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  275Negotiation at Work: Maximize Your Team’s Skills with 60 High-Impact Activities , ©2012 HRD Press.

Published by AMACOM Books, American Management Association, www.amanet.org.

Handout: Sales Practices Assessment Sales Negotiation Exercise 2. ✍

Sales Practices Assessment

DirectionsUsing the scale below, rate each practice as you feel your customers would rate it.

RATING SCALE

4 – Strongly Agree

3 – Inclined to Agree

2 – Inclined to Disagree

1 – Strongly Disagree

KNOWLEDGE RATING

This is a salesperson who…

• Understands business issues and economic trends that impact business 1 2 3 4

• Knows the competition 1 2 3 4

• Understands the decision-making process in our company 1 2 3 4

• Demonstrates knowledge about his/her product and presents it in amanner that is easy for me to understand 1 2 3 4

• Understands my goals and helps me achieve them 1 2 3 4

• Uses the knowledge of our business and company to develop better ways of doing business 1 2 3 4

 

MANAGING RELATIONSHIPS 

This is a salesperson who…

• Is enjoyable to work with 1 2 3 4

• Is truthful and honest with me 1 2 3 4

• Demonstrates his/her desire to do business with me 1 2 3 4

• Listens and understands my situation and concerns 1 2 3 4

• Responds responsibly to my pricing and budget needs 1 2 3 4

• Is accessible when I need him/her 1 2 3 4

• Makes and keeps commitments 1 2 3 4

• Feels confident and comfortable working with others 1 2 3 4

• Takes a long-term approach to doing business with me 1 2 3 4

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276  Negotiation at Work: Maximize Your Team’s Skills with 60 High-Impact Activities , ©2012 HRD Press.

Published by AMACOM Books, American Management Association, www.amanet.org.

✍  Sales Negotiation Exercise 2. Handout: Sales Practices Assessment ( page 2)

RATING SCALE

4 – Strongly Agree

3 – Inclined to Agree2 – Inclined to Disagree

1 – Strongly Disagree

MANAGING THE SALES PROCESS RATING

This is a salesperson who…

• Presents self in a positive and professional manner 1 2 3 4

• Helps me solve problems and meets my needs in an emergency 1 2 3 4

• Effectively gets his/her company to respond to our requests 1 2 3 4

• Makes creative solutions to improve our company’s business problems 1 2 3 4• Finds ways for my company to provide a better product or service to

our customers 1 2 3 4

• Takes personal responsibility throughout the entire sales process 1 2 3 4

• Alerts me of changes or problems that can affect me 1 2 3 4

• Makes it easy to do business with his/her company 1 2 3 4

• Thoroughly responds to my requests and concerns 1 2 3 4

• Effectively uses his/her company’s resources to meet my needs 1 2 3 4