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!18th!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.!

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Sales Presentation Rubric
Sales#Presentation! Firm#Name#
Poorly! Does!Not!Meet! Meets!! Exceeds!
Evaluation!Item! Points!
Demonstrated! Expectations! Expectations! Expectations!
Earned!
1![!6! 7![!13! 14![!20! 21![!25!
!
Sales#Presentation! ! SCORE!
Greet#the#Customer# ! Poor!first! ! Mediocre!first! ! Good!first! ! Overall!excellent!
• Friendly!and!courteous! impression;! impression;! impression!but! first!impression;!
requires!much! requires! could!use!some! good!rapport!
• Confident!handshake!
refinement! refinement;!some! generated!
• Present!each!judge!with! refinement
! rapport!
business!card! generated!

Qualify#the#Customer# ! Questions!are! ! Unclear!as!to! ! !Most!questions! ! Questions!are!

• Gather!information! irrelevant!to!the! how!questions! are!relevant!to! relevant!to!
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!
! Too!few! particular! product/service!
questions!asked! product/service! offering(s)!
to!truly!qualify! offering(s)!
the!customer!!
! Very!poor! !
! Lacking!product! ! Good!product! Excellent!product!
Present#the#Product# !
• Present!product/service! product! knowledge! knowledge! knowledge!
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! !

Overcome#Objections# ! Unable!to! ! Difficulty!! ! Good!technique! ! Excellent!in!

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!

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 Close#the#Sale# ! Poor!technique!of! ! Satisfactory! ! Good!technique!of! ! Excellent!technique!
• Ask!for!the!order;!close!the! closing!the!sale;! technique!of! closing!the!sale!but! of!closing!the!sale!
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#
0#Points# 25#points! Circle!
##Firm’s#catalog#or#menu#used#in# ! NO!–!firm!catalog!or!menu!was!NOT! ! YES!–!firm!catalog!or!menu!was!used! 25!
##presentation used!for!the!entire!sales!presentation for!the!entire!sales!presentation;!no!! or!
pamphlets/flyers!were!used!! ZERO
! !
# 0#W#6#Points! 25#Points! SCORE#
##Attire/Appearance# ! Some!or!no!team!members! ! ALL!team!members!professionally!
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)
!

##Judge’s#Name: Date!

##Judge’s#Comments:##Please!make!comments!on!Strengths!and!Weaknesses#

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