. For instance, Martha Krzic, a training specialist in telemarketing with Xerox Canada, taps the experi- ence of her sales training groups by asking them to brainstorm and list features and benefits of the products they sell, offer proof of those features and benefits, and put the items in descending order of importance. After several groups have done this, she compiles the information and uses it as a product resource manual for all new representatives in the organization. With new products continually being introduced, there is always a group working on a new “chapter.” The exercise acts as a review for the groups, and their experience benefits the organization as it is passed on to others. Similarly, Paula Peck, training officer at Union Safe Deposit Bank, uses small groups of four or fewer participants to create “features and benefits” charts for bank products. The charts include product names, features, benefits, target group, who handles the product, and any restric- tions and/or requirements. Each group completes at least four charts and presents them to the entire training session. The entire group then dis- cusses each chart. The charts can later be reduced or retyped on standard- sized paper and used as job aids when participants return to work.
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