This outstanding business simulation uses gamification software to engage your sales team in a major sales pitch. The experience is immersive and engaging. It helps your team sharpen their skills in pitching for major accounts and also building relationships to ensure repeat business, not just a one time transaction. This is used in International Business Schools. We also have other simulations dealing with change management, leading virtual teams and managing projects across diverse cultures. Contact us on info@dawsonmcdonald.com.au

1. Strategic
Sales
Simulation
Distribution by Persona GLOBAL, Inc. 2015. © Ososim Limited 2014. All Rights Reserved.
Business Simulation Using
Gamification Software

2. Ososim Users – Business Schools
2

3. Four Simulation Programs
3
1. I-Merger Simulation.
Change Management in an M&A context.
2. I-Global simulation.
Working as a Global, Virtual Team to Manage
Change.
3. Strategic Feat Simulation. Strategy Execution.
4. Strategic Sales Simulation.
Strategic Selling in B2B Context.

4. You work in the consulting practice of a
professional services company and have
been given responsibility for a lead into a
potential client in the media industry.
You have 4 weeks to get to know the client
and submit a proposal which meets their
needs.
Your Challenge
The simulation scenario

5. The Goal
• To make the sale in such a way that you establish
a good long-term relationship with the client and
create value for your business.
• The value of your work is not only the immediate
sale (although that is important), but also
• the satisfaction of the client with the work you do
• and keeping your internal stakeholders satisfied.

6. Experience the challenge
Strategic selling
• the complexity of the
client organisation and
their process
• the importance of using
rational and non-rational
factors to influence
individuals
• effective communication
and process
• the variety of proposal
options
Decision making process
• understanding the issues
• making collaborative decisions
• being flexible and adaptive as
you learn
• open to new approaches
• dealing with conflict and
complexity
• communicating within the team

7. Strategic selling skills
• Selling a solution to a big corporate client
• Creating relationships with partner organisations
• Funding your project internally
• Presenting your ideas in a team
In Ososim’s Strategic
Sales simulation you play
the role of the lead
consultant crafting a
proposal to win a new
client contract.

8. Identify & prioritise
the decision makers
Understand their
individual
preferences and
drivers
Define your solution
according to the
client’s needs
Sales strategy & process
Value-creating Sale
Your goal is to achieve a
mutually beneficial long-
term relationship with the
client that creates value
for both the client and
the supplier.

9. You enter Ososim’s
Strategic Sales simulation
through the login screen
which loads the data
specific to your simulation
session and identifies you
as an individual or team
associated with a
particular simulation
event.

10. From the start you are
faced with a wide
variety of options to
choose from and
communication
possibilities in order to
get to know the client
and design your
proposal.

11. Each simulated character
has a personality, goals
and preferences which
impact their perspectives
on the proposed work.

12. Throughout the course of the
simulation, you’ll be
managing communication
and activities, choosing
from a variety of means to
influence the client decision
makers and gain input from
your own team.

13. You can keep track of
what communication
actions you have
undertaken with whom
and watch how the
characters’ opinions
change throughout.

14. You are able to interact
with people through
group or individual
meetings and phone
calls in which you
choose what subjects to
address.

15. Emails are received in
response to information
and questions you send,
but also to provide you
with feedback and data
that might be useful.

16. You can craft your sales
proposal through
conversations with the
client and discuss various
alternatives with them.

17. Each proposal element
has a variety of options
with trade-offs and
implications which could
affect the solution’s
value to the client
and/or supplier.

18. At the proposal
submission deadline,
you will find out if you
have made the sale and
how satisfied both the
client and the supplier
were with the
relationship in the long-
term.

19. At the end of the simulation the
facilitator will provide feedback to
each team on what went well and
what could be improved for further
learning.
Feedback and Debrief

20. Jim
Murphy
Marjorie
Alexander
David
Bryant
Sir Giles
Green
Fran
Piper
Mike
Ingram
Bridget
Jackson
Cynthia
Lagesse
Graham
Portwood
Chris
Cameron
Seb
Carlisle
Al
Farmer
High Importance Medium Importance Low Importance
The Influence Network

21. Testimonials
21
“Ososim never fails to do whatever is needed to ensure that clients receive real
value from their work. The flexibility of both their technology platform and their
approach, meant that, at very short notice, QLC had a customised simulation
which integrated perfectly with their overall program and addressed precisely
their learning objectives.”
Greg Marchi, Managing Director, Duke Corporate Education
“The sophisticated simulations Ososim provided achieved exactly what we were
hoping for – our participants were really engaged by the sessions which were
also paced perfectly. Ososim really listened to our requirements and were also
incredibly flexible and professional in preparing the simulation under quite
challenging logistical conditions.”
Michael Brooke, BNP Paribas Emerging Talent Programme Manager

22. 22
For More Information, Please Contact
Dawson McDonald Consulting
E: info@dawsonmcdonald.com.au
W: dawsonmcdonald.com.au
P: +61 3 9602 4858
Dawson McDonald is a Persona Global Partner
Licensed and Accredited to run
Ososim Business Simulation Programs