Self-Evaluation and Critique STEP 1: ($20) Fill out the Sales Call Score Sheet on the next...
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Self-Evaluation and Critique STEP 1: ($20) Fill out the Sales Call Score Sheet on the next page in its entirety. Really analyze each item. Add up your score at the end. Failure to add up your points will affect your grade! BE HARD ON YOURSELF. STEP 2: ($35) Discuss/explain five (5) recommendations for improving your sales skills. Be hard on yourself. Use the terms and concepts we've learned so far throughout the semester. Show me what you have learned. Basically, if you had to do the sales call over again, what could you do differently, how, and why? Be specific. Refer to item # on the score sheet (A through W). You can't use X, Y, or Z. ($7 each) TYPE HERE Number your answers. STEP 3: ($15) Compare and contrast your first practice role-play recording to this one. In the shaded space below, discuss three (3) areas where you consider that you dramatically improved in your sales skills. Focus on those areas where there is a visible difference between the first recording and this one. Be specific. ($5 each) TYPE HERE Number your answers. STEP 4: ($15) Discuss three (3) new sales skills that you take away from this assignment and class. For each new sales skill, explain how you will use it in your studies and future career plans. Do not repeat things from Steps 2 and 3. Incorporate the material from the course into your answer so I can see what you have learned! ($5 each) TYPE HERE - Number your answers. STEP 5: ($15) Discuss the coaching experience. How did it help you prepare? What went right? What went wrong? Then discuss three (3) areas of improvement for your Coach's performance. What could your Coach have done differently? ($5 each). The coach is your professor and other students with whom you practiced during the semester. TYPE HERE - Number your answers. 24 + (10 pts total) APPROACH (Objective: To effectively gain attention and connect personally) (2) A. Introduced him/herself professionally (hand shake, name, smile, etc.) (2) B. Established rapport, credibility & trust using relevant small talk-CONNECTED with buyer (2) C. Adapted to buyer's communication style (2) D. Explained the purpose, steps and benefits of the meeting (agenda) (2) E. Transitioned effectively and smoothly to needs discovery NEEDS DISCOVERY (Objective: To gain a clear understanding of the buyer's situation) 2 1 2 1 1 (25 pts total) 7 17 (30 pts total) PRODUCT SOLUTION (Objective: To provide buyer with basic information about company/product) 3 (5) F. Uncovered who is making the buying decision and what the buying decision process is 2 (5) G. Asked good questions and probed to get the buyer to open up (SPIN and 'double-clicking') 4 (5) H. Accurately uncovered and/or verified buyer's needs, problems & challenges 3 _(5) K. Conveyed clear understanding of company and product/service (established credibility) 5 _(5) L. Convincingly connected buyer's needs to the product's features & buyer benefits 5_(5) M. Got customer involved in demonstrating the product (e.g., reading, touching, talking, trying) 5 (5) N. Used appropriate/professional visual aids and tools (testimonials, samples, 3rd party, demo) 2 (5) O. Presented product pricing and compared costs to the value (benefits) for the buyer 4_(5) P. Effectively used trial close questions to confirm acceptance of value presented & buying decision (15 pts) OBJECTION HANDLING (Objective: To clarify objections and effectively eliminate roadblocks to moving forward) 10 4 (5) 1. Used active listening (paraphrasing, restating, clarifying, etc.) to establish a dialogue & confirmed understanding 4 (5) J. Transitioned effectively and smoothly to a solution and presentation 3_(5) Q. Effectively listened to objection, acknowledged it, and probed to clarify the objection before moving forward 3_(5) R. Responded effectively to the objection; method of response was relevant to the issue 4 (5) S. Confirmed that the objection was no longer an issue and transitioned effectively to gaining commitment (15 pts) GAIN COMMITMENT (Objective: To understand where buyer stands now/ in the future and identify next steps) 11 74 3 (5) T. Identified where the buyer stands in decision and recognized the buyer's closing cues 3 (5) U. Asked for the commitment from the buyer to buy 5 (5) V. Outlined the next steps/action (next appointment, follow-up, etc.) (5 pts) COMMUNICATION & GENERAL SKILLS (Objective: To behave and communicate as a business person) 1 _(1) W. Demonstrated effective & professional communications (active listening, looking to understand, clear responses) 1 (1) X. Displayed good non-verbal communications (eye contact, appropriate use of hand/facial gestures) 1_(1) Y. Was courteous, respectful, enthusiastic (smiled), friendly, and professional image - natural 1 (1) Z. Conveyed confidence in oneself - Was prepared and knew product/company well 1 (1) AA. Effectively managed the meeting (logical and smooth flow and within the appropriate timeframe) TOTAL POINTS (Max. 100 pts) Self-Evaluation and Critique STEP 1: ($20) Fill out the