Present sales concepts and analysis Describe the differences in selling characteristics between B2B and B2C selling. I

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MKT 270 Final Exam and Rubric

Final Exam In this assignment, you will demonstrate your mastery of the following course outcomes:

MKT-270-04: Present sales concepts and analysis MKT-270-05: Use the selling process to effectively adapt to a sales situation

Address the following in your submission:

1. Present sales concepts and analysis. [MKT-270-04]

a. Describe the differences in selling characteristics between B2B and B2C selling. b. Identify the three types of B2B buyers and differentiate between B2C and B2B buying decisions. c. Outline the six types of closes or methods for obtaining commitment. For each method, share an example of what you would say.

2. Use the selling process to effectively adapt to a sales situation [MKT-270-05]

a. Explain how the buying and selling processes are evolving. b. Describe four strategies to handle objections and discuss how you would handle each one. c. Outline the four stages of SPIN selling and provide an example question for each stage.

3. Choose one of the following products and describe at least two ways in which the product is sold differently to businesses vs. consumers. [MKT-270-04]

1. Apple iPhone 2. Nike Air Max Shoes 3. Sphero Bolt 4. Starbucks House Blend Coffee 5. Paul Mitchell Sculpting Foam

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Rubric Guidelines for Submission: Your final 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

B2B and B2C Selling Meets “Proficient” requirements and demonstrates sophisticated awareness of topic

Describes the differences in selling characteristics between B2B and B2C selling

Description is cursory or contains errors

Does not describe the differences in selling characteristics between B2B and B2C selling

13

B2B Buyers Meets “Proficient” requirements and demonstrates sophisticated awareness of topic

Identifies the three types of B2B buyers and differentiates between B2C and B2B buying decisions

Identification and differentiation is cursory or contains errors

Does not identify the three types of B2B buyers and differentiate between B2C and B2B buying decisions

13

Six Types of Closes Meets “Proficient” requirements and demonstrates sophisticated awareness of topic

Outlines the six types of closes or methods for obtaining commitment; for each method, shares an example of what they would say

Response is cursory or contains errors

Does not outline the six types of closes or methods for obtaining commitment

13

Buying and Selling Processes

Meets “Proficient” requirements and demonstrates sophisticated awareness of topic

Explains how the buying and selling processes are evolving

Explanation is cursory or contains errors

Does not explain how the buying and selling processes are evolving

13

Strategies to Handle Objections

Meets “Proficient” requirements and demonstrates sophisticated awareness of topic

Describes four strategies to handle objections and discusses how you would handle each one

Description is cursory or contains errors

Does not describe four strategies to handle objections

13

Stages of SPIN Selling

Meets “Proficient” requirements and demonstrates sophisticated awareness of topic

Outlines the four stages of SPIN selling and provides an example question for each stage

Response is cursory or contains errors

Does not outline the four stages of SPIN selling and provide an example question for each stage

13

B2B vs. B2C Meets “Proficient” requirements and demonstrates sophisticated awareness of topic

Describes at least two ways in which the product is sold differently to businesses vs. consumers

Description is cursory or contains errors

Does not describe at least two ways in which a product is sold differently to businesses vs. consumers

13

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Critical Elements Exemplary (100%) Proficient (85%) Needs Improvement (55%) Not Evident (0%) Value

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.

9

Total 100%