06 Aug Using each of the 5 types of objections, determine how Barneby’s Auctions may object to your sales pitch.
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COM/539 Grading Rubrics Wk 2 Summative Assessment: Influencing Skills Email ……………………………………………………………………………………………………………………………… 2 Wk 4 Summative Assessment: Customer Relationship Management Sales Pitch …………………………………………………………………………………………. 4 Wk 6 Summative Assessment: Sales Presentation ……………………………………………………………………………………………………………………………………. 6
Grading Rubrics COM/539 v3 Page 2 of 7
Copyright 2022 by University of Phoenix. All rights reserved.
Wk 2 Summative Assessment: Influencing Skills Email
Criteria Exemplary 90–100% A- to A
Proficient 74-89% C to B+
Developing 60-73% D to C-
Needs Improvement 0-59%
F
1. Expressive Communication
Weight: 30%
Thoroughly evaluated the verbal and nonverbal communication strategies Johan used in his conversation with Britni in the scenario and included an example of how to improve both skills Moderately evaluated the verbal and nonverbal communication strategies Johan used in his conversation with Britni in the scenario and included an example of how to improve both skills Partially evaluated the verbal and nonverbal communication strategies Johan used in his conversation with Britni in the scenario and included an example of how to improve both skills Vaguely evaluated or did not evaluate the verbal and nonverbal communication strategies Johan used in his conversation with Britni in the scenario
2. Receptive Communication
Weight: 30%
Thoroughly evaluated the verbal and nonverbal communication strategies Johan received from Britni in the scenario and included an example of how Johan can more effectively respond to her cues Moderately evaluated the verbal and nonverbal communication strategies Johan received from Britni in the scenario and included an example of how Johan can more effectively respond to her cues Partially evaluated the verbal and nonverbal communication strategies Johan received from Britni in the scenario and included an example of how Johan can more effectively respond to her cues Vaguely evaluated or did not evaluate the verbal and nonverbal communication strategies Johan received from Britni in the scenario
3. Technology Recommendations
Weight: 10%
Recommended an insightful use of technology Johan can use to enhance his communication in this scenario Recommended an adequate use of technology Johan can use to enhance his communication in this scenario Recommended a limited use of technology Johan can use to enhance his communication in this scenario Recommended an improper use of technology Johan can use to enhance his communication in this scenario, or did not provide a recommendation
4. Adaptive-Selling Strategies
Weight: 15%
Identified 2 insightful adaptive-selling strategies that Johan could have used to strengthen his position Identified 2 sufficient adaptive-selling strategies that Johan could have used to strengthen his position Identified 2 somewhat sufficient adaptive-selling strategies that Johan could have used to strengthen his position Identified 2 inaccurate adaptive-selling strategies that Johan could have used to strengthen his position, or did not identify strategies
Grading Rubrics COM/539 v3 Page 3 of 7
Copyright 2022 by University of Phoenix. All rights reserved.
Criteria Exemplary 90–100% A- to A
Proficient 74-89% C to B+
Developing 60-73% D to C-
Needs Improvement 0-59%
F
5. Constructive and Professional Feedback
Weight: 10%
Provided constructive and professional feedback in a clear and inclusive manner Provided constructive and professional feedback in a mostly clear and inclusive manner Provided constructive and professional feedback in a somewhat clear and inclusive manner Provided constructive and professional feedback in an ineffective manner, or did not provide feedback
6. Expression of Ideas/Thought and Audience Awareness: Written Communication
Weight: 5%
Thoroughly put ideas and thoughts to words, using relevant content and appropriate forms of communication to convey the information Comprehensive awareness of audience through use of effective delivery techniques, evidence, sources, and illustrations to support stance Moderately put ideas and thoughts to words, using relevant content and appropriate forms of communication to convey the information Adequate awareness of audience through use of effective delivery techniques, evidence, sources, and illustrations to support stance Vaguely put ideas and thoughts to words, using relevant content and appropriate forms of communication to convey the information Minimal awareness of audience through use of effective delivery techniques, evidence, sources, and illustrations to support stance Did not put ideas and thoughts to words, using relevant content and appropriate forms of communication to convey the information Did not have an awareness of audience through use of effective delivery techniques, evidence, sources, and illustrations to support stance
Grading Rubrics COM/539 v3 Page 4 of 7
Copyright 2022 by University of Phoenix. All rights reserved.
