Professional Selling
Professional Selling covers four sales formats, their buyer scenarios, and the rubrics used to review them.
The four sales templates
Professional Selling is the pack for practicing and assessing sales conversations. Its four templates cover a short pitch, discovery, objections, and a complete call. Each template includes five buyer scenarios.
Pitch to a Buyer
Your own buyer lets you supply a situation. The student instructions and buyer brief describe the conversation that you assign.
Buyer scenarios
| Template | Scenario example | The situation |
|---|---|---|
| Pitch to a Buyer | Marlow Outdoor Supply | Ruth Abernathy stops at a trade show booth to hear about a filter water bottle. |
| Discovery Call | Hearth & Home | Tom Okafor opens a third store in 10 weeks and needs fixtures that require 6 weeks to build. |
| Objection Handling Drill | Meadowbrook Home Health | Keith Donnelly questions whether his 140 nurses will use another app. |
| Full Sales Call | Summit Ridge Fitness | Jordan Pike manages 4 gyms with phone bookings and paper sign-up sheets. |
A live buyer talks with each student enables a buyer who speaks and responds during the recording when that control is available. The recording includes both voices. The objection drill presents objections in sequence on prompt cards.
Starting recording settings
| Setting | Starting choice |
|---|---|
| Recording attempts | Retakes allowed for the pitch, discovery call, and objection drill; One try for Full Sales Call |
| Screen sharing | Off in all four templates |
| Verification phrase and Session signals | Off in all four templates |
| Self-review with the rubric and Peer review | Off in all four templates |
Details holds these choices for revision before you create the assignment. Students then follow the instructions for their assigned buyer.
Reviewing sales work
The pitch rubric assesses the assignment, the listener's problem, the benefit, and the proposed next step. You score its camera and time criteria yourself. Filler words receive coaching.
Discovery Call uses the Needs-Discovery Sales Rubric. The AI lists the discovery questions that the student asked. The drill's rubric, named Prepara Objection Drill, assesses how the student clarifies, answers, and resolves objections.
Human judges use the ICSC Rounds 2 & 3 form for Full Sales Call. Submitted recordings appear on the assignment page for review. Release feedback makes held comments and scores available to students.