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iRubric: Travel Agent Evaluation rubric

iRubric: Travel Agent Evaluation rubric

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Travel Agent Evaluation 
Travel Agent Evaluation
This tool will be utilized to evaluate a sales presentation or client meeting in any context.
Rubric Code: MX86B7A
By michatabet
Ready to use
Public Rubric
Subject: Business  
Type: Presentation  
Grade Levels: Post Graduate

Powered by iRubric Presentation Rubric
  Poor

1-5

25 pts

Fair

6-10

25 pts

Good

11-15

25 pts

Excellent

16-20

25 pts

Enthusiasm

Poor

Salesperson is not energetic or enthusiastic towards the opportunity. No passion to motivate the advisor
Fair

Salesperson shows some minimal passion and excitement but does not motivate or move the client into action.
Good

Salesperson is excited and passionate during the meeting and presentation. He/she generates some moderate action on behalf of the client.
Excellent

Salesperson is passionate and excited about the opportunities. The ability to influence and motivate the client generates extensive action.
Structure

Poor

Salesperson is scattered and unorganized. Has no direction or specific plan on what to accomplish with the client.
Fair

Salesperson has a few specific ideas to convey but they are unorganized and have no impact.
Good

Salesperson has an agenda that is structured and complete. Unfortunately the client leads the seller astray and the agenda is compromised.
Excellent

Salesperson has an organized agenda and specific call to action. The structure is abided by and the client is informed, educated, and understands the action completely.
Preparation

Poor

Minimal evidence of preparation. <BR>
<BR>
Presentation disorganized and sequence hard to follow due to apparent lack of preparation.
Fair

Presentation appears to require more thorough preparation. <BR>
<BR>
Presentation is disjointed and information delivered by wholesaler seems to jump around.
Good

Presentation appears adequately prepared. <BR>
<BR>
Wholesaler presents information in logical sequence which listeners can follow.
Excellent

Presentation is well organized and thoroughly prepared. <BR>
<BR>
Wholesaler presents information in a logical, interesting sequence which listeners can follow.
Knowledge

Poor

Salesperson does not display a grasp of the information; they cannot answer questions about subject. <BR>
<BR>
No key features were described and no product comparisons were made.
Fair

Salesperson is uncomfortable with information and is able to answer only rudimentary questions.<BR>
<BR>
Less than 50% of the key features were described and few product comparisons were made.
Good

Salesperson is at ease with expected answers to all questions, but fails to elaborate.<BR>
<BR>
Between 50% and 75% of the key features were described, and several product comparisons were made.
Excellent

Salesperson demonstrates full knowledge (more than required) by answering all class questions with explanations and elaboration. <BR>
<BR>
Between 75% and 100% of the key features were well described, and many product comparisons were made.
Materials

Poor

Material graphics are NOT attractive, and do not help to explain or reinforce value of the product or service. <BR>
Materials contain errors.
Fair

Material graphics are attractive, but do not help to explain or reinforce value of the product or service. <BR>
Materials contain errors.
Good

Material graphics are attractive, but do not help to explain or reinforce value of the product or service. <BR>
Materials are free of errors.
Excellent

Material graphics are attractive and explain and reinforce value of the product or service. <BR>
Materials are free of errors.
Visual Aids

Poor

Visual aids are NOT used and the listener did <BR>
NOT appear to develop an understanding.
Fair

Visual aids are used and the listener appeared to develop a weak understanding.
Good

Visual aids are used moderately, and the listener appeared to develop a moderate understanding.
Excellent

Visual aids are extensively used, and the listener appeared to develop a strong understanding.
Style

Poor

Salesperson mumbles, did NOT use industry terms,<BR>
speaks too quietly for listeners to hear.<BR>
<BR>
Salesperson reads all of of the materials with no eye contact.
Fair

Salesperson's voice is, too loud or monotone in delivery for the listener to hear industry terms that are used.<BR>
<BR>
Listeners have difficulty hearing the presentation.<BR>
<BR>
Salesperson occasionally uses eye contact, but reads most of of the materials.
Good

Salesperson voice is clear. Student pronounces most <BR>
words correctly. Most listeners can hear the presentation.<BR>
<BR>
Salesperson maintains eye contact most of the time, but frequently returns to notes.
Excellent

Salesperson uses a clear voice and correct, precise pronunciation of terms so that all listeners can hear the presentation.<BR>
<BR>
Salesperson maintains eye contact, seldom returning to notes.
Customer Needs

Poor

The salesperson does NOT asks questions to determine the potential customer's needs.<BR>
<BR>
The salesperson does NOT demonstrate an interest in the poten tial customer's needs.
Fair

The salesperson asks few questions. <BR>
<BR>
The salesperson does not appear interested in determining the potential customer's needs.
Good

The salesperson asks questions to determine the potential customer's needs.<BR>
<BR>
The salesperson dooes NOT appear interested in the potential customer's replies.
Excellent

The salesperson asks questions to determine the potential customer's needs.<BR>
<BR>
The salesperson appears interested in the potential customer's replies.
Listening

Poor

The salesperson completely disregards the information provided by the client and/or the client.<BR>
<BR>
The majority of key information is missed.
Fair

The salesperson hears some of the key items that the client and/or client provide.<BR>
<BR>
Most of the key information is still missed
Good

The salesperson hears most of the information provided by the client and/or client.<BR>
<BR>
The salesperson then formulates an effective response based on the information gathered.
Excellent

The salesperson hears all of the key information provided and effectively acts on all the key opportunities.
Added Value Insurance

Poor

The salesperson shows no interest in anything other than the product they have delivered.
Fair

Salesperson focuses almost exclusively on their product but has an "oh by the way" piece that they leave behind.
Good

Salesperson makes an attempt to identify the parts of the client's business that need improvement and offer ideas and practice management solutions to help them.
Excellent

The Salesperson uses an approach to selling that puts the client's needs at the forefront. By helping the client to improve their practice in many ways they increase the client commitment to the insurance solution.
Persuasive Language

Poor

Salesperson lacks persuasive language, or other sales tactics to persuade prospects to buy.
Fair

Salesperson uses minimal persuasive language, trial closing, questioning techniques and other sales tactics to persuade prospects to buy.
Good

Salesperson uses some persuasive language, trial closing, questioning techniques and other sales tactics to persuade prospects to buy.
Excellent

Salesperson uses many persuasive language, trial closing, questioning techniques and other sales tactics to persuade prospects to buy.
Relationship

Poor

The salesperson did NOT use the potential customer's name.<BR>
<BR>
The salesperson did NOT appear to establish a relationship with the potential customer.
Fair

The salesperson used the potential customer's name one time.<BR>
<BR>
The salesperson did NOT appear to establish a relationship with the potential customer.
Good

The salesperson used the potential customer's name a multiple times.<BR>
<BR>
The salesperson appeared to establish a weak relationship with the potential customer.
Excellent

The salesperson used the potential customer's name multiple times.<BR>
<BR>
The salesperson appeared to establish a positive relationship with the potential customer.
Close

Poor

salesperson does NOT attempt to complete the sale, and does NOT thank the client for their time nor attempt to schedule another appointment.
Fair

salesperson does not complete the sale, but does attempt to close the sale. Salesperson does seek the client's permission to forward additional information to them.
Good

Salesperson completes the sale and thanks the customer, but does NOT seek permission to contact the client in the future.
Excellent

Salesperson completes the sale, thanks the customer, and seeks permission to contact the client in the future.



Keywords:
  • Presentation



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