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.