Selling Today: Partnering to Create Value, 14/e

Relationship Strategy	Blank space for Salesperson’s Name:
Blank space for Date:
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 ...