iRubric: Sales Call Performance rubric

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.

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.

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.

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.

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.

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.

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.

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,

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.

The salesperson asks few questions.

The salesperson does not appear interested in determining the potential customer's needs.

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

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

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

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

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

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.)

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

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