Define the scenario
You set the situation, the customer profile, the objective and the evaluation criteria. A scenario can be a cold call to a sceptical operations director, a billing complaint from a customer on their third contact, or a renewal with an account that has gone quiet.
- Customer persona: role, sector, priorities, temperament
- Context: product, policy, systems and constraints in play
- Objective: what a good outcome looks like for this conversation
- Rubric: the competencies this scenario is meant to measure
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