Assessment

Item

Excellent

10

Excellent

9

Average

8

Average

7

Poor

6

Did Not Do

0

THE APPROACH

1. Conducted good verbal introductions (shared full name, title, and company name

2. Made good nonverbal introductions (good entrance, carriage, handshake, and seating posture)

3. Communicated sales call/interview objectives (shared why salesperson was calling)

ACCOMPLISHING CALL OBJECTIVES

Objective # 1

4. Verbalized effective comments and compliments (sincerely made comments and compliments on five relationship topics--learned before this sales call)

5. Kept conversation focused on customer topics (acknowledged new information provided by the customer).

Objective # 2

6. Asked permission to and took effective nondistractive notes (was organized and prepared to take notes).

Objective # 3

7. Smoothly changes topic to business issues and subtlely comments on Hotel's general feature/benefits.

Objective # 4

8. Effectively inquired about future convention/meeting needs.

CLOSE AND FUTURE ACTIONS

9. Effectively thanked customer (communicated appreciation, said thank-you for the time)

10. Hinted at interest in having future business