Wk 4 Summative Assessment: Customer Relationship Management Sales Pitch
Criteria Exemplary 90–100% A- to A
Proficient 74-89% C to B+
Developing 60-73% D to C-
Needs Improvement 0-59%
F
1. Sales Pitch
Weight: 30%
Clearly communicated the value proposition of placing ads in both online and print versions of the newspaper in a respectful and professional manner Sufficiently communicated the value proposition of placing ads in both online and print versions of the newspaper in a respectful and professional manner Partially communicated the value proposition of placing ads in both online and print versions of the newspaper in a respectful and professional manner Vaguely communicated or did not communicate the value proposition of placing ads in both online and print versions of the newspaper in a respectful and professional manner
2. Objection Chart: Objection
Weight: 20%
Listed perceptive objections that covered the 5 types of objections Listed sufficient objections that covered the 5 types of objections Listed flawed objections that may not have covered all 5 types of objections Listed inaccurate objections that may not have covered all 5 types of objections, or did not list objections
3. Objection Chart: Potential Objection Reasons
Weight: 20%
Predicted an insightful potential reason for each listed objection Predicted an acceptable potential reason for each listed objection Predicted a superficial potential reason for each listed objection Predicted an unacceptable or inaccurate potential reason for each listed objection, or did not list potential reasons
4. Objection Chart: Potential Objection Responses
Weight: 25%
Predicted an insightful potential response for each listed objection Predicted an acceptable potential response for each listed objection Predicted a superficial potential response for each listed objection Predicted an unacceptable or inaccurate potential response for each listed objection, or did not list potential responses
5. Expression of Ideas/Thought and Audience Awareness:
Thoroughly put ideas and thoughts to words, using relevant content and appropriate forms of Moderately put ideas and thoughts to words, using relevant content and appropriate forms of Vaguely put ideas and thoughts to words, using relevant content and appropriate forms of Did not put ideas and thoughts to words, using relevant content and appropriate forms of
Grading Rubrics COM/539 v3 Page 5 of 7
Copyright 2022 by University of Phoenix. All rights reserved.
Criteria Exemplary 90–100% A- to A
Proficient 74-89% C to B+
Developing 60-73% D to C-
Needs Improvement 0-59%
F
Written Communication
Weight: 5%
communication to convey the information Comprehensive awareness of audience through use of effective delivery techniques, evidence, sources, and illustrations to support stance communication to convey the information Adequate awareness of audience through use of effective delivery techniques, evidence, sources, and illustrations to support stance communication to convey the information Minimal awareness of audience through use of effective delivery techniques, evidence, sources, and illustrations to support stance communication to convey the information Did not have an awareness of audience through use of effective delivery techniques, evidence, sources, and illustrations to support stance
Grading Rubrics COM/539 v3 Page 6 of 7
Copyright 2022 by University of Phoenix. All rights reserved.
Wk 6 Summative Assessment: Sales Presentation
Criteria Exemplary 90–100% A- to A
Proficient 74-89% C to B+
Developing 60-73% D to C-
Needs Improvement 0-59%
F
1. Marketing Strategy Summary
Weight: 15%
Thoroughly summarized the developed marketing strategy Sufficiently summarized the developed marketing strategy Somewhat summarized the developed marketing strategy Minimally summarized the developed marketing strategy, or did not summarize the marketing strategy
2. Communication Methods
Weight: 15%
Insightfully evaluated 2 communication methods used and how they impacted the sales approach Sufficiently evaluated 2 communication methods used and how they impacted the sales approach Partially evaluated 2 communication methods used and how they impacted the sales approach Narrowly evaluated 2 communication methods used and how they impacted the sales approach, or did not address the impact on sales
3. Recommendations
Weight: 30%
Provided insightful recommendations for how Prime Apparel can evaluate business research and analytics to support planning and decision- making Provided competent recommendations for how Prime Apparel can evaluate business research and analytics to support planning and decision- making Provided flawed recommendations for how Prime Apparel can use business research and analytics to support planning and decision- making Provided superficial recommendations for how Prime Apparel can use business research and analytics to support planning and decision- making, or did not provide recommendations
4. Impact on Sales Decisions
Weight: 35%
Thoroughly explained how the marketing strategy impacts sales decisions and how the sales teams need to communicate these decisions and information Sufficiently explained how the marketing strategy impacts sales decisions and how the sales teams need to communicate these decisions and information Somewhat explained how the marketing strategy impacts sales decisions and how the sales teams need to communicate these decisions and information Narrowly explained how the marketing strategy impacts sales decisions and how the sales teams need to communicate these decisions and information, or did not explain impact
Grading Rubrics COM/539 v3 Page 7 of 7
Copyright 2022 by University of Phoenix. All rights reserved.
Criteria Exemplary 90–100% A- to A
Proficient 74-89% C to B+
Developing 60-73% D to C-
Needs Improvement 0-59%
F
5. Digital Information Literacy
Weight 5%
Researched and gathered enough information from a variety of sources, analyzed the plausibility and accuracy of information and utilized appropriately to inform action Mostly researched and gathered information from a variety of sources, analyzed the plausibility and accuracy of information and utilized appropriately to inform action; more detail is needed Partially researched and gathered information from a variety of sources, analyzed the plausibility and accuracy of information and utilized appropriately to inform action; much more detail is needed and there may be some inaccuracies Did not research or gather information from a variety of sources, analyze the plausibility and accuracy of information and utilize appropriately to inform action, or did so with major inaccuracies
COM/539 Grading Rubrics
Wk 2 Summative Assessment: Influencing Skills Email
Wk 4 Summative Assessment: Customer Relationship Management Sales Pitch
Wk 6 Summative Assessment: Sales Presentation
