Individual sales video project grading matrix




Yüklə 17.12 Kb.
tarix20.04.2016
ölçüsü17.12 Kb.
MARKETING 362

INDIVIDUAL SALES VIDEO PROJECT


GRADING MATRIX

SECTION #: _________
STUDENT NAME: _________________________________________________
STUDENT ID#: _________________________________________________



Item

Description

Value

Score

PROFESSIONALISM

Video Quality, approach, lighting, sound, and overall look and feel.

5







Personal Professional Dress & Hygiene.

5




RAPPORT

Establishes rapport

5




SALES CYCLE

Demonstrates all steps of the sales cycle.

15




LISTENING SKILLS

Demonstrates superb listening skills, engages in active listening, good eye contact, questions fit what is heard, customer is encouraged to explain.

15




QUESTIONING SKILLS

Appropriate use of open and close ended questions.

10




HANDLING OBJECTIONS

Demonstrated ability to handle objections with appropriate questioning and/or side-step techniques.

10




CLOSING SKILLS

Tests for close, closes when appropriate to do so (appropriate signals are observed).

5




VALUE-ADDED SELLING & VALUE-ADD INTEGRITY

Was the value-add strategy clear and did it provide a solid differential?
Able to maintain strategy throughout sales process

5




PRICING METHODOLOGY

Was the pricing methodology maintainable?

5




CONFIDENCE

Salesperson appears confident, knowledgeable, focused, and sincere.

10




DIFFICULTY

Did the video appear natural (vs. staged)?
Was the salesperson able to handle the customer well?
Was the customer easy, medium, or difficult, (realistic vs. unrealistic)?

10




TOTAL




100





Verilənlər bazası müəlliflik hüququ ilə müdafiə olunur ©azrefs.org 2016
rəhbərliyinə müraciət

    Ana səhifə