Sales Presentation Rubric
Salesperson:
Customer:
Product:
Evaluation Area
Approach:
Did the salesperson approach the customer?
Did the salesperson use an approach greeting?
Was the salesperson’s appearance appropriate?
Did the salesperson appropriately control the moment of truth?
Determining Needs:
Did the salesperson listen appropriately?
Did the salesperson use open & close-ended questions?
Did the salesperson observe customer buying signals?
Presentation:
Did the salesperson use feature/benefit selling?
Was the customer encouraged to participate?
Did the salesperson demonstrate product knowledge?
Handling Objections:
Was each objection answered?
Was tact used in handling questions?
Was the customer given chance to voice objections?
Close:
Was the close smooth and a natural part of the sale?
Did the salesperson ask for the sale?
Did the salesperson use opportunities to close?
Were trial closes attempted throughout the presentation?
Suggestion Selling:
Was this a smooth and natural part of the sale?
Did the salesperson select proper related items?
Was the timing proper for the suggestion?
Reassurance & Follow-up:
Did the salesperson show concern for the customer?
Was the customer invited to return?
Was the salesperson enthusiastic?
Total Judged Points: (of 100)
Comments:
Poor
Fair
Good
Excellent
0
1
2
3
4
5
6
7
8
9
10
0
1
2
3
4
5
6
7
8
9
10
10
- 17
0 - 9
18 - 22
23 - 30
1 2 3 4
5 6 7 8
9 10 11
12 13 14 15
1 2 3 4
5 6 7 8
9 10 11
12 13 14 15
0
1
2
3
4
5
6
7
8
9
10
0
1
2
3
4
5
6
7
8
9
10
Judged
Points