Workshop
FIU Global Sales Program
Sales Fundamentals Workshop
Pre-Workshop Assignment: Role Play Evaluation
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TYPE YOUR NAME:
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Instructions
STEP 1. We will be ‘selling’ Comcast Spotlight advertising solutions during our in-class exercises and role plays. Please take a few minutes to read the attached PDF about Comcast Spotlight.
STEP 2. You will access the Global Sales Lab system at http://globalsaleslab.business.fiu.edu/ and watch recordings available from a previous FIU sales tournament. Use these credentials to access the recordings:
· Username: videoevaluation
· Password: evaluation
STEP 3. Watch at least 2 videos to familiarize yourself with the role play and sales processes.
STEP 4. You will select and evaluate one (1) seller to evaluate. Please use this Microsoft Word template, download it to your computer and save it under a new file name. Complete the assignment on pages 2 and 3.
STEP 5. Upload this file to Canvas under the Pre-Workshop module. We will be discussing this in detail. You will be required to turn it in.
ROLE PLAY EVALUATION
STEP 1: After watching the selected recording, fill out the Sales Call Score Sheet on page 3, in its entirety. Type in the name of the Seller you selected. Each line item shows a number in the parenthesis (these are the maximum points possible) and a letter (to refer to when discussing STEPS 2 and 3 below). Type the points you have allocated to each line item (based on your interpretation of the Seller’s performance) and then the sub-total in each gray box of the score sheet. Add up your score at the end.
STEP 2: Discuss five (5) areas you believe that the Seller did well in and should continue to do. Be specific and detailed in your explanation and refer to the line item letter on the score sheet (for example: A, B, C, etc.).
TYPE HERE
STEP 3: Discuss five (5) recommendations for improvement for the Seller. Be hard on the Seller. Basically, if the Seller had to do the sales call over again, what should he or she do differently and why? Be specific and detailed in your explanation and refer to the line item letter on the score sheet (for example: A, B, C, etc.).
TYPE HERE
STEP 4: What did you get out of watching this role play? In the shaded area below, explain three (3) lessons that you learned from this assignment. This is not about the Seller in the video; it’s about you.
TYPE HERE
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Sales Call Score Sheet |
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Name of Student (Seller): |
TYPE NAME OF STUDENT HERE |
(10 pts total) APPROACH (Objective: To effectively gain attention and connect personally)
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(2) A. Introduced him/herself professionally (hand shake, name, smile, etc.) |
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(2) B. Established rapport, credibility & trust using relevant small talk – CONNECTED with buyer
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(2) C. Adapted to buyer’s communication style |
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(2) D. Explained the purpose, steps and benefits of the meeting (agenda) |
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(2) E. Transitioned effectively and smoothly to needs discovery |
(25 pts total) NEEDS DISCOVERY (Objective: To gain a clear understanding of the buyer’s situation)
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(5) F. Uncovered who is making the buying decision and what the buying decision process is |
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(5) G. Asked good questions and probed to get the buyer to open up (SPIN and ‘double-clicking’)
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(5) H. Accurately uncovered and/or verified buyer’s needs, problems & challenges |
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(5) I. Used active listening (paraphrasing, restating, clarifying, etc.) to establish a dialogue & confirmed understanding |
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(5) J. Transitioned effectively and smoothly to a solution and presentation |
(30 pts total) PRODUCT SOLUTION (Objective: To provide buyer with basic information about company/product)
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(5) K. Conveyed clear understanding of company and product/service (established credibility) |
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(5) L. Convincingly connected buyer’s needs to the product’s features & buyer benefits |
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(5) M. Got customer involved in demonstrating the product (e.g., reading, touching, talking, trying) |
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(5) N. Used appropriate/professional visual aids and tools (testimonials, samples, 3rd party, demo) |
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(5) O. Presented product pricing and compared costs to the value (benefits) for the buyer |
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(5) P. Effectively used trial close questions to confirm acceptance of value presented & buying decision |
(15 pts) OBJECTION HANDLING (Objective: To clarify objections and effectively eliminate roadblocks to moving forward)
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(5) Q. Effectively listened to objection, acknowledged it, and probed to clarify the objection before moving forward
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(5) R. Responded effectively to the objection; method of response was relevant to the issue |
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(5) S. Confirmed that the objection was no longer an issue and transitioned effectively to gaining commitment |
(15 pts) GAIN COMMITMENT (Objective: To understand where buyer stands now/ in the future and identify next steps)
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(5) T. Identified where the buyer stands in decision and recognized the buyer’s closing cues |
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(5) U. Asked for the commitment from the buyer to buy |
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(5) V. Outlined the next steps/action (next appointment, follow-up, etc.) |
(5 pts) COMMUNICATION & GENERAL SKILLS (Objective: To behave and communicate as a business person)
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(1) W. Demonstrated effective & professional communications (active listening, looking to understand, clear responses) |
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(1) X. Displayed good non-verbal communications (eye contact, appropriate use of hand/facial gestures)
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(1) Y. Was courteous, respectful, enthusiastic (smiled), friendly, and professional image - natural |
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(1) Z. Conveyed confidence in oneself – Was prepared and knew product/company well |
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(1) AA. Effectively managed the meeting (logical and smooth flow and within the appropriate timeframe) |
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ADD UP THE TOTAL POINTS (Max. 100 pts) |
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