1
Your Name: Tony Huynh
Name of role-player you are assessing: Rob G
I. APPROACH
a. Build rapport
● -At the beginning of the meeting, Rob was able to build a
very good rapport by creating small talk with Jen,
breaking the ice and being able to learn a little about Jen. I
thought Rob started off very well by asking a question
about the company right off the bat to be able to get a
sense of what services Jen is looking for.
i. What did the salesperson do/say well? Why? (List all actions that
apply)
● -I thought that Rob did a good job responding to Jen
while knowing that she does not have a lot of time. I
like how Rob responded when Jen questioned him
about his age, his response reassured Jen that Rob is
the guy that can help her business even though he
might be young. Another thing that I liked is when
Rob talks about Cox and what he can do for Jen as
their account manager.
ii. What did the salesperson do/say poorly? (List all actions that
apply)
-I believe that Rob did a great job during the rapport process
and that he did not do anything poorly. He might have been a
little nervous, but that just the process of being human no
ones perfect.
iii. How can the salesperson specifically improve? (Provide three
examples)
● -I thought that the salesperson can improve on his word
choice. For instance, when he emphasized the word
‘issues’ Jen seems to be offended by his statement. Rob
also overuse the word medium a lot during his meeting
with Jen.
● -The salesperson seems to not know a lot about the
buyer’s company. He needs to know the basics about the
buyers rather than asking the buyers simple questions
about themselves.
● – The salesperson needs to be more organized with the
demonstrations that he brings to present to Jen. During
the meeting, he seems to have wanted to show her some
papers but he could not locate the right one so Jen seemed
to have moved on and talked about something else.
b. Smooth transition into needs identification
i. What did the salesperson do/say well? Why? (List all actions that
apply)
● -Rob did a good job by mentioning what he can have the
DJs do as a solution for Jen’s company. It helps Jen see that
Rob is prepared to help her business move to the next
level.
● -The salesperson did a good job transitioning from
questions about Jen’s company to offering what Cox media
can do to help Jen’s Company. Rob also gave Jen a lot of
solutions that Cox Media can offer that she seems to like.
ii. What did the salesperson do/say poorly? (List all actions that
apply)
● -The salesperson did not transition very well in the
beginning because the buyer had to pause the
salespersons questioning process to ask the salesperson
about himself.
● -Rob should have started off by introducing himself to Jen
and letting her know more about the company and who he
in the company rather than randomly talking about
himself and the company he works for in the middle of the
company.
iii. How can the salesperson specifically improve?
