Part 1

1. Please watch and evaluate the Sales Video # 3             https://www.youtube.com/watch?v=fEJSwvDIJKQ

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1. 1. Your comments will be graded on your thoroughness and accuracy, not how much you write. So clear concise statements or bullets, I can easily understand are more valuable to you than long explanations.
2. 2. This assignment has been designed in Microsoft Word and Must be Answered in Microsoft Word. It students submit their assignments in a different format or change the layout of the template there will be a     30% deduction in marks. 

 

#	Topic / Issue	What did I learn?	What Else Could have been included or left out? Why would your recommendation help the Seller or Prospect	Graded out of 1 Mark Each
1	Was rapport established between the buyer and seller?
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2	Did the salesperson gainthe buyer's attention?
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3	Did theseller determine thebuyer's needs by asking questions and listening?
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4	What werethe needs uncovered or confirmed?
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5	Were benefits discussed that satisfied the buyer's needs?
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6	Were salestools used?
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7	How didthe salesperson handleobjections?
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8	Was thesalesperson aware of buying signals?
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9	Did the seller attempt to close?
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10	Was a follow up to thisvisit discussed?
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Part 2 

1. Using the Evaluation Template below, please rate all the following from 1 to 10 
2. A Score of 1 is the lowest performance a Score of 10 is the highest performance. 

 

Sales CallStep	Activity	Please provide one rating from 1 to 10 on this section	Why did you provide this rating?	Graded out of 1 Mark Each
Opening	Introduce Self andfirm Put Prospect at ease Transition to business
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Finding Prospects Needs	Use of SPIN or ADAPT System Prospect involvement Discovering needs Establishing the gap Checking for understanding Confirming needs/problems
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Presentation - Demonstration	Product benefits answering confirmed needs Use of sales aids and proof Prospects involvement Confirming value of solution
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Handing Objections	Clarifying Objections Overcoming objections Handling buyers who are not ultimate decision maker
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Handling Customers Understanding	Ongoing confirmation of interest in product and solution
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Closing	Reacted to closing cues Closing at the appropriate time with well executed techniques
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Departure	If unsuccessful, have you left the door open? Handled details for delivery, installation, training etc. Established the relationship for follow-up sales calls
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Professionalism	Wore professional and appropriate clothing Have you represented your selling company well Did you show enthusiasm and belief in your product/service
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Total Out of 10

 

Part	Score out of 10	Weight
Part 1
Part 2
Total