In addition, each student is required to do an individual sales “pitch” in my office using a different product from the team assignment. The purpose of this assignment is to demonstrate that you have a solid grasp of personal selling concepts (i.e. SPIN, ADAPT, SPES handling questions and overcoming objections, use of various types of questions (open-end, probing etc.) use of sales aids where appropriate, use of check-back questions etc.) and can apply them in a sales call.

Grading Rubric

Each item will be scored on a 0 to 10 scale with 10 as the best possible score and 0 the absence of the skill or behavior being evaluated.
APPROACH (Effectively gains attention, sets agenda, and builds rapport)
______ Professional introduction

______ Salesperson gains prospect’s attention (purpose of call, “sell yourself, org;” reason to continue call)
______ Effectively builds rapport
______ Smooth transition into needs identification

NEEDS IDENTIFICATION (OBJECTIVE: Obtain a clear understanding of customer’ssituation in order to prepare a customized presentation) (Use of SPIN and ADAPT, SPES)______ 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 companyor 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)
______ Brief statement/presentation to gain attention and confidence to assure prospect of ability to meet needs
OVERCOMING OBJECTIONS (OBJECTIVE: Eliminate concerns or questions to customer’ssatisfaction)
______ 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
CLOSE (OBJECTIVE: Take initiative to understand where you stand with buyer now and for the future)
______ Persuasive in presenting a reason to buy or commit to another appointment
______ Presented a value-based reason for the next appointment, given the nature of this particular sales call
COMMUNICATION SKILLS
______ Effective verbal communication skills
______ Appropriate non-verbal communication (gestures, posture, dress).
______ Verbiage (clear, concise, professional)
______ Use of Sales Aids