Competition Judging Criteria Role Play 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) Professional introduction & rapport building Salesperson gains prospect’s attention Demonstrated enthusiasm and confidence Smooth transition into needs identification NEEDS IDENTIFICATION (35%)(Obtain a clear understanding of customer’s situation in order to prepare a customized presentation) Uncovered decision process (decision criteria, peopled involved in decision process) Effectively determined relevant facts about company and/or buyer Asked effective questions, uncovered/qualified buyers’ needs (convert implied needs to explicit needs) Effectively clarified needs of the buyer (discovered current problems, goals, etc.) OBJECTION HANDLING (25%)(Eliminate concerns to prospect’s satisfaction) Initially gained better understanding of objection (clarifies or allows buyer to clarify the objection) Effectively answered the objection Confirmed that the objection is no longer a concern of the buyer COMMUNICATION & PRESENTATION (25%)(Communicates well, product knowledge, presents product benefits, visual aids, clear, concise, appropriate non-verbals) Effective verbal communication (active listening; restated, rephrased, clarified, probed for understanding) Product knowledge Used appropriate/professional visual aids Effectively involved the buyer in the conversation CLOSE FOR NEXT APPOINTMENT (10%)(Takes initiative to move the sales process to the next step in a smooth fashion filled with mutual commitment) Persuasive in presenting a reason to continue to a “solutions meeting” Asked for a commitment for a solutions meeting Speed Sell 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.