Sales#Presentation# DESCRIPTION OF EVENT - PDF document

Sales#Presentation# DESCRIPTION OF EVENT The!Sales!Presentation!competition!allows!the!VEI!Company!to!utilize!their!professional!salesmanship!skills! while!showcasing!their!Company!Catalog!or!Firm!Menu!as!a!“tool”!for!their!salesmanship!presentation.!The! Catalog!or!Menu!is!a!comprehensive!catalog!or!menu!which!showcases!every!product!and/or!service!that!the! firm!offers.!!Below!are!the!details!of!the!competition.!Please!review!the!attached!Rubric/Scoring!Sheet!for!the! rating!of!their!Sales!Presentation!competition.! GUIDELINES o Each!firm!will!develop!a!Company!Catalog!or!Menu!for!their! Virtual&Business . # o The!Salesmanship!team!must!consist!of!1[2!students.!!No!penalties!will!be!applied!for!a!one[person! team.! o Come!with!a!prepared!plan!to!make!a!sale!to!the!judges.! o Each!firm’s!team!will!be!given! seven#(7)#total#minutes !to!make!a!sale!to!the!judges!&!answer!judges’! questions!while!utilizing!their!firm’s!Catalog!or!Menu!in!their!sales!presentation!with!the!purpose!of! showcasing!their!product/service!line!to!secure!a!sale.! Time#Allowance:##5#minutes#presentation,#2# minutes#judges’#Q&A.# o Three!(3)!copies!of!the!Catalog!or!Menu!must!be!presented!to!the!judges!at!time!of!the!presentation.!! DO#NOT#MAIL#COMPANY#CATALOG#OR#COMPANY#MENU#for#this#competition. !!! o Judges!will!be!given!checks!for!the!purpose!of!purchasing!products/services!from!the!presenting!team.! Assumption: !customer!financing!has!already!been!approved.! o No#electronic#equipment#may#be#used!# o If#any#member#of#a#team#interferes#with#another#team’s#presentation,#cell#phone#interruption,# talking,#etc.#the#disrupting#team#will#be#disqualified.## o Refer!to!the!Sales!Presentation!Rubric/Score!Sheet!for!specific!elements!to!be!included!in!the! presentation.! o NOTE: !!Separate!online!competition!for!just!the!Catalog!or!Menu Competition!results!will!be!posted!after!each!session’s!competition!in!the!lobby!of!the!Rabobank!Convention!Center.!The! top!eight!Sales!Presentations!teams!will!participate!in!a!final!competition!on!the!afternoon!of!January!18 th !from!3:40[5:00! pm!(all!finals!are!at!this!time!in!a!room!designated!by!trade!show!committee).!This!final!competition!will!decide!the! overall!Sales!Presentation!champion.!Competition!placements!and!Honorable!Mention!certificates!will!also!be!awarded.! •!veinternational.org!•!! 15 !

Sales Presentation Rubric Firm#Name# Sales#Presentation ! Poorly! Does!Not!Meet! Meets!! Exceeds! Evaluation!Item! Points! Demonstrated! Expectations! Expectations! Expectations! Earned! 7![!13! 1![!6! 14![!20! 21![!25! ! Sales#Presentation ! SCORE ! ! Poor!first! ! Good!first! ! Overall!excellent! Greet#the#Customer# Mediocre!first! ! impression;! impression!but! first!impression;! impression;! • Friendly!and!courteous! requires!much! could!use!some! good!rapport! requires! Confident!handshake! • refinement! refinement;!some! generated! refinement • Present!each!judge!with! rapport! ! business!card ! generated! ! Questions!are! ! Unclear!as!to! ! !Most!questions! ! Questions!are! Qualify#the#Customer # irrelevant!to!the! how!questions! are!relevant!to! relevant!to! Gather!information! • company! asked!are! company! company! Ask!questions!to! • product/service! relevant!to!the! product/service! product/service! determine!customer’s! offerings! company! offering(s)! offering(s)! wants/needs! OR ! product/service! ! Questions! ! Questions!clearly! ! No!questions! offerings,!!! somewhat!guide! guide!salesperson! were!asked! AND/OR ! salesperson!to! to!particular! particular! product/service! ! Too!few! product/service! offering(s)! questions!asked! offering(s)! to!truly!qualify! the!customer!! ! Present#the#Product# ! Very!poor! ! Lacking!product! ! Good!product! ! Excellent!product! knowledge ! knowledge ! knowledge ! product! Present!product/service! • knowledge ! AND/OR ! ! Product/service! ! Product/service! based!on!information! AND/OR ! ! Product/service! suggestion(s)! suggestion(s)! obtained!through!the! ! Product/service! suggestion(s)! closely!aligned! clearly!aligned! qualifying!process ! suggestion(s)!do! somewhat!align! with!customer’s! with!customer’s! Knowledge!of!product!or! • not!align!with! with!customer’s! wants/needs! wants/needs! service! customer’s! wants/needs!!! wants/needs! ! ! Unable!to! ! Difficulty!! ! Good!technique! ! Excellent!in! Overcome#Objections# overcome! overcoming! of!closing!the!sale! overcoming! o Objections!concerning! customer! customer! but!needs!some! customer! product/service # objection! objections! refinement! objections! ! Frustration! ! Asked!questions! evident! to!requalify! customer! •!veinternational.org!•!! 16 !

! Poor!technique!of! ! Satisfactory! ! Good!technique!of! ! Excellent!technique! Close#the#Sale# closing!the!sale;! technique!of! closing!the!sale!but! of!closing!the!sale! • Ask!for!the!order;!close!the! requires!much! closing!the!sale;! needs!some! ! Clearly!ends!sales! deal # refinement! requires! refinement! process!by!securing! *NO&receipt&will&be&produced&due& ! Failed!to!ask!for! refinement! the!sale*! to&time&constraints ! the!sale! Professionalism ! SCORE # Circle ! 25#points ! 0#Points # ! NO!–!firm!catalog!or!menu!was!NOT! ! YES!–!firm!catalog!or!menu!was!used! ##Firm’s#catalog#or#menu#used#in# 25! used!for!the!entire!sales!presentation for!the!entire!sales!presentation;!no!! ##presentation or! pamphlets/flyers!were!used !! ZERO ! ! SCORE # # 0#W#6#Points ! 25#Points ! ! Some!or!no!team!members! ! ALL!team!members!professionally! ##Attire/Appearance# professionally!dressed!OR!in!company! dressed!OR!in!company!uniform,!AND! uniform,!OR! ! ALL!team!members!are!well[groomed !! ! ! Some!or!no!team!members!are!well[ ! groomed ! &&Total&Points& ! ! ! Penalty&Points ! ! Team has more than 2 members ( -25 ) ! Lacks 3 copies of Catalog or Menu for Judges (- 25) ########################################################################################################################Final#Score/TOTAL#POINTS# (out!of!175) ! Date ! ##Judge’s#Name: ##Judge’s#Comments:## Please!make!comments!on!Strengths!and!Weaknesses # •!veinternational.org!•!! 17 !