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ROLE PLAY VIDEO EVALUATION

Much learning comes from observing role plays on video. Watch it several times.

Your grade is based on how detailed your critique is!

STEP 1: ($10) After watching the video, fill out the Sales Call Score Sheet on the next page, in its entirety. Type in the name of the Seller. Each line item shows a number in the parenthesis (these are the 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 the student’s performance) and then the sub-total in each gray box of the score sheet. Follow the example for the first section on the Approach. Add up your score at the end. Failure to add up your points will affect your grade!

STEP 2: ($10) Discuss Three (3) recommendations for improvement for the Seller, in the shaded space below before STEP 3. As you type in the shaded area below, the space will expand. 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. To get credit, you must refer to the line item letter on the score sheet (for example: A, B, C, etc.). As you type, the space will expand.

STEP 3: ($10) What did you get out of watching this role play? In the shaded space below, explain three (3) observations or experiences that you take away from this assignment. This is not about the Seller in the video; it’s about you! For each observation/experience, also describe how you will use it during this semester and going forward. As you type, the space will expand.

Sales Call Score Sheet

Name of Student (Seller):

(10 pts total) APPROACH (Objective: To effectively gain attention and connect personally)

(2) A. Introduced him/herself professionally (hand shake, name, smile, etc.)

(2) B. Established rapport, credibility & trust using relevant small talk – CONNECTED with buyer

(2) C. Adapted to buyer’s communication style

(2) D. Explained the purpose, steps and benefits of the meeting (agenda)

(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)

(5) F. Uncovered who is making the buying decision and what the buying decision process is

(5) G. Asked good questions and probed to get the buyer to open up (SPIN and ‘double-clicking’)

(5) H. Accurately uncovered and/or verified buyer’s needs, problems & challenges

(5) I. Used active listening (paraphrasing, restating, clarifying, etc.) to establish a dialogue & confirmed understanding

(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)

(5) K. Conveyed clear understanding of company and product/service (established credibility)

(5) L. Convincingly connected buyer’s needs to the product’s features & buyer benefits

(5) M. Got customer involved in demonstrating the product (e.g., reading, touching, talking, trying)

(5) N. Used appropriate/professional visual aids and tools (testimonials, samples, 3rd party, demo)

(5) O. Presented product pricing and compared costs to the value (benefits) for the buyer

(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)

(5) Q. Effectively listened to objection, acknowledged it, and probed to clarify the objection before moving forward

(5) R. Responded effectively to the objection; method of response was relevant to the issue

(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)

(5) T. Identified where the buyer stands in decision and recognized the buyer’s closing cues

(5) U. Asked for the commitment from the buyer to buy

(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)

(1) W. Demonstrated effective & professional communications (active listening, looking to understand, clear responses)

(1) X. Displayed good non-verbal communications (eye contact, appropriate use of hand/facial gestures)

(1) Y. Was courteous, respectful, enthusiastic (smiled), friendly, and professional image – natural

(1) Z. Conveyed confidence in oneself – Was prepared and knew product/company well

(1) AA. Effectively managed the meeting (logical and smooth flow and within the appropriate timeframe)

TOTAL POINTS (Max. 100 pts)

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STEP 1: ($10) After watching the video, fill out the Sales Call Score Sheet on the next page, in its entirety. Type in the name of the Seller. Each line item shows a number in the parenthesis (these are the 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 the student’s performance) and then the sub-total in each gray box of the score sheet. Follow the example for the first section on the Approach. Add up your score at the end. Failure to add up your points will affect your grade!

STEP 2: ($10) Discuss Three (3) recommendations for improvement for the Seller, in the shaded space below before STEP 3. As you type in the shaded area below, the space will expand. 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. To get credit, you must refer to the line item letter on the score sheet (for example: A, B, C, etc.). As you type, the space will expand.

Interviewee Carolina was very presentable and very charming in her introduction speech. Where the
interviewee needs more help on is the back and forth communication with the interviewer. Carolina speaks at
a rapid pace and does not allow feedback (i). The interviewee did a great job explaining the product but didn't
give a variety of examples. She could have brought a physical item in which the buyer would have significantly
appreciated (m). Although the overall interview went very well, her delivery was pretty standard and dry. The
interviewee sounded like a typical seller and should have had a more convincing approach (u).

STEP 3: ($10) What did you get out of watching this role play? In the shaded space below, explain three (3) observations or experiences that you take away from this assignment. This is not about the Seller in the video; it’s about you! For each observation/experience, also describe how you will use it during this semester and going forward. As you type, the space will expand.

Personally, as a seller in the beauty industry, the day I approach a big makeup brand, I need to go in with a game plan and know how to execute the product I am selling. I also learned that without an excellent delivery as a seller, that would be the last thing the buyer remembers. After watching this interview, I would also learn to have more of a following with the brand.

Sales Call Score Sheet

Name of Student (Seller):

Carolina

(10

pts total) APPROACH

(Objective: To effectively gain attention and connect personally)

2 (2) A. Introduced him/herself professionally (hand shake, name, smile, etc.)

10

2 (2) B. Established rapport, credibility & trust using relevant small talk – CONNECTED with buyer

2 (2) C. Adapted to buyer’s communication style

2 (2) D. Explained the purpose, steps and benefits of the meeting (agenda)

2 (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)

5 (5) F. Uncovered who is making the buying decision and what the buying decision process is

21

5 (5) G. Asked good questions and probed to get the buyer to open up (SPIN and ‘double-clicking’)

4 (5) H. Accurately uncovered and/or verified buyer’s needs, problems & challenges

2 (5) I. Used active listening (paraphrasing, restating, clarifying, etc.) to establish a dialogue & confirmed understanding 5 (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)

4 (5) K. Conveyed clear understanding of company and product/service (established credibility)

4 (5) L. Convincingly connected buyer’s needs to the product’s features & buyer benefits

22

2 (5) M. Got customer involved in demonstrating the product (e.g., reading, touching, talking, trying)

4 (5) N. Used appropriate/professional visual aids and tools (testimonials, samples, 3rd party, demo)

4 (5) O. Presented product pricing and compared costs to the value (benefits) for the buyer

4 (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)

13

5 (5) Q. Effectively listened to objection, acknowledged it, and probed to clarify the objection before moving forward

4 (5) R. Responded effectively to the objection; method of response was relevant to the issue

4 (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)

10

5 (5) T. Identified where the buyer stands in decision and recognized the buyer’s closing cues

2 (5) U. Asked for the commitment from the buyer to buy

3 (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)

1 (1) W. Demonstrated effective & professional communications (active listening, looking to understand, clear responses)

5

1 (1) X. Displayed good non-verbal communications (eye contact, appropriate use of hand/facial gestures)

1 (1) Y. Was courteous, respectful, enthusiastic (smiled), friendly, and professional image – natural

1 (1) Z. Conveyed confidence in oneself – Was prepared and knew product/company well

1 (1) AA. Effectively managed the meeting (logical and smooth flow and within the appropriate timeframe)

81 TOTAL POINTS (Max. 100 pts)

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This study source was downloaded by 100000845866445 from CourseHero.com on 06-23-2022 21:26:37 GMT -05:00

https://www.coursehero.com/file/55346100/Video-Role-Play-1docx/

This study source was downloaded by 100000845866445 from CourseHero.com on 06-23-2022 21:26:37 GMT -05:00

https://www.coursehero.com/file/55346100/Video-Role-Play-1docx/

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