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iRubric: Sales Call Performance rubric

iRubric: Sales Call Performance rubric

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Sales Call Performance 
Sales Call Performance
Evaluate a sales team
Rubric Code: T8387A
By basper07
Ready to use
Public Rubric
Subject: Business  
Type: Presentation  
Grade Levels: Undergraduate

Powered by iRubric Presentation Rubric
  Poor

1-5

(N/A)

Fair

5-9

(N/A)

Good

10-12

(N/A)

Excellent

12.5

(N/A)

Preparation

Poor

Minimal evidence of preparation.

Presentation disorganized and sequence hard to follow due to apparent lack of preparation.
Fair

Presentation appears to require more thorough preparation.

Presentation is disjointed and information delivered by student seems to jump around.
Good

Presentation appears adequately prepared.

Student presents information in logical sequence which listeners can follow.
Excellent

Presentation is well organized and thoroughly prepared.

Student presents information in a logical, interesting sequence which listeners can follow.
Knowledge

Poor

Representative does not display a grasp of the information; student cannot answer questions about subject.

No key features were described and no product comparisons were made.
Fair

Representative is uncomfortable with information and is able to answer only rudimentary questions. Few

Less than 50% of the key features were described and few product comparisons were made.
Good

Representative is at ease with expected answers to all questions, but fails to elaborate.

Between 50% and 75% of the key features were described, and several product comparisons were made.
Excellent

Representative demonstrates full knowledge (more than required) by answering all client questions with explanations and elaboration.

Between 75% and 100% of the key features were well described, and many product comparisons were made.
Sales Support Used

Poor

Materials are NOT attractive, and do not help to explain or reinforce value of the product or service.
Materials contain grammatical errors.
Fair

Materials are attractive, but do not help to explain or reinforce value of the product or service.
Materials contain grammatical errors.
Good

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

Material graphics are attractive and explain and reinforce value of the product or service.
Materials are free of grammatical errors.
Style

Poor

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

Representative reads all of of the materials with no interactions allowed in conversation.
Fair

Representative'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.

Representative occasionally uses interactions but reads most of of the materials.
Good

Representative's voice is clear. Representative pronounces most
words correctly. Clear for listener, they can follow and ask questions.

Representative maintains engagement with customer. Interacts throughout.
Excellent

Representative uses a clear voice and correct, precise pronunciation of terms so that listener can hear and understand the presentation.

Representative maintains clients attention and keeps client engaged through dialogue,
Persuasive Language

Poor

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

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

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

Representative uses many persuasive language, trial closing, questioning techniques and other sales tactics to persuade prospects to buy.
Customer Needs

Poor

The salesperson does NOT asks questions to determine the potential customer's needs.

The salesperson does NOT demonstrate an interest in the poten tial customer's needs.
Fair

The salesperson asks few questions.

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.

The salesperson dooes NOT appear interested in the potential customer's replies.
Excellent

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

The salesperson appears interested in the potential customer's replies.
Relationship

Poor

The salesperson did NOT use the potential customer's name.

The salesperson did NOT appear to establish a relationship with the potential customer.
Fair

The salesperson used the potential customer's name one time.

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.

The salesperson appeared to establish a weak relationship with the potential customer.
Excellent

The salesperson used the potential customer's name multiple times.

The salesperson appeared to establish a positive relationship with the potential customer.
Close

Poor

Representative does NOT attempt to complete the sale, and does NOT thank the customer for their time.
(0-4 PTS)
Fair

Representation does not complete the sale, but does attempt to close the sale. Student does seek the customer's permission to forward additional information to them.
(5-8 PTS.)
Good

Representative completes the sale and thanks the customer, but does NOT seek permission to contact the customer in the future.
(9-12 PTS.)
Excellent

Representative completes the sale, thanks the customer, and seeks permission to contact the customer in the future.
(13-15 PTS.)



Keywords:
  • Presentation



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