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Thursday, February 23, 2006
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Ohio University professors' book prepares students for 'Reality Sales'

ATHENS, Ohio (Feb. 23, 2006) -- Gaining real-world experience is a necessity for college students before entering the workforce, especially in sales. Internships provide experience learned during the summer, but for the other nine months of the year, a more creative approach is needed.

Ohio University Associate Marketing Professor Jane Sojka and O'Bleness Professor of Marketing Dawn Deeter-Schmelz, combined their personal sales experiences with those of other sales professionals to author "Reality Sales: Role Plays for the Real World" (Atomic Dog Publishing, $12.95), a case book full of real-world experiences.

Sojka and Deeter-Schmelz arranged 21 cases that address issues often encountered in the workplace, such as sexual harassment, interoffice dating, dealing with difficult customers and shipping problems. Readers are drawn into each case with a short narrative of the situation, but they are left on the edge of their seats wondering what to do next. This is where the role playing comes in. Students must analyze each case and decide what the salesperson should do.

There are many solutions and the reactions are varied, allowing students to engage in lively discussions about how they, as future salespeople, would handle the situation. The ultimate goal is for students to be prepared for similar problems.

Deeter-Schmelz is the director of research for The Sales Centre at Ohio University and has 10 years of sales and buying experience. Sojka is a marketing consultant to businesses around the country. "Reality Sales" has been used at Ohio University and has received positive reviews from students and other professors.

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Media Contact: College of Business Director of External Relations Jack Barr, (740) 597-1434 or barrj@ohio.edu

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