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Each area below will be scored on a scale of A+ through F, A+ being exceptional and F being weak.
APPROACH (5%)(Effectively gains attention and builds rapport)
NEEDS IDENTIFICATION (35%)(Obtain a clear understanding of customer’s situation in order to prepare a customized presentation)
OBJECTION HANDLING (25%)(Eliminate concerns to prospect’s satisfaction)
COMMUNICATION & PRESENTATION (25%)(Communicates well, product knowledge, presents product benefits, visual aids, clear, concise, appropriate non-verbals)
CLOSE FOR NEXT APPOINTMENT (10%)(Takes initiative to move the sales process to the next step in a smooth fashion filled with mutual commitment)
Judges will have a score card that offers a A+ - F continuum, with A+ being “Hire Now” and F being “Do Not Hire”. Judges will circle one number.
The judges have been reminded that this is a general pitch, students don’t know their firm, so please evaluate them on their ability to offer a compelling pitch and not necessarily be the perfect fit for his/her particular organization.
William Paterson University
300 Pompton Road
Wayne, New Jersey 07470
973-720-2000
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