Word: roleplaying
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Dates: during 1960-1969
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...trickier in other courses. More than 55 companies have each paid a minimum $6,300 to send more than 10,000 salesmen through the 25-hour "professional selling skills" course. In small groups of six or so, the pitchmen analyze realistic, tape-recorded selling situations, then break off for "roleplay" sessions with "pretend" customers. The students soon overcome what Xerox's Ted Lee says is the salesmen's major hangup: "Most salesmen hate to ask for a final sales commitment because they are afraid of getting turned down...