Sales Presentation Evaluation

APPROACH (Objective: Build Rapport)

4 3 2 1 0 Professional introduction (firm handshake, eye contact etc.)
4 3 2 1 0 Salesperson gains prospects attention
4 3 2 1 0 Smooth transition (to uncovering buyers needs)

DETERMINING NEEDS (Objective: Obtain a clear understanding of customers needs and buying situation
in order to continue the presentation.)
4 3 2 1 0 Asked general questions about the intended use of the product and any
previous experience with it.
4 3 2 1 0 Asked open-ended questions to encourage the customer to do the talking
4 3 2 1 0 Asked clarifying questions to better understand the customers needs
4 3 2 1 0 Demonstrated active listening

PRESENTING THE PRODUCT (Objective: Educating the customer about the products features and
benefits in attempt to persuasively match products benefits to customers needs.)
4 3 2 1 0 Presented the products/services, in terms of benefits (what it means
to you) instead of features.
4 3 2 1 0 Logical, convincing presentation
4 3 2 1 0 Clear, concise and concrete product information
4 3 2 1 0 Utilized appropriate visual aids and/or or sales materials
4 3 2 1 0 Got customer involved in the presentation in a meaningful manner
4 3 2 1 0 Demonstrated appropriate non-verbal communication (eye contact,
posture, etc.)
4 3 2 1 0 Gained agreement through trial closes (How does that sound to you?)

OVERCOMING OBJECTIONS (Objective: Learning why the customer is reluctant to buy and
providing information to remove that uncertainty.)
4 3 2 1 0 Clarified (to confirm understanding of the objection)
4 3 2 1 0 Response to objections were appropriate and helpful to the buyer
4 3 2 1 0 Confirmed (after attempting to overcome the objection) that the
objection was no longer a concern.

CLOSING THE SALE (Objective: Getting the customers positive agreement to buy.)
4 3 2 1 0 Salesperson presented a reason to buy now.
4 3 2 1 0 Salesperson asked for the sale.

OVERALL IMPRESSION
4 3 2 1 0 Salesperson demonstrated professionalism
4 3 2 1 0 Salesperson demonstrated enthusiasm and confidence
4 3 2 1 0 Salesperson demonstrated solid knowledge of our products/services

Thank you for participating in this sales presentation activity. Your decision to buy (or not buy) does not
impact this students grade.


Student Presenter Name: _________________________________________________________________

Prospect Name: _________________________________________________________________________

Student Role No: __________________________________________________________________________

Signature of the Student : _____________________________________