Question
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
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
| 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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Elementary Statistics
Authors: Robert R. Johnson, Patricia J. Kuby
11th Edition
978-053873350, 9781133169321, 538733500, 1133169325, 978-0538733502
