Simulation Gaming for Sales Management Training

Compared with other methods of instruction, whether in management training programmes or in university courses, simulation gaming is relatively new. Readings, lectures, cases, role playing and other instructional techniques were in use long before the appearance of business games. Though recent in comparative terms, however, simulation games have been in existence for nearly 40 years. Examines the use of simulation games for sales management training, describes a newly developed sales management simulation and illustrates its use in a sales‐training programme.