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Shopping and Marketing Evaluations - Generic in excel 2007

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Shopping and Marketing Evaluations - Generic in excel 2007 Powered By Docstoc
					 Telephone Sales Evaluation
Shopper Information                                        Property:
Name Given                                                 Consultant:
Employment / Occupation                                    Date of call:
Current Residence:                                         Time of call:
Reason for Moving
Date Apartment is needed:
Size Needed:
Special needs/wants/ desires
Desired price range




                                                           Posible Points       Points Earned
Greeting / First Impression
Ansered phone on within first 6 rings?                                     3
If placed on hold, how soon did rep get back to you?
Gave friendly, enthusiastic greeting?                                      3
Introduced the name of the property?                                       3
Introduced self by name?                                                   3


Qualifying / Information Gathering
Able to Clearly explain Co-operative Living                                10
Asked when the apartment is needed?                                         3
Asked the size of the apartment needed?                                     2
Asked the number of occupants?                                              2
Qualified for pets?                                                         2
Asked how you heard of the property?                                        2
Asked your reason for moving?                                               2
Asked price range desired?                                                  2
BONUS
Asked where you are employed?                                              1
Asked if you have special wants/ needs/ desires?                           2


Description / Verbal Tour
Described property benefits appropriate to your needs?                     5
Described apartment benefits appropriate to your needs?                    5
BONUS
Painted a verbal picture when describing property/apt?                     1
Praised Management company / Ownership?                                    1


Price
Did Not Volunteer price until asked?                                       4
When quoting price, descirbed items included (utilities)                   3
When quoting price, asked closing questions?                               3
i.e. "Is this in your price range?"
BONUS
Was price quoted with enthusiasm and confidence?         2


Invitation and Directions
Where you invided to visit the property?                 5
Created a sense of urgency to visit property?            5
Offiered two time/day choices for appointments?          4
Volunteered directions to the property?                  3
Gave clear and accurate to the property?                 3


Closing
Did consultant ask for your phone number?               10
Restated appointment time?                               5
Thanked you for calling and gave friendly goodbye?       5
Bonus
Did consultant ask for your address?                     2


Professionalism
Was a sense of rappport created?                         3
Was the presentation natural and not "canned"?           3
Did the consultant use your name during presentation?    2
Did the consultant control call without being pushy?     2

Total Points                                            110
(Plus 9 bonus points possible)


Comments:
 Telephone Sales Evaluation
Shopper Information                                       Property:
Name Given                                                Consultant:
Employment / Occupation                                   Date of call:
Current Residence:                                        Time of call:
Reason for Moving
Date Apartment is needed:
Size Needed:
Special needs/wants/ desires
Desired price range




                                                          Posible Points      Points Earned
Greeting / First Impression
Ansered phone on within first 6 rings?                                    3
If placed on hold, how soon did rep get back to you?
Gave friendly, enthusiastic greeting?                                     3
Introduced the name of the property?                                      3
Introduced self by name?                                                  3


Qualifying / Information Gathering
Asked when the apartment is needed?                                       3
Asked the size of the apartment needed?                                   2
Asked the number of occupants?                                            2
Qualified for pets?                                                       2
Asked how you heard of the property?                                      2
Asked your reason for moving?                                             2
Asked price range desired?                                                2
BONUS
Asked where you are employed?                                             1
Asked if you have special wants/ needs/ desires?                          2


Description / Verbal Tour
Described property benefits appropriate to your needs?                    5
Described apartment benefits appropriate to your needs?                   5
BONUS
Painted a verbal picture when describing property/apt?                    1
Praised Management company / Ownership?                                   1
Price
Did Not Volunteer price until asked?                        4
When quoting price, descirbed items included (utilities)    3
When quoting price, asked closing questions?                3
i.e. "Is this in your price range?"
BONUS
Was price quoted with enthusiasm and confidence?            2


Invitation and Directions
Where you invided to visit the property?                    5
Created a sense of urgency to visit property?               5
Offiered two time/day choices for appointments?             4
Volunteered directions to the property?                     3
Gave clear and accurate to the property?                    3


Closing
Did consultant ask for your phone number?                  10
Restated appointment time?                                  5
Thanked you for calling and gave friendly goodbye?          5
Bonus
Did consultant ask for your address?                        2


