Consultative Sales Training Tutorial
Source: Class Project: EME6415 Development of Computer Courseware (Summer, 2020)
Skills demonstrated:
- Apply learning theory and systems thinking to design practice.
- Design interventions to address learning and performance.
- Apply interaction design principles.
- Design assessments to measure learning and performance.
Description: This interactive training prototype engages users on a single aspect of Consultative Selling: Questioning strategies. It applies principles of interaction design to create an authentic learning experience that allows learners to engage in a simulated sales call, interact with characters, choose between multiple paths and outcomes, and get personalized feedback on performance.
Examples:
Example 1: Providing Guidance
Learners observe a simulated sales call (with audio dialog) then answer quiz questions to determine if open-ended questions were used effectively.
Example 2: Practice with Feedback
Learners practice leading a simulated sales call where they choose between weak and strong questioning strategies, and receive automatic, personalized feedback.
Tim Ries 