MKT 4430

Sales/WWW Presentation Critique Form

 

Salesperson's Name: _____________________________________

This critique form will be used by each class member confidentially to comment on each sales presentation.  The spirit of this feedback is to uplift the speaker and maybe give some gentle suggestions.Please rate the seller on a scale of 1 = needs major improvement, up to 5 = outstanding. 

APPROACH

 

Salesperson made a favorable first impression

 

Salesperson gained prospectís attention

 

Built rapport appropriately

 

Discovered/reiterated prospectís needs at beginning

 

Smooth transition into the presentation

 

Gained agreement to continue the presentation

 

Gave a business card at appropriate time during presentation

 

Professional appearance and demeanor; dressed as for a job interview

PRESENTATION

 

Product/company knowledge

 

Used benefits-needs instead of just features (e.g., what this means to you)

 

Absence of verbal pauses (e.g., "ah," "uhms," "okay")

 

Good eye contact and appropriate use of gestures

 

Got customer to participate in a meaningful manner (e.g., reading, touching, trying, word pictures)

 

Used appropriate/professional visual aids; buyer could see the visuals easily

 

Did not interrupt the buyer

 

Salesperson talked slowly

 

Good choice of words (e.g., absence of "and stuff like that," "no problem!")

OBJECTIONS

 

Displayed positive attitude and confidence

 

Recognized objective

 

Asked questions appropriately

 

Responses were appropriate and helpful to the buyer

CLOSING

 

Checked agreement after major points (e.g., How does that sound to you?)

 

Recognized buying signals

 

Used trial closes effectively after responding to objections (e.g., Did that answer your question? Any other questions?)

 

Used appropriate closing methods (summary, balance sheet, etc.)

 

Effective post-closing communication; fills out the order as appropriate; completes the sales interaction fully; departs from the sales interaction professionally

OVERALL

 

Effective use of probing throughout the presentation

 

Salesperson demonstrated professionalism (courteous, respectful, well dressed)

 

Salesperson demonstrated enthusiasm, poise, and confidence

 

Salesperson understood facts of the role play

 

Salesperson well prepared

 

Effective listening

 

Enters and exits well including materials

  

"Criticism, as it was first instituted by Aristotle, was meant as a standard of judging well."- Johnson

 

Overall quality of sales presentation:  Out of 100 points, I would give him/her ________ points.

 

If you were this sellerís mentor, list the top 3 things that worked and should be continued.List the bottom 3 things that could be improved or should be discontinued? 

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