EVALUATION SHEET - Pearson Education



EVALUATION SHEET

REALITY SELLING TODAY ROLE PLAY SALES PRESENTATION

Instructions: Score each item on a 0 to 10 scale with 10 being the best possible score and 0 being

the absence of the selling skill or behavior being considered.

Items to Consider Evaluator Comments:

______ Approaching the Customer (10%)

Presented appropriate salesperson appearance

Made appropriate introduction

Adapted to the communication style of buyer

Built rapport and made good social contact

Converted effectively to needs discovery

______ Needs Discovery (30%)

Asked adaptive questions including survey and probing questions,

Used active listening—took notes and confirmed understanding.

Understood who was making buying decision

Uncovered relevant buying facts

Fully understood needs of buyer

Converted effectively to Product solution and presentation

_____ Product Solution, Presentation, and Demonstration (30%)

Presented product selection that met needs of buyer

Presented benefit statements

Understood and knew product well

Asked Need-Satisfaction Questions to capture pleasure of solution

Used effective selling tools

Involved buyer in demonstration

Gained understanding with confirmation questions

_____ Negotiated Buyer Resistance (15%)

Sought clarification of objections with confirming question

Used effective methods to respond to customer’s objections

Adapted response to buyer’s communication style

Converted effectively to close

_____ Closing and Servicing the Sale (15%)

Recognized buyer’s closing clues

Adapted closing methods to buyer’s communication style

Outlined actions after customer responds (product fulfillment

Next appointment, follow-up calls, etc.)

Projected enthusiasm and confidence

Spoke clearly, concisely and professionally

Additional Comments:

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