Memorandum
TO:
FROM:
DATE:
SUBJECT: Performance Appraisal for Alan Buchannan
Alan Buchannan completed his basic training program four months ago and is progressing as expected in learning his territory. I am pleased with his performance and look forward to increased sales as he gets more experience in presentation techniques. To date, he has sold six copiers and furnished five leads that have resulted in three typewriter sales. Because of his fluency in both English and French, I have hopes of eventually directing him into our International Marketing Division’s management training program.
Alan has been conscientious in submitting sales and expense reports by the required deadlines with the appropriate documentation. In all such paperwork, he shows great attention to detail.
His interpersonal skills are excellent. In my visits to his territory, I’ve noted his instant rapport with clients—the same rapport he has earlier established with his peers at training sessions and monthly meetings.
Alan also demonstrates a conscientious attitude toward work in his long hours (returning phone calls even late into the evening) and his voluminous reading of outside material on competitors’ products as well as our own lines.
Closing techniques, one area of needed improvement, will be my primary focus with him in the months to come. He has asked me to accompany him to three of his most difficult accounts and then to offer intensive follow-up critique.
Alan continues to be an asset to our division, and I look forward to helping him increase sales by 15 percent during this next three-month period.
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