• Mon
  • Dec 22, 2014
  • Updated: 4:34pm

JUDGING PROCESS

PUBLISHED : Friday, 08 June, 2001, 12:00am
UPDATED : Friday, 08 June, 2001, 12:00am
 

Distinguished Salesperson Award (DSA) contestants are evaluated at various stages on many different skills and attributes.


The following is the judging process and criteria:


Paper (20 per cent) plus interview session (80 per cent) - 65 per cent is the pass mark for each criterion.


Paper (20pc): Each nominee will submit: reference from the company; background information; product or service background information summary. Judging criteria: Ability in written communication; professionalism and contribution to the advancement of the profession; whether the person has a proven record of taking up responsibility.


Interview (80pc): Two parts.


Part 1: Four-minute presentation by nominees on specific products or services; one-minute for answering challenges by the judges.


Part 2 (creative selling): Three-minute presentation on selling a product (one out of 10 products) to a specific group of customers (one out of several groups of customers) randomly chosen by judges. Judging criteria: Ability to build customer relationship - 20 per cent; product and market knowledge - 20 per cent; ability to convince and to close sales - 30 per cent; application of selling skills (creative selling) - 30 per cent.


Award schedule: Brochures are mailed in mid-November 2000; four ads announcing the scheme; briefings for other associations from mid-November to mid-December; more briefing sessions from December 5-12; registration deadline set at January 19, 2001; material deadline, February 16; presentation skills seminar on February 26; interview, March 17; letters sent at end of March to candidates informing them of results; briefing for awardees on May 28, and awards presentation ceremony today.


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