Criteria	Level 4	Level 3	Level 2	Level 1	Criterion Score
Selling Company	3 points Named the company	2 points	1 point	0 points Did not name company	Score of Selling Company, / 3
Product Sold	3 points Introduced the product	2 points	1 point	0 points No product mentioned	Score of Product Sold, / 3
Buying Company	3 points Named the company	2 points	1 point	0 points Did not name company	Score of Buying Company, / 3
Prospect Information	3 points Introduced the prospect	2 points	1 point	0 points No prospect mentioned	Score of Prospect Information, / 3
Type of buyer	3 points B2C or B2B	2 points	1 point	0 points Not addressed	Score of Type of buyer, / 3
Type of buying situation	3 points Identified	2 points	1 point	0 points Not addressed	Score of Type of buying situation, / 3
Steps in Buying Process	3 points Identified	2 points	1 point	0 points Not addressed	Score of Steps in Buying Process, / 3
List of Questions	3 points Over 5 questions asked	2 points 2 - 4 questions	1 point One question	0 points Not addressed	Score of List of Questions, / 3
Needs of Buyers	3 points Over 5 buyer needs	2 points 2 - 4 needs	1 point One need	0 points Not addressed	Score of Needs of Buyers, / 3
Buyer Influences	3 points Over 3 infuences	2 points 2 influences	1 point 1 influence	0 points Not addressed	Score of Buyer Influences, / 3
Buying Motives	3 points Identified	2 points	1 point	0 points Not addressed	Score of Buying Motives, / 3
Features/Benefits List	3 points Over 5 features/benefits that are connected	2 points 2 - 4 features/ benefits or features are not connected to benefits	1 point One feature/benefit	0 points Not addressed	Score of Features/Benefits List, / 3
Generic vs Specific Benefits	3 points Over 4 of each presented	2 points 2 - 3 of each or not stating if these are generic or specific benefits	1 point One of each	0 points Not addressed	Score of Generic vs Specific Benefits, / 3
Value-Added Product-Selling Model (VAPS) Presented	3 points Presented from model	2 points	1 point	0 points Not addressed	Score of Value-Added Product-Selling Model (VAPS) Presented, / 3
Value-Added Product-Selling Model (VAPS) Explained	3 points Explained	2 points	1 point	0 points Not addressed	Score of Value-Added Product-Selling Model (VAPS) Explained, / 3
Positioning	3 points Identified and explained	2 points	1 point	0 points Not addressed	Score of Positioning, / 3
Submitted on Time	3 points Yes	0 points	0 points	0 points No	Score of Submitted on Time, / 3

Total

Score of STR2,

/ 51

Overall Score

Level 4

40 points minimum

Level 3

30 points minimum

Level 2

20 points minimum

Level 1

10 points minimum

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