Shadow 2

Shadow Paper Criteria Comments Pts Appointment Confirmation ¬ (1) Provide evidence that you have confirmed an appointment for your shadow project (2) Once your appointment is completed please include in your paper a copy of the email “thank you” you sent to your contact. view longer description threshold: 0

Full Mark 10 / 10 pts

Learnings: Part I - Introduction ¬ Background on company, products sold and to whom, and salesperson. (10) ¬ Description of product knowledge and selling skills needed for job. (5) view longer description threshold: 0

Full Mark 15 / 15 pts

Learnings: Part II – Sales Calls ¬ Describe the strengths and weaknesses of the selling presentations. (10) ¬ Role of nonverbal communication (5) ¬ Objection handling (5) ¬ Closing and asking for the order (5) ¬ What are the ways they maintain relationships with customers? (5) view longer description threshold: 0

Would like to see more discussion on strengths and weakness of what you witnessed in the interactions with customers. (Please add more to this section)

20 / 30 pts

Learnings: Part III – Buyer(s) Interview ¬ Why they buy from one company rather than another? (5) ¬ What are the main benefits they look for when buying? (5) ¬ How does the salesperson influence their decision? (5) ¬ What makes a good, bad, and ugly salesperson? (5) view longer description threshold: 0

No clear as whether you actually interviewed a buyer or customer during your shadow or someone else. (Please make up an interview with a customer during being at the store who was buying from the store)

10 / 20 pts

Learnings: Part IV – Summary ¬ Discuss the main takeaways from this experience. view longer description threshold: 0

Would like to see more discussion regarding what you personally learned and what the takeaways are for you from this experience.

8 / 15 pts

Effort ¬ B2B or Professional Selling Situation (5) ¬ Overall Professionalism (5) view longer description threshold: 0

Full Mark 10 / 10 pts

Total Points: 73