MARK 3337 - Personal Assessment – SPIN Role Play

This assignment is to have you evaluate your performance in your SPIN Role Play. How well did you introduce yourself, build
rapport, set the agenda, ask SPIN questions to understand needs, and ask for a next meeting to come back and tell them about your
solution.

You will need to do all of the following and then write an Executive Summary of your performance.

Please watch your video of your team’s SPIN Role Play.

 Access to video – login to Access.uh.edu
 Use your COUGARNET Account Email – Ex: avandaveer@cougarnet.uh.edu
 Use COUGARNET PASSWORD - It’s through this login that you can get it: https://accessuh.uh.edu/login.php
 Click on OFFICE 365 Tile in UNIVERSITY SERVICES
o If you need access:
 Go to https://login.microsoft.com
 Enter LOGIN NAME AS STATED (UH COUGARNET EMAIL)
ex: avandaveer@courgarnet.uh.edu as your "organizational account" (Copy your user name here to paste
on the login page.)
 Enter your existing CougarNet password as your password.
o Click on STREAM
 Click on Content
 Your video will be there – click on it, watch and review

Executive Summary:

The executive summary should be one-page and assess your performance in each of the areas as well as what you will do to improve
your communication, questioning, listening and selling skills.

 Professional Dress
o Dress, Grooming, Posture, Well Groomed
o Tie and button down shirt for men, men’s top button must be buttoned
o Professional business attire for women – skirt, blouse, no club outfits

 Introduction/30 Second Commercial

o Says your name and what company you are with
o Handshake, eye contact, asks to sit down
o Adequately developed rapport and built the relationship
o Discussed what you want to accomplish in the meeting
o Introduced yourself and your company

 Situation Questions:
o Asked a broad question about the business
o Used the answer to gain better understanding about the business

 Problem Questions:
o Asked a question to understand what the issues/problems/goals are
o Assessed the issue to gain understanding

 Implication Questions:
o Asked a question to understand what the impact (Pain/Gain) of changing behavior is

 Need Payoff Questions:

o Asked if the buyer would be interested in a product/solution that would meet his/her needs

 Close – Ask for an appointment

o Summarized next steps – will create a solution for them
o Asked for another meeting to go over solution

 Communication Skills
o Overall verbal skills
o Overall nonverbal skills