Each area below will be scored on a scale of A+ through F, A+ being exceptional and F being weak.
APPROACH (5%)
(Effectively gains attention and builds rapport)
- Professional introduction & rapport building
- Salesperson gains prospect’s attention
- Demonstrated enthusiasm and confidence
- Smooth transition into needs identification
NEEDS IDENTIFICATION (35%)
(Obtain a clear understanding of customer’s situation in order to prepare a customized presentation)
- Uncovered decision process (decision criteria, peopled involved in decision process)
- Effectively determined relevant facts about company and/or buyer
- Asked effective questions, uncovered/qualified buyers’ needs (convert implied needs to explicit needs)
- Effectively clarified needs of the buyer (discovered current problems, goals, etc.)
OBJECTION HANDLING (25%)
(Eliminate concerns to prospect’s satisfaction)
- Initially gained better understanding of objection (clarifies or allows buyer to clarify the objection)
- Effectively answered the objection
- Confirmed that the objection is no longer a concern of the buyer
COMMUNICATION & PRESENTATION (25%)
(Communicates well, product knowledge, presents product benefits, visual aids, clear, concise, appropriate non-verbals)
- Effective verbal communication (active listening; restated, rephrased, clarified, probed for understanding)
- Product knowledge
- Used appropriate/professional visual aids
- Effectively involved the buyer in the conversation
CLOSE FOR NEXT APPOINTMENT (10%)
(Takes initiative to move the sales process to the next step in a smooth fashion filled with mutual commitment)
- Persuasive in presenting a reason to continue to a “solutions meeting”
- Asked for a commitment for a solutions meeting
In-Basket exercise Judging Criteria
A sampling of salespeople was given the identical in-basket exercise to perform. They were seasoned veterans and relatively young sales representatives combined. The winning person for the In-basket exercise will be determined by summing the absolute differences between your ranking and the “experts” (sales representatives’) ranking on each of the items.
In other words, if you rank the first item of the exercise as a “4,” and the experts rank this item as a “7,” then the absolute difference is “3.” If you rank the second item as “15” and the experts rank this as “10,” the absolute difference is “5.” Your final score is the sum of its absolute differences. The low score wins, which means your ranking is most similar to the salespeople in the field who took this exact in-basket exercise.
Speed Selling Criteria
Judges will have a score card that offers a A+ - F continuum, with A+ being “Hire Now” and F being “Do Not Hire”. Judges will circle one number.
The judges have been reminded that this is a general pitch, students don’t know their firm, so please evaluate them on their ability to offer a compelling pitch and not necessarily be the perfect fit for his/her particular organization.
