Personal Assessment:


Efficiency with Clients

20-100 Participants

4-7 Hours

Benefits of the game:

• It forms a situational basis for the client for discussing efficient & inefficient actions in the market

• It allows to train direct sales skills, negotiation skills & figuring out client’s needs skills

About the game

This game is a business simulator which allows to model a situation close to a real sales processes of the client company (but we believe that sometimes it is better to take another sales area, not to repeat the real situation).

The game has two rounds, during these rounds players’ activities fully repeat. Players are divided into two equal parts, the first one represent company employees, another part is their potential clients. During the second round they swap places. At the same time format and rules of the game remain the same, but the tasks for the players change completely in order to avoid repetitions.

Tasks for the Players:

1. For players who represent company employees – team victory (is measured by the amount of game money earned and how famous the company is / reputation among clients, satisfaction of the clients company from acquiring its services)


2. For players who represent clients – abidance of their own role interests the same way as a person abides his/her interests being company client in real life. The contest goes between 5-8 teams within one round.

There are 5 players in each team. Players choose a director and assign other functional roles: marketing specialist and 3 managers.

Each employee type has its own functional responsibilities. Here goes brief description:

Director performs general management of the company, sets assortment, price, advertising and marketing policy, directs and motivates the personnel. He can carry out personal sales.

Marketing specialist researches the market, communicates with the clients and finds out their needs within the tasks given by the director.

Managers effect sales within the tasks given by the director.

The Process of the Assessment

There are 12 client companies per round. Each game company has:

1. Some amount of game money (not equal).

2. Each employee of the client company has a card with his personal peculiarities. Taking into account these peculiarities other players can sell him one or another service. The sale is confirmed by the physical transfer of the game money to the company representative. The company gives a card with the picture of service in exchange for money.

3. Cards with “nice facts”. These are facts about other clients. Clients can give away this card even without purchasing the service. These facts are given to the company representative if there is a good feeling towards his being client-focused, determination to positive and personal relationships with a particular client, i.e. on the basis of persona; factors in sales. Within the game these facts can be more valuable than the sale (client is poor but has information about rich client).

The team-winners are determined by the sum of three characteristics:

1. Place in the teams rating based on the amount of earned money (what the team has in the end of the round).

2. Place in the teams rating based on the fame level (number of  references in the column “Company which you remember the most” in the client’s questionnaire).

3. Place in the teams rating based on the level of satisfaction by the service quality (average mark on the ten-point scale).

The team with the highest average place is the winner.