27 Jan Explain the common basic terminology used in professional sales. Explain the importance of FAB. Create a FAB chart of 10 c
Explain the common basic terminology used in professional sales.
- Explain the importance of FAB. Create a FAB chart of 10 characteristics of your favorite product.
- Describe what each of the four key characteristics of a brand has to do with selling
- Explain how key performance indicators (KPIs) help gauge the productivity of each salesperson.
- Describe the role of sales in everyday life and within an organization.
You are a new sales representative for your favorite product, and you are attempting to fill your pipeline with sales leads. - Describe the benefits of three prospecting sources.
- Describe how the sales funnel applies to qualifying and prioritizing prospects.
- Describe customer relationship management (CRM) system and provide an example of how it is used by a professional salesperson.
- Demonstrate a basic understanding of the characteristics and skills of a successful sales professional.
- Describe at least three characteristics of a good salesperson. Explain which you have now and which, if any, must be developed.
- Describe consultative selling and explain how it is different from transactional selling.
- Discuss the sentence, “Salespeople are communicators, not manipulators.” Explain what it means and why it’s important to know in sales.
- favorite brand: coke
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MKT 270 Midterm Exam and Rubric
Midterm Exam In this assignment, you will demonstrate your mastery of the following course outcomes:
MKT-270-01: Identify and explain the common basic terminology used in professional sales
MKT-270-02: Describe the role of sales in everyday life and within an organization
MKT-270-03: Demonstrate a basic understanding of the characteristics and skills of a successful sales professional Address the following in your submission:
1. Identify and explain the common basic terminology used in professional sales. [MKT-270-01] a. Explain the importance of FAB. Create a FAB chart of 10 characteristics of your favorite product. b. Describe what each of the four key characteristics of a brand has to do with selling c. Explain how key performance indicators (KPIs) help gauge the productivity of each salesperson.
2. Describe the role of sales in everyday life and within an organization. [MKT-270-02]
You are a new sales representative for your favorite product, and you are attempting to fill your pipeline with sales leads.
a. Describe the benefits of three prospecting sources. b. Describe how the sales funnel applies to qualifying and prioritizing prospects. c. Describe customer relationship management (CRM) system and provide an example of how it is used by a professional salesperson.
3. Demonstrate a basic understanding of the characteristics and skills of a successful sales professional. [MKT-270-03]
a. Describe at least three characteristics of a good salesperson. Explain which you have now and which, if any, must be developed. b. Describe consultative selling and explain how it is different from transactional selling. c. Discuss the sentence, “Salespeople are communicators, not manipulators.” Explain what it means and why it’s important to know in sales.
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Rubric Guidelines for Submission: Your midterm exam should be submitted as a 5- to 7-page Word document (in addition to the References section) with double spacing, 12-point Times New Roman, and one-inch margins. Sources should be cited according to APA style.
Critical Elements Exemplary (100%) Proficient (85%) Needs Improvement (55%) Not Evident (0%) Value
Importance of FAB (MKT-270-01)
Meets “Proficient” requirements and demonstrates sophisticated awareness of topic
Explains the importance of FAB and creates a FAB chart of 10 characteristics of favorite product
Explanation and FAB chart is cursory or contains some errors
Does not explain the importance of FAB and create a FAB chart of 10 characteristics of favorite product
10
Four Key Characteristics of a
Brand (MKT-270-01)
Meets “Proficient” requirements and demonstrates sophisticated awareness of topic
Describes what each of the four key characteristics of a brand has to do with selling
Description is cursory or contains some errors
Does not describe what each of the four key characteristics of a brand has to do with selling
10
Key Performance Indicators
(MKT-270-01)
Meets “Proficient” requirements and demonstrates sophisticated awareness of topic
Explains how key performance indicators help gauge the productivity of each salesperson
Explanation is cursory or contains some errors
Does not explain how key performance indicators help gauge the productivity of each salesperson
10
Prospecting Sources (MKT-270-02)
Meets “Proficient” requirements and demonstrates sophisticated awareness of topic
Describes the benefits of three prospecting sources
Description is cursory or contains some errors
Does not describe the benefits of three prospecting sources
10
Sales Funnel (MKT-270-02)
Meets “Proficient” requirements and demonstrates sophisticated awareness of topic
Describes how the sales funnel applies to qualifying and prioritizing prospects
Description is cursory or contains some errors
Does not describe how the sales funnel applies to qualifying and prioritizing prospects
10
CRM (MKT-270-02)
Meets “Proficient” requirements and demonstrates sophisticated awareness of topic
Describes customer relationship management (CRM) and provides an example of how it is used by a professional salesperson
Description is cursory or contains some errors
Does not describe customer relationship management (CRM) and provide an example of how it is used by a professional salesperson
10
Characteristics of a Good Salesperson
(MKT-270-03)
Meets “Proficient” requirements and demonstrates sophisticated awareness of topic
Describes at least three characteristics of a good salesperson and explains which they have now and which must be developed
Description or explanation is cursory or not based on course material
Does not describe at least three characteristics of a good salesperson and/or explain which they have now and which must be developed
10
3
Critical Elements Exemplary (100%) Proficient (85%) Needs Improvement (55%) Not Evident (0%) Value
Consultative Selling (MKT-270-03)
Meets “Proficient” requirements and demonstrates sophisticated awareness of topic
Describes consultative selling and explains how it is different from transactional selling
Description or explanation is cursory or not based on course material
Does not describe consultative selling and explain how it is different from transactional selling
10
Communicators (MKT-270-03)
Meets “Proficient” requirements and demonstrates sophisticated awareness of topic
Discusses the sentence, “Salespeople are communicators, not manipulators” and explains what it means and why it’s important to know in sales
Description or explanation is cursory or not based on course material
Does not discuss the sentence, “Salespeople are communicators, not manipulators.”
10
Articulation of Response
Submission is free of errors related to citations, grammar, spelling, syntax, and organization and is presented in a professional and easy to read format.
Submission has no major errors related to citations, grammar, spelling, syntax, or organization.
Submission has major errors related to citations, grammar, spelling, syntax, or organization that negatively impact readability and articulation of main ideas.
Submission has critical errors related to citations, grammar, spelling, syntax, or organization that prevent understanding of ideas.
10
Total 100%
