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.
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APPROACH |
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Salesperson made a favorable first
impression |
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Salesperson gained prospect’s attention |
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Built rapport appropriately |
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Discovered/reiterated prospect’s needs at
beginning |
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Smooth transition into the presentation |
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Gained agreement to continue the
presentation |
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Gave
a business card at appropriate time during presentation |
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Professional appearance and demeanor;
dressed as for a job interview |
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PRESENTATION |
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Product/company knowledge |
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Used benefits-needs instead of just
features (e.g., what this means to you) |
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Absence of verbal pauses (e.g.,
"ah," "uhms," "okay") |
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Good eye contact and appropriate use of
gestures |
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Got customer to participate in a meaningful
manner (e.g., reading, touching, trying, word pictures) |
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Used appropriate/professional visual aids;
buyer could see the visuals easily |
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Did not interrupt the buyer |
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Salesperson talked slowly |
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Good choice of words (e.g., absence of
"and stuff like that," "no problem!") |
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OBJECTIONS |
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Displayed positive attitude and confidence |
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Recognized objective |
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Asked questions appropriately |
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Responses were appropriate and helpful to
the buyer |
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CLOSING |
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Checked agreement after major points (e.g.,
How does that sound to you?) |
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Recognized buying signals |
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Used trial closes effectively after
responding to objections (e.g., Did that answer your question? Any other
questions?) |
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Used appropriate closing methods (summary,
balance sheet, etc.) |
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Effective post-closing communication; fills
out the order as appropriate; completes the sales interaction fully; departs
from the sales interaction professionally |
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OVERALL |
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Effective use of probing throughout the
presentation |
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Salesperson demonstrated professionalism
(courteous, respectful, well dressed) |
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Salesperson demonstrated enthusiasm, poise,
and confidence |
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Salesperson understood facts of the role
play |
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Salesperson well prepared |
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Effective listening |
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Enters and exits well including materials |
Overall quality of sales presentation:
Out of 100 points, I would give him/her ________ points.
What was particularly good about this
presentation? What needs attention?
|
"Criticism, as it was first instituted
by Aristotle, was meant as a standard of judging well."- Johnson |
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