23 Feb Describe the differences in selling characteristics between B2B and B2C selling. Identify the three types of B2B buyers and
Address the following in your submission:
- Present sales concepts and analysis.
- Describe the differences in selling characteristics between B2B and B2C selling.
- Identify the three types of B2B buyers and differentiate between B2C and B2B buying decisions.
- Outline the six types of closes or methods for obtaining commitment. For each method, share an example of what you would say.
- Use the selling process to effectively adapt to a sales situation
- Explain how the buying and selling processes are evolving.
- Describe four strategies to handle objections and discuss how you would handle each one.
- 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.
- Apple iPhone
- Nike Air Max Shoes
- Sphero Bolt
- Starbucks House Blend Coffee
- Paul Mitchell Sculpting Foam
1
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
2
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%
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