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Role Play Judging Criteria 2010

The document contains judging criteria for two rounds of a role-playing sales competition. The first round criteria focus on the salesperson's approach, identification of client needs, introduction of a solution, and confirmation of next steps. The second round criteria evaluate the salesperson's approach, confirmation of client needs, presentation of a solution, overcoming objections, and development of an action plan. Both sets of criteria emphasize effective communication, understanding the client's needs, linking the solution to those needs, and obtaining agreement or commitment from the client.

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Sachiko Yosores
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© Attribution Non-Commercial (BY-NC)
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Download as DOC, PDF, TXT or read online on Scribd
483 views

Role Play Judging Criteria 2010

The document contains judging criteria for two rounds of a role-playing sales competition. The first round criteria focus on the salesperson's approach, identification of client needs, introduction of a solution, and confirmation of next steps. The second round criteria evaluate the salesperson's approach, confirmation of client needs, presentation of a solution, overcoming objections, and development of an action plan. Both sets of criteria emphasize effective communication, understanding the client's needs, linking the solution to those needs, and obtaining agreement or commitment from the client.

Uploaded by

Sachiko Yosores
Copyright
© Attribution Non-Commercial (BY-NC)
Available Formats
Download as DOC, PDF, TXT or read online on Scribd
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First Round Role Playing Judging Criteria

Sales Team _______________________ Judge First Name __________________________

APPROACH / Taking the Lead 10% Professional introduction & rapport building Salesperson gains prospects attention Exceptional 5 4 3

Demonstrated enthusiasm and confidence Asks permission to ask questions 2 1 Weak

IDENTIFICATION OF CLIENT NEEDS 50% Confirmed/uncovered relevant facts about company and/or buyer (e.g., decision process, decision criteria, peopled involved in decision process, etc.) Asked effective questions to obtain any missing information Effectively clarified needs of the buyer (discovered current problems, goals, etc.) Identifies potential issues Identifies stakeholders linked to issues Gain agreement to introduce solution Exceptional 5 4 3 2 1 Weak

INTRODUCTION OF SOLUTION (Communicates well, product knowledge, presentation of product benefits/solution, visual aids, clear, concise, appropriate non-verbals) 20% Effective verbal communication (active listening; restated, rephrased, clarified, probed for understanding) Product knowledge Used appropriate/professional visual aids Effectively involved the client in the conversation Linked to clients Needs Tests for agreement/ Understanding Exceptional 5 4 3 2 1 Weak

CONFIRMS NEXT STEPS 20% Persuasive in presenting a reason to do business Confirms expectations Confirms Interest, Link to clients needs. Exceptional Comments : 5 4 3 2 1 Weak

Final Round Role Playing Judging Criteria


Sales Team _______________________ Judge First Name APPROACH / Taking the Lead 5% Professional introduction & rapport building Salesperson gains prospects attention Exceptional 5 4 3 __________________________

Demonstrated enthusiasm and confidence Asks permission to ask questions 2 1 Weak

IDENTIFICATION OF CLIENT NEEDS/CONFIRMATION 10% Confirmed/uncovered relevant facts about company and/or buyer (e.g., decision process, decision criteria, peopled involved in decision process, etc.) Asked effective questions to obtain any missing information Effectively clarified needs of the buyer (discovered current problems, goals, etc.) Gain agreement to present solution Exceptional 5 4 3 2 1 Weak

PRESENTATION OF SOLUTION (Communicates well, product knowledge, presentation of product benefits/solution, visual aids, clear, concise, appropriate non-verbals) 35% Effective verbal communication (active listening; restated, rephrased, clarified, probed for understanding) Product knowledge Used appropriate/professional visual aids Effectively involved the buyer in the conversation Linked to Clients Needs Tests for agreement/ Understanding Clear logical explanation of Steps, Rolls Exceptional 5 4 3 2 1 Weak

OVERCOMING OBJECTIONS (Eliminate concerns to prospects satisfaction) 30% Initially gained better understanding of objection (clarifies or allows buyer to clarify the objection) Effectively answered the objection Links solution to clients Needs Confirms that the objection is no longer a concern of the client Exceptional 5 4 3 2 1 Weak

DEVELOPS ACTION PLAN 20% Persuasive in presenting a reason to do business Clear Actions / Rolls / Responsibilities Confirms Commitment, Link to clients needs. Exceptional Comments : 5 4 3 2 1 Weak

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