1) Consider all the relevant activities that you did to prepare for the sales call. Based on the principles that
we have covered in the course, explain why you did each of these. (3 points)
2) Consider your overall objectives for the sales call and your planned strategy to meet these objectives.
Explain how the activities that you considered in Q1 led you to these objectives and planned strategy. (3
points)
3) Use the Grading Guidelines for Roleplay to critically evaluate your own performance in the roleplay, and
then come up with a numerical score for each of the three criteria (preparation out of 3, communication out
of 6.5, professionalism out of 3). As a note, the best critical evaluations are usually the most honest ones,
and you can refer to the Zoom recording while doing this. (3.75 points)
4) Adherence to formatting guidelines: (.25 point)
You are encouraged to use appendices (e.g., evidence of preparation, plan document) that support your
responses to these questions. Finally, as an example of the difference between what is expected for Q1 and
Q2, the response for Q1 might mention the activity of researching a library database in order to understand
the likely needs of the prospect; the response to Q2 would explain that, based on this research in Q1, you
identified cross-platform compatibility as a primary need that the prospect has; therefore, one of your sales
call objectives was to demonstrate NetSuite’s cross-platform compatibility and your planned strategy to
meet this objective was to provide client testimonials because client testimonials are typically extremely
effective at convincing prospects in “new task” buying decisions.
Grading Guidelines for Reflection:
As mentioned in the syllabus, “Doing well on written submissions requires answering all questions, being
specific in your responses, providing in-depth analyses and reasoning, evaluating alternatives (where
applicable), avoiding logical/factual inconsistencies, being grammatically accurate, and adhering to the
submission guidelines.”
Superior submissions generally meet all of the following criteria and sub-criteria for each answer, good
submissions meet almost all, adequate submissions meet most, poor submissions meet some, and failing
submissions meet few or none:
Content: Answering all specific questions and requirements outlined (requires careful reading of the
assignment); in-depth analyses and explanation, especially when considering alternatives or options.
Clarity: Consistency of terminology and no ambiguity.
Professionalism: Adherence to grammatical and submission guidelines
Sample Solution