1. Present sales concepts and analysis. 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.
MKT 270 Final Exam Guidelines and Rubric
Final Exam
In this assignment, you will demonstrate your mastery of the following course outcomes:
· Present sales concepts and analysis
· Use the selling process to effectively adapt to a sales situation
Address the following in your submission:
1. Present sales concepts and analysis.
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
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.
3. Apple iPhone
3. Nike Air Max Shoes
3. Sphero Bolt
3. Starbucks House Blend Coffee
3. Paul Mitchell Sculpting Foam
What to Submit
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.
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