Sales Presentation Evaluation APPROACH (Objective: Build Rapport) 4 3 2 1 0 Professional introduction (firm handshake, eye contact etc.) 4 3 2 1 0 Salesperson gains prospect’s attention 4 3 2 1 0 Smooth transition (to uncovering buyer’s needs) DETERMINING NEEDS (Objective: Obtain a clear understanding of customer’s needs and buying situation in order to continue the presentation.) 4 3 2 1 0 Asked general questions about the intended use of the product and any previous experience with it. 4 3 2 1 0 Asked open-ended questions to encourage the customer to do the talking 4 3 2 1 0 Asked clarifying questions to better understand the customers’ needs 4 3 2 1 0 Demonstrated active listening PRESENTING THE PRODUCT (Objective: Educating the customer about the product’s features and benefits in attempt to persuasively match product’s benefits to customer’s needs.) 4 3 2 1 0 Presented the products/services, in terms of benefits (what it means to you) instead of features. 4 3 2 1 0 Logical, convincing presentation 4 3 2 1 0 Clear, concise and concrete product information 4 3 2 1 0 Utilized appropriate visual aids and/or or sales materials 4 3 2 1 0 Got customer involved in the presentation in a meaningful manner 4 3 2 1 0 Demonstrated appropriate non-verbal communication (eye contact, posture, etc.) 4 3 2 1 0 Gained agreement through trial closes (How does that sound to you?) OVERCOMING OBJECTIVES (Objective: Learning why the customer is reluctant to buy and providing information to remove that uncertainty.) 4 3 2 1 0 Clarified (to confirm understanding of the objection) 4 3 2 1 0 Response to objections were appropriate and helpful to the buyer

Francis

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Sales Presentation Evaluation

APPROACH (Objective: Build Rapport)4 3 2 1 0 Professional introduction (firm handshake, eye contact etc.)4 3 2 1 0 Salesperson gains prospect’s attention 4 3 2 1 0 Smooth transition (to uncovering buyer’s needs)

DETERMINING NEEDS (Objective: Obtain a clear understanding of customer’s needs and buying situation in order to continue the presentation.)

4 3 2 1 0 Asked general questions about the intended use of the product and any previous experience with it. 4 3 2 1 0 Asked open-ended questions to encourage the customer to do the talking4 3 2 1 0 Asked clarifying questions to better understand the customers’ needs4 3 2 1 0 Demonstrated active listening

PRESENTING THE PRODUCT (Objective: Educating the customer about the product’s features and benefits in attempt to persuasively match product’s benefits to customer’s needs.)

4 3 2 1 0 Presented the products/services, in terms of benefits (what it means to you) instead of features.4 3 2 1 0 Logical, convincing presentation 4 3 2 1 0 Clear, concise and concrete product information4 3 2 1 0 Utilized appropriate visual aids and/or or sales materials4 3 2 1 0 Got customer involved in the presentation in a meaningful manner4 3 2 1 0 Demonstrated appropriate non-verbal communication (eye contact,

posture, etc.)4 3 2 1 0 Gained agreement through trial closes (How does that sound to you?)

OVERCOMING OBJECTIVES (Objective: Learning why the customer is reluctant to buy and providing information to remove that uncertainty.)

4 3 2 1 0 Clarified (to confirm understanding of the objection)4 3 2 1 0 Response to objections were appropriate and helpful to the buyer4 3 2 1 0 Confirmed (after attempting to overcome the objection) that the

objection was no longer a concern.

CLOSING THE SALE (Objective: Getting the customer’s positive agreement to buy.)4 3 2 1 0 KAM presented a reason to buy now.4 3 2 1 0 KAM asked for the sale.

OVERALL IMPRESSION 4 3 2 1 0 KAM demonstrated professionalism4 3 2 1 0 KAM demonstrated enthusiasm and confidence 4 3 2 1 0 KAM demonstrated solid knowledge of Bioderma & our products/services

KAM Name: ______________________Francis___________________________________________

Prospect Name: _________________________________________________________________________