As Taught by  Prof. Tim Richardson
SUMMER 2000
Detailed INB 524 Course Outline ©
covers classes between July and August
 
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Video Sales Call Presentation
Evaluation Form


Your Name
Description of your product and country involved

 
 
Excellent Very Good Good Fair Poor
5.0 ~ 4.5 4.4 ~ 3.5 3.4 ~ 2.6 2.5 ~ 2.0 1.9 and lower

 
 
. . Evaluation (mark out of 5)
1. Approach . .
. ID Self, company, ID prospect .
establish rapport .
. gain prospect's attention .
2. Transition from approach . .
. statement of purpose .
. permissive question .
. . .
3. Problem recognition .
. closed questions - determine current situation .
. open questions - determine ideal situation, prospects needs and wants .
. closed questions - check for understanding .
. problem confirmation .
.4. Presentation .
. benefits specific to buyer's needs .
. use of sales tools .
. showmanship .
. . .
5. Handling Objections . .
. clarify objections .
. strategies to overcome objections .
. . .
6. Closing . .
. Recognize buying signals (positive body language) .
. Execution of closing techniques .
. Departure and follow-up .
. . .
7. Salesmanship . .
. Rapport - salesperson and prospect .
. Confidence / enthusiasm .
. questioning /listening skills .
. . total mark "/100"