Sample Assignment:
Voice Mail
You are leaving a voice mail to me, Dr. Andy Wood, about setting an appointment to discuss you representing James Madison University at the World Collegiate Sales Open. The World Collegiate Sales Competition is the premier intercollegiate sales competition, and historically JMU has finished in the top 10 with last year coming in tied for first. The competition only allows 10 competitors from each University. As you prepare your voice mail, consider what you think you know are my needs and desires of the students that represent James Madison University. So here is some background.
I have been a judge of these presentations in the past. I think that JMU students should do better than most of the students I have judged in the past. Most of the other judges and the professors that have students entering the contest are friends of mine that I see 2 or 3 times a year. We kid each other a great deal. A common topic is about which of us is the best professor and teacher of sales. This means, for me to have students that enter this contest and not do well will open me up to some jokes. While a little kidding will not kill me, I would like to see the JMU representatives do very well. Additionally, I have written an article about quality voice mails that are widely cited and used in industry. You can do a little research and probably find that article.
So in your message to me, you need to create a value proposition that indicates how you might meet my needs. Look over the tip section and look for ideas to include in your value proposition. And remember, you are trying to be concise and just get an appointment to expand on why you should represent JMU. Remember to start using nonverbal signals as well as listen for them. Just a reminder, the goal is a two-way face to face conversation, not only you talking on the phone. Do not try to convince me on the phone!
Rubric
Element Range Abbreviated Rubric
Introduction (0-10 pts) First name only earns 5 pts, full name or frame of reference 8 pts, frame of reference & full name 10 pts
EQ/Trust (0-10 pts) No element of matching VM greeting, thank you, tone 0 pts, 1 of 3 3 pts, 2 of 3 6 pts, all 3 elements 10 pts
Benefit (0-10 pts) No statement of benefit to target 0 pts, uses word benefit or value no proof 5 pts, clear benefit 10 pts
Skills (0-10 pts) No mention of skills 0 pts, mentions skills no quantified evidence 5 pts, skills with evidence 10 pts
Follow-up (0-10 pts) No follow-up 0 pts, Verbalize 1 of Day, time, & type follow-up 3 pts, 2 elements 6 pts, all 3 elements 10 pts
Cust. Focus (0-10 pts) Does not give name or phone number 0 pts, one or other once 5 pts, name or number twice 10 pts
Pacing/Tone (0-10 pts) Misses tone & pace 5 pts, misses pace or tone of greeting 7 pts, speeding up at end 7 pts, matchs prof 10 pts
Sound (0-10 pts) Wind noise or clearly walking 5 pts, background noise 7pts, no need to adjust volume 10 pts
Verbal Skills (0-10 pts) Excessive verbal distractors 3 pts, clear speech but lack enthusiasm/confidence 6 pts, perfect10 pts
Concise (0-10 pts) Less than 30 secs 0 pts, 30-45 secs 8pts, 45-55 10 pts, 55 -60 secs 8 pts, over a minute 5 pts, cut-off 0 pts
Voice Mail
You are leaving a voice mail to me, Dr. Andy Wood, about setting an appointment to discuss you representing James Madison University at the World Collegiate Sales Open. The World Collegiate Sales Competition is the premier intercollegiate sales competition, and historically JMU has finished in the top 10 with last year coming in tied for first. The competition only allows 10 competitors from each University. As you prepare your voice mail, consider what you think you know are my needs and desires of the students that represent James Madison University. So here is some background.
I have been a judge of these presentations in the past. I think that JMU students should do better than most of the students I have judged in the past. Most of the other judges and the professors that have students entering the contest are friends of mine that I see 2 or 3 times a year. We kid each other a great deal. A common topic is about which of us is the best professor and teacher of sales. This means, for me to have students that enter this contest and not do well will open me up to some jokes. While a little kidding will not kill me, I would like to see the JMU representatives do very well. Additionally, I have written an article about quality voice mails that are widely cited and used in industry. You can do a little research and probably find that article.
So in your message to me, you need to create a value proposition that indicates how you might meet my needs. Look over the tip section and look for ideas to include in your value proposition. And remember, you are trying to be concise and just get an appointment to expand on why you should represent JMU. Remember to start using nonverbal signals as well as listen for them. Just a reminder, the goal is a two-way face to face conversation, not only you talking on the phone. Do not try to convince me on the phone!
Rubric
Element Range Abbreviated Rubric
Introduction (0-10 pts) First name only earns 5 pts, full name or frame of reference 8 pts, frame of reference & full name 10 pts
EQ/Trust (0-10 pts) No element of matching VM greeting, thank you, tone 0 pts, 1 of 3 3 pts, 2 of 3 6 pts, all 3 elements 10 pts
Benefit (0-10 pts) No statement of benefit to target 0 pts, uses word benefit or value no proof 5 pts, clear benefit 10 pts
Skills (0-10 pts) No mention of skills 0 pts, mentions skills no quantified evidence 5 pts, skills with evidence 10 pts
Follow-up (0-10 pts) No follow-up 0 pts, Verbalize 1 of Day, time, & type follow-up 3 pts, 2 elements 6 pts, all 3 elements 10 pts
Cust. Focus (0-10 pts) Does not give name or phone number 0 pts, one or other once 5 pts, name or number twice 10 pts
Pacing/Tone (0-10 pts) Misses tone & pace 5 pts, misses pace or tone of greeting 7 pts, speeding up at end 7 pts, matchs prof 10 pts
Sound (0-10 pts) Wind noise or clearly walking 5 pts, background noise 7pts, no need to adjust volume 10 pts
Verbal Skills (0-10 pts) Excessive verbal distractors 3 pts, clear speech but lack enthusiasm/confidence 6 pts, perfect10 pts
Concise (0-10 pts) Less than 30 secs 0 pts, 30-45 secs 8pts, 45-55 10 pts, 55 -60 secs 8 pts, over a minute 5 pts, cut-off 0 pts
