ASSESSMENT FORM FOR ROLE PLAY ROUNDS 4 - Closing
Salesperson # : ____________________ Judge # : __________________________ Score ______________
Score each item on a 0 to 10 scale with 10 being the best possible score and 0 the absence of the skill or
behavior being evaluated.
5 % APPROACH (Effectively gains attention and builds rapport)
________Professional introduction
________ Effectively builds rapport
________Salesperson gains prospect’s attention
-------------- Appropriately adjusted for cultural differences for this meeting with the foreign national
________Smooth transition into needs identification
Comments__________________________________________________________________________
15% NEEDS CONFIMATION (OBJECTIVE: confirmed the understanding of customer’s situation and insured that
it had not changed
________Reviewed the uncovered needs
________ Probed for any additional needs or changes in the situation
________Gained a pre-commitment to consider the product/service and smooth transition to presentation)
Comments__________________________________________________________________________
30% PRODUCT/SERVICE PRESENTATION (OBJECTIVE: Persuasively matched product’s benefits to meet needs
of the buyer)
________Developed credibility in the company and its ability to deliver a solution
________Demonstrated product knowledge by convincingly connecting the buyer’s needs to the product’s features.
________ Throughout the presentation focused on the benefits derived from the solution and the value of resolving the
uncovered issues verses presenting mostly or only features.
rd
________Used appropriate/professional visual aids (testimonials, 3 party evaluations, computer demonstrations,
samples, etc.)
________Effectively involves the buyer in the presentation process
________Effective use of trial closes (follow-up questions to determine acceptance of the value presented and where the
buyer is in decision process)
Comments__________________________________________________________________________
15% OVERCOMING OBJECTIONS (OBJECTIVE: Eliminate concerns or questions to customer’s satisfaction)
________Initially gains better understanding of objection (clarifies or allows buyer to clarify the objection.
________Effectively answers the objection
________Confirms that the objection is no longer a concern of the buyer
Comments__________________________________________________________________________
10% GAIN COMMITMENT (OBJECTIVE: Take initiative to understand where you stand with buyer now and for the
future)
________Persuasive in presenting a reason to commit to a next step
________Asked for appropriate commitment from the buyer, given the nature of this particular sales call.
Comments__________________________________________________________________________
25% COMMUNICATION SKILLS
______ Effective verbal speaking skills (appropriate grammar and English, minimum “ums”, “You knows”, etc. and
minimized abstract language without explanation: “great,” super,” “awesome,” etc.)
_______Appropriate adjustment for language and cultural differences
_______Appropriate adjustments for meeting via Skype Video
_______Effective listening skills (active listening; restated, rephrased, clarified, probed for better understanding, etc..)
______ Appropriate non-verbal communication relative to any cultural differences (gestures, posture, dress).
Comments__________________________________________________________________________