STEP 1: Fill out the Sales Call Score Sheet on the next page,in its entirety. Really analyze each item. Add up your score at the end. Failure to add up your points will affect your grade!
STEP 2:Discuss/explainfive (5) recommendations for improvementfor yourself as the Seller, in the shadedspace belowbefore STEP 3. As you type, the space will expand.Be hard on yourself. Use the terms and concepts we’ve learned so far throughout the semester. Show me what you have learned. Basically, if you had to do the sales call over again, what should you do differently and why? Be specific. Refer to the item # on the score sheet (for example: A, AA).Go beyond simple things like word filler and facial expressions. ($6each).
STEP 3:What did you get out of watching this role play exercise? What did you learn from this experience? In the shaded space below, explainfive (5) new skills or experiences that you take away from this assignment. For each new skill/experience, describe how you will use it going forward ($3 each).As you type, the space will expand.Do not repeat things from Step 2. These are two different questions.
Part 1.Evaluation Form for Yourself as a Seller
APPROACH (Effectively gains attention and builds rapport)
2 (A) Introduced him/herself professionally
8 (B) Established rapport using relevant small talk – identified commonality
2 (C) Flexed and adapted to buyer’s social style
2 (D) Explained purpose, process and benefit (agenda)
2 (E) Gained agreement to continue with questions – smooth transition
IDENTIFICATION OF NEEDS (Gains clear understanding of the prospect’s situation)
2 (F) Uncovered buyer roles and buying process used in the company
6 (G) Gathered relevant information about prospect and company
4 (H) Effectively uncovered buyer’s needs
4 (I)Effectively used questioning techniques and trial closes
2 (J) Gained agreement to continue with presentation – smooth transition
PRESENTATION (Persuasively matches the product’s FABs to the buyer’s needs)
8 (K) Use benefits-needs instead of just features (e.g., what’s in it for the buyer)
2 (L) Absence of verbal pauses (e.g., “ah,” “uhms,” “okay”) and professional word choices
2 (M)Good eye contact
2 (N) Appropriate use of gestures
2 (O) Got customer to participate in a meaningful manner (e.g., reading, touching, trying)
4 (P) Used appropriate/professional visual aids
2 (Q) Did not interrupt the buyer (listening skills) and took notes when appropriate
4 (R) Effectively used trial closes
2 (S) Salesperson talked slowly and clearly; presentation had a logical flow
2 (T) Good choice of words (e.g., absence of “and stuff like that,” “no problem!”)
OBJECTION HANLDING (Eliminates concerns or roadblocks)
2 (U) Obtained clarification of objection
7 (V) Responded effectively to objection
3 (W) Confirmed that objection is no longer an issue
CLOSING (Take initiative to understand where you stand with buyer now and in the future)
5 (X) Checked agreement after major points (e.g., How does that sound to you?)
5 (Y) Persuasive in presenting a reason to buy
2 (Z) Asked for the business or an appropriate commitment from buyer
2 (AA) Quantified benefits (value analysis, profit forecaster, etc.)
OVERALL
2 (BB) Effective use of probing throughout the presentation
3 (CC) Salesperson demonstrated professionalism (courteous, respectful, friendly, dress)
2 (DD)Salesperson demonstrated enthusiasm and confidence (smiled)
3 (EE) Salesperson displayed company and product knowledge (credibility)
100 TOTAL
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