BBA - Marketing: Professional Selling Specialty Rubric LEVEL OF ACHIEVEMENT EXCEEDS EXPECTATIONS MEETS EXPECTATIONS DOES NOT MEET EXPECTATIONS CRITERIA OF EVALUATION (OUTCOMES) ISLO #1 The student provides a The student provides an adequate The student fails to provide a Students will comprehensive description of the description of the customer to whom a description of the customer to whom a develop and deliver customer to whom a product/service is being presented as product/service is being presented as a sales product/service is being presented well as the product/service being sold. well as the product/service being sold. presentation as well as the product/service being Further the student develops an Further the student fails to develop a sold. Further the student develops a adequate sales presentation that sales presentation that includes all the superior sales presentation that includes all of the following steps: following steps: gaining buyer attention includes all the following steps: gaining buyer attention and creating a and creating a credible rapport; clearly gaining buyer attention and creating credible rapport; clearly identifying and identifying and confirming buyer needs; a credible rapport; clearly confirming buyer needs; overcoming overcoming objectives, and closing the identifying and confirming buyer objectives, and closing the presentation. needs; overcoming objectives, and presentation. closing the presentation. The presenter fails to deliver a The presenter delivers an average presentation that meets all The presenter delivers an presentation that meets all professional standards of outstanding presentation that professional standards of communication. meets all professional standards of communication. communication. ISLO #2 The student conducts a The student conducts an adequate The student fails to conduct an analysis Students will apply comprehensive analysis of a analysis of a business-to-business of a business-to-business situation or to sales management business-to-business situation, situation, adequately identifies key identify key issues/problems facing an concepts in the clearly identifies key issues/problems facing an organization, organization. Further the student fails analyses, issues/problems facing an and adequately illustrates how they to illustrate how the key issues affect formulation, and organization, and clearly illustrates affect the organization’s sales the organization’s sales decisions. In evaluation of sales how they affect the organization’s decisions. In addition, the student addition, the student fails to discuss programs sales decisions. In addition, the discusses a few alternative solutions
BBA - Marketing: Professional Selling Specialty Rubric CRITERIA OF EVALUATION (OUTCOMES) LEVEL OF ACHIEVEMENT EXCEEDS EXPECTATIONS MEETS EXPECTATIONS DOES NOT MEET EXPECTATIONS ISLO #1 Students will develop and deliver a sales presentation The student provides a comprehensive description of the customer to whom a product/service is being presented as well as the product/service being sold. Further the student develops a superior sales presentation that includes all the following steps: gaining buyer attention and creating a credible rapport; clearly identifying and confirming buyer needs; overcoming objectives, and closing the presentation. The presenter delivers an outstanding presentation that meets all professional standards of communication. The student provides an adequate description of the customer to whom a product/service is being presented as well as the product/service being sold. Further the student develops an adequate sales presentation that includes all of the following steps: gaining buyer attention and creating a credible rapport; clearly identifying and confirming buyer needs; overcoming objectives, and closing the presentation. The presenter delivers an average presentation that meets all professional standards of communication. The student fails to provide a description of the customer to whom a product/service is being presented as well as the product/service being sold. Further the student fails to develop a sales presentation that includes all the following steps: gaining buyer attention and creating a credible rapport; clearly identifying and confirming buyer needs; overcoming objectives, and closing the presentation. The presenter fails to deliver a presentation that meets all professional standards of communication. ISLO #2 Students will apply sales management concepts in the analyses, formulation, and evaluation of sales programs The student conducts a comprehensive analysis of a business-to-business situation, clearly identifies key issues/problems facing an organization, and clearly illustrates how they affect the organization’s sales decisions. In addition, the The student conducts an adequate analysis of a business-to-business situation, adequately identifies key issues/problems facing an organization, and adequately illustrates how they affect the organization’s sales decisions. In addition, the student discusses a few alternative solutions The student fails to conduct an analysis of a business-to-business situation or to identify key issues/problems facing an organization. Further the student fails to illustrate how the key issues affect the organization’s sales decisions. In addition, the student fails to discuss