MANAGEMENT


Rate Your Salespeople’s Selling Skills SELLING POWER EDITORS


This “Sales Performance Evaluation” is designed to rate your salespeople’s effectiveness. Use this form when you make joint calls with your salespeople. Note that a rating of five means “very effective” throughout, while a rating of one indicates “poor performance.”


PRE-CALL PREPARATION 1. Knowledge of customer’s… a. Personality and style b. Authority to buy c. Ability to buy d. Need to buy


2. Preparation of literature and visual aids 3. Use of surveys


4. Personal appearance 10 | JANUARY 2017 SELLING POWER © 2017 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


OPENING THE INTERVIEW 1. Arrived on time


5 4 3 2 1 5 4 3 2 1 5 4 3 2 1 5 4 3 2 1 5 4 3 2 1 5 4 3 2 1 5 4 3 2 1


5 4 3 2 1


2. Established rapport w/office receptionist/secretary 5 4 3 2 1 3. Stated purpose of call


5 4 3 2 1


4. Established friendly, professional atmosphere 5 4 3 2 1 5. Demonstrated confidence and self-assurance 5 4 3 2 1 6. Maintained eye contact


5 4 3 2 1


Use this test to assess and strengthen your team’s sales skills.


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