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iRubric: Sales Presentation rubric

iRubric: Sales Presentation rubric

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Sales Presentation 
Sales Presentation
The project will evaluate the 7 steps of the selling process with students selling a local destination.
Rubric Code: P82C77
By ailstockj
Ready to use
Public Rubric
Subject: Business  
Type: Presentation  
Grade Levels: 9-12

Powered by iRubric Presentation Rubric
  Poor

0 pts

Fair

1 pts

Good

2 pts

Excellent

3 pts

Preparation

Poor

Minimal evidence of preparation.

Written portion has 7 or more grammar or spelling errors
Fair

Presentation appears to require more thorough preparation.

Written portion has 5-6 grammar or spelling errors.
Good

Presentation appears adequately prepared.

Written portion has 3-4 grammar or spelling errors.
Excellent

Presentation is well organized and thoroughly prepared.

Written portion has no more than 2 grammar or spelling errors.
Step 1: Approach

Poor

There is no clear approach to the customer.
Fair

There is an approach, but it cannot be determined which approach it was.
Good

The approach is clearly determined and is delivered with little confidence to the potential customer.
Excellent

The approach is clearly determined and is delivered with confidence. The salesperson uses the customer name.
Step 2: Customer Needs and Wants

Poor

The salesperson asks one of the essential questions to determine the potential customer's needs.
Fair

The salesperson asks two of the essential questions to determine the potential customer's needs.
Good

The salesperson asks three questions to determine the potential customer's needs.
Excellent

The salesperson asks all 4 essential questions to determine the potential customer's needs.
Step 3: Presenting the Product

Poor

Salesperson does NOT present any features or benefits to the potential customer.
Fair

Salesperson presents one feature or benefit to the potential customer.
Good

Salesperson presents two features and benefits.

Salesperson uses visual aid to assist in the presentation.
Excellent

Salesperson presents three features and benefits.

Salesperson uses visual aid to assist in the presentation.
Step 4: Overcoming Objections

Poor

Salesperson does not address objection of customer.
Fair

Salesperson hears objection, but does not provide a logical solution.
Good

Salesperson hears objection and provides a logical solution.
Excellent

Salesperson hears objection and provides two solutions.
Step 5: Closing the Sale

Poor

Student does NOT attempt to close the sale.
Fair

Student does not use a specific closing technique and does not close the sale.
Good

Student does not use a specific closing technique but closes the sale.
Excellent

Student closes the sale using a specific closing technique and the customer agrees to the closing.
Step 6: Selling Up

Poor

Salesperson does not attempt to sell an additional item or service.
Fair

Salesperson attempts to sell an additional item or service that does not fit the need of the customer.
Good

Salesperson attempts to sell an additional item or service that fits the need of the customer but the customer does not agree to purchase.
Excellent

Salesperson attempts to sell an additional item or service that fits the need of the customer and the customer agrees to purchase.
Step 7: Follow Up

Poor

Salesperson does not thank the customer or attempt any follow up.
Fair

Salesperson thanks the customer, but does not attempt any follow up.
Good

Salesperson thanks the customer, finds a reason to follow up, but does not try to build the relationship further.
Excellent

Salesperson thanks the customer, finds a reason to follow up and attempts to build the relationship further.
Overall Presentation

Poor

Student mumbles, did NOT use industry terms,
speaks too quietly for listeners to hear.

Student reads all of of the materials with no eye contact.
Fair

Student's voice is, too loud or monotone in delivery for the listener to hear industry terms that are used.

Listeners have difficulty hearing the presentation.

Student occasionally uses eye contact, but reads most of of the materials.
Good

Student's voice is clear. Student pronounces most
words correctly. Most listeners can hear the presentation.

Student maintains eye contact most of the time, but frequently returns to notes.
Excellent

Student uses a clear voice and correct, precise pronunciation of terms so that all listeners can hear the presentation.

Student maintains eye contact, seldom returning to notes.
RUBRIC TOTAL SCORE
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Keywords:
  • Presentation



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