iRubric: MKT103 Selling - Resistant Buyers Assignment rubric

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MKT103 Selling - Resistant Buyers Assignment

Rubric Code: M23CAWW

By julieellenprice

Ready to use

Public Rubric

Subject: Communication

Type: Assignment

Grade Levels: Undergraduate

Resistant Buyers
	Poor (N/A)	Fair (N/A)	Good (N/A)	Excellent (N/A)
Situation	Poor student did not select from the three cases given 2 points	Fair situation is not clearly expressed 4 points	Good situation example is cut and pasted from assignment rather than summarized 6 points	Excellent Brief, concise summary of the situation chosen 8 points
Sales Objective	Poor little or no sales objective is clearly identified 2 points	Fair sales objective is expressed but sales activities are unclear 4 points	Good sales activities are stated but sales objective is not expressed clearly 6 points	Excellent clear specific sales activity involved for this example is explained and sales objective stated 8 points
Describe Resistance	Poor vague or incomplete explanation of resistance 3 points	Fair some explanation of resistance is noted but no mention of difficulty 6 points	Good buyer's resistance is discussed and difficulty factor noted but no reason why 9 points	Excellent complete explanation of the buyer's resistance is expressed. Student determines difficulty factor and explains why 12 points
Techniques	Poor little or no techniques are expressed to resolve buyer's resistance 5 points	Fair minimal techniques are noted to resolve buyer's resistance 10 points	Good some techniques are noted to resolve clients trust from notes but unsure whether enough is displayed to win over client 15 points	Excellent appropriate techniques are described to resolve the resistance, create trust and win over the client 20 points
Dialogue	Poor little or no dialogue is provided 5 points	Fair some dialogue is provided which includes objections from client but with little persuasion on part of seller 10 points	Good dialogue is provided including client objections, some appropriate responses, but may not be enough to convince client to sell 20 points	Excellent extensive dialogue is provided which includes clients objections and appropriate responses to likely win over client 26 points
Commitment	Poor no techniques are expressed to ensure commitment of sale 5 points	Fair few or vague indications of techniques used to ensure commitment of sale 10 points	Good some techniques are mentioned but dialogue does not present clear evidence that a sale will be evident 20 points	Excellent specific techniques are utilized to ensure commitment of the buyer to the sale 26 points