Relationship Strategy

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Assessment Item

Excellent

Average

Poor

Did Not Do

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

10

9

8

7

6

0

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

10

9

8

7

6

0

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

10

9

8

7

6

0

4. Verbalized effective comments and compliments (sincerely made comments and compliments on five relationship topics)

10

9

8

7

6

0

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

10

9

8

7

6

0

6. Took effective nondistractive notes (was organized ...

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