PERSONAL SELLING PROJECT                   NAME ____________________________





                                           DATE ____________________________





                   :very:    :    : not:    :


                   :good:good: OK :good:poor:














QUALIFYING         :____:____:____:____:____:














APPROACH: letter   :____:____:____:____:____:














          phone    :____:____:____:____:____:














NEEDS ANALYSIS     :____:____:____:____:____: (X2)














PRESENTATION/DEMO  :____:____:____:____:____: (X2)














ANSWERING QES/OBJ  :____:____:____:____:____:














CLOSE              :____:____:____:____:____:














REFERRALS          :____:____:____:____:____:














WERE ALL ABOVE STEPS FOLLOWED (i.e., needs, demo, close, refs.) ___yes ___no


     If "yes", then cannot be below "B-" grade.  Note: if an attempt was 


     made to close when not appropriate, then count as a "missing" step.





GOOD ENOUGH FOR "REAL WORLD"?  ___yes ___no


     If "no", then cannot be "A/A-" range grade.    SCORE _____  GRADE _____