Discussion Post
o Study the criteria on the Sales Call Score Sheet (Word) most salespeople are evaluated on when they go through sales training. Print a copy of the Sales Call Score Sheet and use it to complete the assignment. Become familiar with the terminology and the expected behaviors. If you don't understand what they mean, please ASK. Each line item has a letter associated with it. For example, "Introduced him/herself...." is line item "A".
o Watch the YouTube Videos "Spring 2015 Sales Tournament".
o Select one of the videos and watch it, comparing the competitor's actions to those on the Score Sheet.
o Evaluate the competitor role play by completing the Sales Call Score Sheet and make notes on what the competitor did right and what he/she could have done better. Keep in mind that sales does not always go in a perfect sequence because we are humans. The score sheet is a guide. You may have to jump around to evaluate performance. The maximum score for each line item is on the left side.
Task:
o State the name of the Competitor. What total score did you give him/her? Describe the overall performance in 2 to 3 sentences.
o What line items (behaviors) do you feel that the competitor could improve? Explain why you think this area needs improvement.
o After watching this role play, describe three things that you learned about a sales call (meeting) that you did not know before. Be specific.
o Share two questions you have about sales calls and what salespeople do throughout the sales process? Be specific.
The response should include a reference list. One-inch margins, Using Times New Roman 12 pnt font, double-space and APA style of writing and citations.