EchoPort Sales Representative Simulation

Simulation Overview

You will play the role of sales representative at a San Jose based company called EchoPort selling their first-generation hand-carried ultrasound (HCU).

The Story

During the simulation, you play the role of Taylor Richardson, a newly hired sales representative working for EchoPort in the district sales office in San Jose, California. You are responsible for selling EchoPort’s first-generation hand-carried ultrasound (HCU).

Over the course of the simulation, you receive leads and allocate their efforts across different selling activities in an attempt to convert these leads into sales. You receive account leads at the beginning of each quarter, which are a mixture of outbound and inbound leads. You then need to qualify these leads (i.e., discover whether there was a real need and budget for the product), and then go through a process of presenting to the account, demonstrating the product, and closing the deal. The sales representatives will also be responsible for delivering forecasts to sales management.

Contact Forio for academic rates.

Learning Focus

• Creation and management of a sales pipeline
• Develop and manage the selling efforts of business-to-business and business-to-consumer capital goods and services
• Develop a better understanding of the sales function from the foundational decisions around go-to-market strategies through execution and implementation

Topics Covered

• Time management, when to invest more time and when to cut losses
• Sales forecasting
• Business-to-Business and Business-to-Consumer selling models
• Typical sales cycle stages

Each simulation comes with a Teaching Guidebook for the facilitator along with 1:1 facilitator training and free trials.

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This simulation is by James Lattin and Stanford University