7/30/2019 Sales Project _DCD_ Presentation Evaluation

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Unit 5 Sales Presentation Evaluation

APPROACH (Objective: Build Rapport)

4 3 2 1 0 Professional introduction (firm handshake, eye contact etc.)

4 3 2 1 0 Salesperson gains prospects attention

4 3 2 1 0 Smooth transition (to uncovering buyers needs)

DETERMINING NEEDS (Objective: Obtain a clear understanding of customers needs and buying

situation in order to continue the presentation.)4 3 2 1 0 Asked general questions about the intended use of the product and any

previous experience with it.

4 3 2 1 0 Asked open-ended questions to encourage the customer to do the talking

4 3 2 1 0 Asked clarifying questions to better understand the customers needs

4 3 2 1 0 Demonstrated active listening

PRESENTING THE PRODUCT (Objective: Educating the customer about the products features and

benefits in attempt to persuasively match products benefits to customers needs.)

4 3 2 1 0 Presented the DCDs products/services, in terms of benefits (what it means

to you) instead of features.

4 3 2 1 0 Logical, convincing presentation

4 3 2 1 0 Clear, concise and concrete product information

4 3 2 1 0 Utilized appropriate visual aids and/or or sales materials4 3 2 1 0 Got customer involved in the presentation in a meaningful manner

4 3 2 1 0 Demonstrated appropriate non-verbal communication (eye contact,

posture, etc.)

4 3 2 1 0 Gained agreement through trial closes (How does that sound to you?)

OVERCOMING OBJECTIVES (Objective: Learning why the customer is reluctant to buy and providing

information to remove that uncertainty.)

4 3 2 1 0 Clarified (to confirm understanding of the objection)

4 3 2 1 0 Response to objections were appropriate and helpful to the buyer

4 3 2 1 0 Confirmed (after attempting to overcome the objection) that the

objection was no longer a concern.

CLOSING THE SALE (Objective: Getting the customers positive agreement to buy.)

4 3 2 1 0 Salesperson presented a reason to buy now.

4 3 2 1 0 Salesperson asked for the sale.

OVERALL IMPRESSION

4 3 2 1 0 Salesperson demonstrated professionalism

4 3 2 1 0 Salesperson demonstrated enthusiasm and confidence

4 3 2 1 0 Salesperson demonstrated solid knowledge of DCD & our products/services

Thank you for participating in this sales presentation activity. Your decision to buy (or not buy) does not

impact this students grade. If you should decide to purchase this product, however, all proceeds will go to

provide educational enrichment opportunities for students through DECA. DECA is a national, co-curricular

organization whose program of leadership and personal development is designed specifically for students

interested in marketing, management and entrepreneurship.

Student Name: __________________________________________________________________________

Prospect Name: _________________________________________________________________________

Phone #: _______________________________________________________________________________

DECA CUSTOM DESIGNS

7/30/2019 Sales Project _DCD_ Presentation Evaluation

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Student: Please attach a business card (or some other proof of this meeting)to this evaluation form in order

to get credit.