Workshop Agendas for Day 1 and Day 2

Students will meet for a total of 10 to 12 hours over two sessions, one held on a weeknight and the other held a week later for a full Friday. The workshop would engage industry leaders as guest speakers and would be designed around principles of active learning, including extensive interactions between students and early or mid-career alumni working in a range of industries and positions.

Industry representatives would be invited to attend the workshop to hear guest speakers, network with the students and if desired serve as evaluators for the role plays. All panel sessions moderated by Professor Noah Lim.

  • Session 1 (November 1 – 5:00 p.m. – 9:00 p.m.)
    • Introductory Panel of industry guest speakers, moderated by Professor Noah Lim (5:00 – 6:00 pm).
    • Active learning session: students participate in exercise on prospecting and first call to potential customers (6:15 – 7:15 pm). Pizza served.
    • Active learning session: Role play of first sales meeting. Students break out in groups with industry representatives (early and mid-career alumni) to serve as coaches and provide real-time feedback. (7:30 – 8:30 pm).
    • Wrap-up by panel (8:35 – 9:00 pm).
  • Session 2 (November 10 – 9:00 a.m. – 3:00 p.m.)
    • Keynote speech such as Dan Sobic or his contacts (9:00 – 10:00 am).
    • Active learning session: Role play presentation of product or service. Students break out in groups with industry representatives (early and mid-career alumni) to serve as coaches and provide real-time feedback (10:15 – 11:15 am).
    • Active learning session: Role play responding to customer objections and closing in on the sales contract (including negotiation and upselling). Students break out in groups with industry representatives (early and mid-career alumni) to serve as coaches and provide real-time feedback (11:15 am – 12:15 pm).
    • Lunch (12:30 – 1:30 pm).
    • Panel evaluation/assessment and feedback on videotaped role plays (1:30 – 2:30 pm).
    • Wrap-up by panel (2:30 – 3:00 pm).

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