Professionalism
Was a sense of rappport created?                            3
Was the presentation natural and not "canned"?              3
Did the consultant use your name during presentation?       2
Did the consultant control call without being pushy?        2

Total Points                                               100
(Plus 9 bonus points possible)


Comments:
 On Site Sales Evaluation
Shopper Information                                       Property:
Name Given                                                Consultant:
Employment / Occupation                                   Date of Visit:
Current Residence:                                        Time of Visit:
Reason for Moving
Date Apartment is needed:
Size Needed:
Special needs/wants/ desires
Desired price range




                                                          Yes               No
Community Presentation
Signage, attractive, visible, well maintained?
Was there a large sign clearly defining the community?
Was the leasing office easy to find?
Were each of the following clean /well maintained?
Entrance to community?
Driveways and parking areas?
Landscaping?
Trash areas?
Laundry room?
Mail box access?
Pool area
Clubhouse?
Firness Center?
Model Apartment?
Vacant Apartment?
BONUS

Office Impression
Was leasing office clean and inviting?
Were the desks uncluttered and business like?
Were marketing materials displayed professionally?

If you answered No on any of these questions, please explain




Greeting / First Impressions                              Possible Points   Points Earned
Professionally dressed for property?                                   3
Stood to great you and smiled in friendly manner?                      3
Introduced self and asked your name?                                 3
If busy, acknowledged you and asked to wait?                Yes                  No
BONUS
Was consultant wearing name tag?                                     1
Were you offered refreshments?                                       1


Qualifying and Gathering
Was a guest card completed?                                           4
Clearly Explained Cooperative Living?                                10
If possible, did the consultant assist in filling it out?             2
Asked what size apartment you needed?                                 1
Asked the number of occupants?                                        1
Qualified you for pets?                                               1
Asked when you needed to move?                                        1
Explained any special income restrictions/ requirements               3
Asked how you heard about property?                                   1
Asked your reason for moving?                                         2
Asked price range desired?                                            1
Asked where you are employed?                                         1
Asked if you have special needs / wants/ desires?                     5
BONUS
Asked which properties you have or plan to visit?                    1
Asked how long your current commute to work is?                      2


Demonstrate / Tour
Did consultant show or describe at least 3 amenities                 5
If so, which ones:                                          Please               Circle
Laundry                                                     YES                  NO
Pool                                                        YES                  NO
Mail Area                                                   YES                  NO
Landscape                                                   YES                  NO
Playground                                                  YES                  NO
Tennis Court                                                YES                  NO
Firness Center                                              YES                  NO
Parking Space                                               YES                  NO
Trash Area                                                  YES                  NO
Other:                                                      YES                  NO
Did consultant use Guest Card during presentation?                   2
Tour facilities/amenities before model / vacant?                     2
Were you shown a model, vacant or both?                     MODEL         BOTH   VACANT
Mentioned planned activities?                                        2
Did consultant present features and sell benefits?                   3
Discussed the quality of residents living at property?               2
Praised on site staff / maintenance?                                 3
Show specific benefits of model/vacant (point, move etc)             3
Discussed surrounding areas conveniences?                            3
BONUS
Introduced another staff member and or resident?                     3
Mentioned renters insurance?                                         2
Closing Techniques
During presentation was urgency created?                    5
Attempted to overcome any objectons raised?                 3
Were objections overcome to your satisfaction?              2
Attempted to ask for a deposit in the vacant or model?      5
Attemped a second close?                                    5
Asked prospect to return for another visit?                 2
Gave brochure/marketing materials afer return to office?    2
BONUS
If property didn’t meet your needs did consultant
refer you to another location?                              1
Did consultant attempt third close?                         2


Professionalism
Was a sense of rapport created?                             2
Was the presentation natural, not "canned"?                 2
Used your name during the presentation?                     2
Did the consultant control visit without being pushy?       2


Follow Up
Did you receive a follow up telephone call?                 4
With in 48 hours?                                           2
Did you receive a Thank you card?                           4
With in 5 days?                                             2

Total Points                                               110
(plus 13 bonus points possible)
Comments:
On Site Sales Evaluation
Shopper Information                                       Property:
Name Given                                                Consultant:
Employment / Occupation                                   Date of Visit:
Current Residence:                                        Time of Visit:
Reason for Moving
Date Apartment is needed:
Size Needed:
Special needs/wants/ desires
Desired price range




                                                          Yes              No
Community Presentation
Signage, attractive, visible, well maintained?
Was there a large sign clearly defining the community?
Was the leasing office easy to find?
Were each of the following clean /well maintained?
Entrance to community?
Driveways and parking areas?
Landscaping?
Trash areas?
Laundry room?
Mail box access?
Pool area
Clubhouse?
Firness Center?
Model Apartment?
Vacant Apartment?
BONUS

Office Impression
Was leasing office clean and inviting?
Were the desks uncluttered and business like?
Were marketing materials displayed professionally?

