Selling Business & Finance homework help

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 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
     

1

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.

2

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%

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