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
______ 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:
Evaluator Comments: