Only choose a company that sells a product or service in a B2B selling environment

Marking Rubric Application Activity #2 (20%) MKT3680 Professional Selling Student Names: Exemplary Proficient Partially Incomplete Not Score Proficient Acceptable CATEGORY Clear evidence Adequate Little evidence No evidence that that responses evidence that that responses are responses are well are well responses are well researched, researched, researched well researched, analyzed, and fit analyzed, and fit analyzed, and fit analyzed, and fit the question - the question - the question - the question - Research, reflective thought, analysis, 4.1-5 3.1 - 4 2.1 - 3 0- 2 Less than 2 Score and fit. FIRST TASK Choose a company. Where are they located? Discuss the selling environment. Who are your The Company typical customers? Identify your competition 15 Second Task Choose a specific product. Describe: Features. Benefits. USP. The Product 15 THIRD TASK Identify Typical Customers. Select one prospecting method. Identify a real prospect. Discuss how The Prospect you "qualify" this real prospect. What Information should you gather before first contact. 15 Fourth TASK Explain how the prospect company will use your product? B2B Product use 15 Fifth Task Prepare a statement(s) that communicates "value" of the product to the prospect. Value Statements Sixth Task Discuss one type of sales resistance (objection) and your response. /5 Objection Response Seventh Task Create two "trial close" questions. 15 Trial Close Grand Total /35 Total score