Sales Call Score Sheet on the next page in its entirety. Really analyze each item. Add up your score at the end. Failure to add up your points will affect your grade! BE HARD ON YOURSELF. STEP 2: ($35) Discuss/explain five (5) recommendations for improving your sales skills. Be hard on yourself. Use the terms and concepts we've learned so far throughout the semester. Show me what you have learned. Basically, if you had to do the sales call over again, what could you do differently, how, and why? Be specific. Refer to item # on the score sheet (A through W). You can't use X, Y, or Z. ($7 each) TYPE HERE Number your answers. STEP 3: ($15) Compare and contrast your first practice role-play recording to this one. In the shaded space below, discuss three (3) areas where you consider that you dramatically improved in your sales skills. Focus on those areas where there is a visible difference between the first recording and this one. Be specific. ($5 each) TYPE HERE Number your answers. STEP 4: ($15) Discuss three (3) new sales skills that you take away from this assignment and class. For each new sales skill, explain how you will use it in your studies and future career plans. Do not repeat things from Steps 2 and 3. Incorporate the material from the course into your answer so I can see what you have learned! ($5 each) TYPE HERE - Number your answers. STEP 5: ($15) Discuss the coaching experience. How did it help you prepare? What went right? What went wrong? Then discuss three (3) areas of improvement for your Coach's performance. What could your Coach have done differently? ($5 each). The coach is your professor and other students with whom you practiced during the semester. TYPE HERE - Number your answers. 24 + (10 pts total) APPROACH (Objective: To effectively gain attention and connect personally) (2) A. Introduced him/herself professionally (hand shake, name, smile, etc.) (2) B. Established rapport, credibility & trust using relevant small talk-CONNECTED with buyer (2) C. Adapted to buyer's communication style (2) D. Explained the purpose, steps and benefits of the meeting (agenda) (2) E. Transitioned effectively and smoothly to needs discovery NEEDS DISCOVERY (Objective: To gain a clear understanding of the buyer's situation) 2 1 2 1 1 (25 pts total) 7 17 (30 pts total) PRODUCT SOLUTION (Objective: To provide buyer with basic information about company/product) 3 (5) F. Uncovered who is making the buying decision and what the buying decision process is 2 (5) G. Asked good questions and probed to get the buyer to open up (SPIN and 'double-clicking') 4 (5) H. Accurately uncovered and/or verified buyer's needs, problems & challenges 3 _(5) K. Conveyed clear understanding of company and product/service (established credibility) 5 _(5) L. Convincingly connected buyer's needs to the product's features & buyer benefits 5_(5) M. Got customer involved in demonstrating the product (e.g., reading, touching, talking, trying) 5 (5) N. Used appropriate/professional visual aids and tools (testimonials, samples, 3rd party, demo) 2 (5) O. Presented product pricing and compared costs to the value (benefits) for the buyer 4_(5) P. Effectively used trial close questions to confirm acceptance of value presented & buying decision (15 pts) OBJECTION HANDLING (Objective: To clarify objections and effectively eliminate roadblocks to moving forward) 10 4 (5) 1. Used active listening (paraphrasing, restating, clarifying, etc.) to establish a dialogue & confirmed understanding 4 (5) J. Transitioned effectively and smoothly to a solution and presentation 3_(5) Q. Effectively listened to objection, acknowledged it, and probed to clarify the objection before moving forward 3_(5) R. Responded effectively to the objection; method of response was relevant to the issue 4 (5) S. Confirmed that the objection was no longer an issue and transitioned effectively to gaining commitment (15 pts) GAIN COMMITMENT (Objective: To understand where buyer stands now/ in the future and identify next steps) 11 74 3 (5) T. Identified where the buyer stands in decision and recognized the buyer's closing cues 3 (5) U. Asked for the commitment from the buyer to buy 5 (5) V. Outlined the next steps/action (next appointment, follow-up, etc.) (5 pts) COMMUNICATION & GENERAL SKILLS (Objective: To behave and communicate as a business person) 1 _(1) W. Demonstrated effective & professional communications (active listening, looking to understand, clear responses) 1 (1) X. Displayed good non-verbal communications (eye contact, appropriate use of hand/facial gestures) 1_(1) Y. Was courteous, respectful, enthusiastic (smiled), friendly, and professional image - natural 1 (1) Z. Conveyed confidence in oneself - Was prepared and knew product/company well 1 (1) AA. Effectively managed the meeting (logical and smooth flow and within the appropriate timeframe) TOTAL POINTS (Max. 100 pts)
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Related Book For
Income Tax Fundamentals 2013
ISBN: 9781285586618
31st Edition
Authors: Gerald E. Whittenburg, Martha Altus Buller, Steven L Gill
Posted Date:
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