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MAR 4400 – Personal Selling Sales Call Score Sheet

Paper instructions

Study the criteria on the Sales Call Score SheetPreview the document most salespeople are evaluated on when they go through sales training. Print a copy of the Sales Call Score Sheet and use it to complete the assignment. Become familiar with the terminology and the expected behaviors. If you don’t understand what they mean, please ASK. Each line item has a letter associated with it. For example, “Introduced him/herself….” is line item “A”.
View the Spring 2015 Sales Tournament Videos (Links to an external site.).
Select one of the videos and watch it, comparing the competitor’s actions to those on the Score Sheet. https://www.youtube.com/playlist?list=PLSMVid88V4L7ElDmg4NIOuo8tjzl_m1Ve

Evaluate the competitor role play by completing the Sales Call Score Sheet and make notes on what the competitor did right and what he/she could have done better. Keep in mind that sales does not always go in a perfect sequence because we are humans. The score sheet is a guide. You may have to jump around to evaluate performance. The maximum score for each line item is on the left side.
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Answer the following questions. State the question and then your answer.

Question #1. State the name of the Competitor. What total score did you give him/her? Describe the overall performance in 2-3 sentences.
Question #2. What line items (behaviors) do you feel that the competitor could improve? Explain why you think this area needs improvement.
Question #3. After watching this role play, describe three (3) things that you learned about a sales call (meeting) that you did not know before. Be specific.
Question #4. Share two (2) questions you have about sales calls and what salespeople do throughout the sales process? Be specific.

Name of SELLER Name of BUYER
   
Possible Points Actual Points Actions and behaviors Used

(11) APPROACH (Effectively gained attention and builds rapport)

 

2   (A)  Introduced him/herself professionally
4   (B)  Established rapport, credibility & trust using relevant small talk – identified commonality
2   (C)  Flexed and adapted to buyer’s social style
2   (D)  Explained purpose, process and benefit (agenda)
1   (E)  Gained agreement to continue with questions – smooth transition

(18) IDENTIFICATION OF NEEDS (Gained clear understanding of the buyer’s situation)

2   (F) Uncovered buyer roles and buying decision process used in the company
2   (G) Gathered and/or confirmed relevant information about prospect and company
6   (H) Effectively and accurately uncovered and/or verified buyer’s needs, problems & challenges
6   (I)  Effectively used SPIN questioning techniques and trial closes
2   (J)  Gained pre-commitment to consider product & continue to presentation – smooth transition

(25) PRODUCT PRESENTATION (Persuasively matched the product’s FABs to the buyer’s needs)

3   (K)  Demonstrated company (seller) and product knowledge (established credibility)
8   (L)  Convincingly connected buyer’s needs to the product’s features & buyer benefits
3   (M) Got customer to participate in a meaningful manner (e.g., reading, touching, talking, trying)
2   (N)  Used appropriate/professional visual aids and tools (testimonials, samples, 3rd party)
3   (O)  Did not interrupt the buyer (listening skills) and took notes when appropriate
3   (P)  Effectively used trial closes to determine acceptance of value presented & buying decision
3   (Q)  Salesperson talked slowly and clearly; presentation had a logical flow

(18) OBJECTION HANLDING (Eliminated concerns or roadblocks)

3   (R)  Effectively used SPIN approach to uncover objections
4   (S)  Obtained clarification of objection
8   (T)  Responded effectively to objection
3   (U)  Confirmed that objection is no longer an issue

(15) GAIN COMMITMENT (Took initiative to understand where seller stands with buyer now and in the future)

5   (V)  Checked agreement after major points (e.g., How does that sound to you?)
5   (W)  Persuasive in presenting a reason to buy
2   (X)  Asked for the business or an appropriate commitment from buyer to move forward
3   (Y)  Quantified benefits (value analysis, profit forecaster, ROI, cost/benefit, etc.)

(13) OVERALL SKILLS

3   (Z)  Effective use of probing and active listening skills (paraphrase, restate, clarification, etc)
2   (AA)  Salesperson was professional (courteous, respectful, enthusiastic, friendly, dress)
3   (BB)  Salesperson used good word choices (no “great”, “awesome”, “guys”, “super”, “yeah”, etc
2   (CC) Good eye contact; appropriate use of hand/facial gestures
3   (DD)  Absence of verbal pauses (e.g., “ah,” “uhms,” “okay”, “you know”)
100    

 

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