Salesperson:
___________________________ Judge #: _______________ Round #: ________
Time Limit: 20
minutes
Base your scoring on
how you feel an experienced salesperson should perform. Score each item on a 0
to 10 scale with 10 being the best possible score and 0 the absence of the
skill or behavior being evaluated. You may use tenths of a point in your
scoring (i.e., 1.3, 5.6, etc.). Our computer-scoring program will do the
averaging and weighting and compute the final score.
5 % APPROACH (Effectively
gains attention and builds rapport)
________ Professional introduction
________ Salesperson gains prospect’s attention
________ Effectively builds rapport
________ Smooth transition into needs identification
25% NEEDS IDENTIFICATION (OBJECTIVE:
Obtain a clear understanding of customer’s situation in order to prepare a
customized presentation)
________ Uncovered decision process (decision criteria, people involved in decision process)
________ Effectively determined relevant facts about company and/or buyer
________ Effectively uncovered needs of the buyer (discovered current problems, goals, etc.)
________ Asked effective questions that brought to the buyers' attention what happens to company or the buyer when problems continue (helped convert implied needs to explicit needs).
________ Gain pre-commitment to consider the product/service and smooth transition to presentation)
25% PRODUCT/SERVICE
PRESENTATION (OBJECTIVE: Persuasively match your product’s benefits to meet
needs of the buyer)
________ Presented benefits-based upon needs of buyer instead of only features of the product/service.
________ Logical, convincing presentation (display a strategy to communicate and persuade; Clearly understands needs "hot buttons" of prospect and concentrates on those needs)
________ Used appropriate/professional visual aids
________ Effectively demonstrated product
________ Effectively involves the buyer in the demonstration
________ Effective use of trial closes (follow-up questions to determine where buyer is in decision process)
15% OVERCOMING
OBJECTIONS (OBJECTIVE: Eliminate concerns or questions to customer’s
satisfaction)
________ Initially gains better understanding of objection (clarifies or allows buyer to clarify the objection).
________ Effectively answers the objection
________ Confirms that the objection is no longer a concern of the buyer
10% CLOSE
(OBJECTIVE: Take initiative to understand where you stand with buyer now
and for the future)
________ Persuasive in presenting a reason to buy
________ Asked for business or appropriate commitment from the buyer, given the nature of this particular sales call.
15% COMMUNICATION SKILLS
________ Effective verbal communication skills (active listening; restated, rephrased, clarified, probed for better understanding, etc..)
________ Appropriate non-verbal communication
________ Verbiage (clear, concise, professional)
5% OVERALL
________ Salesperson enthusiasm and confidence
________ Product knowledge
Comments:
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