If you answered No on any of these questions, please explain
Greeting / First Impressions                                Possible Points   Points Earned
Professionally dressed for property?                                     3
Stood to great you and smiled in friendly manner?                        3
Introduced self and asked your name?                                     3
If busy, acknowledged you and asked to wait?                Yes               No
BONUS
Was consultant wearing name tag?                                        1
Were you offered refreshments?                                          1


Qualifying and Gathering
Was a guest card completed?                                             4
If possible, did the consultant assist in filling it out?               2
Asked what size apartment you needed?                                   1
Asked the number of occupants?                                          1
Qualified you for pets?                                                 1
Asked when you needed to move?                                          1
Explained any special income restrictions/ requirements                 3
Asked how you heard about property?                                     1
Asked your reason for moving?                                           2
Asked price range desired?                                              1
Asked where you are employed?                                           1
Asked if you have special needs / wants/ desires?                       5
BONUS
Asked which properties you have or plan to visit?                       1
Asked how long your current commute to work is?                         2


Demonstrate / Tour
Did consultant show or describe at least 3 amenities                    5
If so, which ones:                                          Please            Circle
Laundry                                                     YES               NO
Pool                                                        YES               NO
Mail Area                                                   YES               NO
Landscape                                                   YES               NO
Playground                                                  YES               NO
Tennis Court                                                YES               NO
Firness Center                                              YES               NO
Parking Space                                               YES               NO
Trash Area                                                  YES               NO
Other:                                                     YES                  NO
Did consultant use Guest Card during presentation?                  2
Tour facilities/amenities before model / vacant?                    2
Were you shown a model, vacant or both?                    MODEL         BOTH   VACANT
Mentioned planned activities?                                       2
Did consultant present features and sell benefits?                  3
Discussed the quality of residents living at property?              2
Praised on site staff / maintenance?                                3
Show specific benefits of model/vacant (point, move etc)            3
Discussed surrounding areas conveniences?                           3
BONUS
Introduced another staff member and or resident?                    3
Mentioned renters insurance?                                        2


Closing Techniques
During presentation was urgency created?                            5
Attempted to overcome any objectons raised?                         3
Were objections overcome to your satisfaction?                      2
Attempted to ask for a deposit in the vacant or model?              5
Attemped a second close?                                            5
Asked prospect to return for another visit?                         2
Gave brochure/marketing materials afer return to office?            2
BONUS
If property didn’t meet your needs did consultant
refer you to another location?                                      1
Did consultant attempt third close?                                 2


Professionalism
Was a sense of rapport created?                                     2
Was the presentation natural, not "canned"?                         2
Used your name during the presentation?                             2
Did the consultant control visit without being pushy?               2


Follow Up
Did you receive a follow up telephone call?                         4
With in 48 hours?                                                   2
Did you receive a Thank you card?                                   4
With in 5 days?                                                     2

Total Points                                                       100
(plus 13 bonus points possible)
Comments:
Market Comp Grid
                     Subj. Property Comp. #1   Comp #2   Comp. #3   Comp. #4

Name of Property

Address
Mgmt Company
# of Units for
type/total
Security Deposit
Length of Lease
Unit Type
Rental Rate

Square Foot
Location
Heat incl.
Elec. Incl.
Blinds / Drapes
Dwshr / Disposal
Air Conditioning
Patio / Balcony
Washer Dryer in
unit
Covered Parking
Fireplace
Pool
Fitness Center
Easy Mass Trans
Pets allowed
Microwave
Walk in Closet
Vaulted Ceiling
Private entrance
Storage
Clubhouse
Laundry Facilities
Play Area
Security Gate
Ceiling Fans


Total Value
Rent Adjusment
Adjusted Rent

				
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