final

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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

3

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%