Synthesis Paper Grading Rubric Reviewed April 13, 2018 Advanced 90-100% Proficient 70-89% Developing 1-69% Not present Points Earned Content 70% 0 to 90 points 81-90 Points Meets or exceeds all content requirements. Personal reflection is present in the writing. Content directly from the course is included. A biblical, Christian critique is present in the writing. The content and organization is suitable for a case study approach to research. Proper use of APA formatting is demonstrated throughout the document. This includes: · Properly-formatted title page; · Introductory statement and conclusion; · Appropriate levels of headings; · References (minimum of both course textbooks and at least two additional scholarly sources, properly formatted); · Body of the document with properly formatted in-text citations; · Consistency between citations and references; 63-80 Points Meets content requirements. Personal reflection is present in the writing. Content directly from the course is included. A biblical, Christian critique is present in the writing. The content and organization is suitable for a case study approach to research. Proper use of APA formatting is demonstrated throughout the document. This includes: · Properly-formatted title page; · Introductory statement and conclusion; · Appropriate levels of headings; · References (minimum of both course textbooks and at least two additional scholarly sources, properly formatted); · Body of the document with properly formatted in-text citations; · Consistency between citations and references; 1-62 Points Meets some content requirements. Personal reflection is present in the writing. Content directly from the course is included. A biblical, Christian critique is present in the writing. The content and organization is suitable for a case study approach to research. Proper use of APA formatting is demonstrated throughout the document. This includes: · Properly-formatted title page; · Introductory statement and conclusion; · Appropriate levels of headings; · References (minimum of both course textbooks and at least two additional scholarly sources, properly formatted); · Body of the document with properly formatted in-text citations; · Consistency between citations and references; 0 Not present. Formatting 30% 0 to 40 points 36-40 points Meets or exceeds all formatting requirements. Proper page numbers, margins, spacing. Proper formatting for the in-text citations and references. Proper formatting for the levels of headings used. 28-35 points Meets formatting requirements. Proper page numbers, margins, spacing. Proper formatting for the in-text citations and references. Proper formatting for the levels of headings used. 1-27 points Meets some formatting requirements. Proper page numbers, margins, spacing. Proper formatting for the in-text citations and references. Proper formatting for the levels of headings used. 0 Not present Total /130 Approaching the Prospec.

1. Synthesis Paper Grading Rubric
Reviewed April 13, 2018
Advanced 90-100%
Proficient 70-89%
Developing 1-69%
Not present
Points Earned
Content
70%
0 to 90 points
81-90 Points
Meets or exceeds all content requirements.
Personal reflection is present in the writing.
Content directly from the course is included.
A biblical, Christian critique is present in the writing.
The content and organization is suitable for a case study
approach to research.
Proper use of APA formatting is demonstrated throughout the
document. This includes:
· Properly-formatted title page;
· Introductory statement and conclusion;
· Appropriate levels of headings;
· References (minimum of both course textbooks and at least
two additional scholarly sources, properly formatted);
· Body of the document with properly formatted in-text
citations;
· Consistency between citations and references;
63-80 Points

2. Meets content requirements.
Personal reflection is present in the writing.
Content directly from the course is included.
A biblical, Christian critique is present in the writing.
The content and organization is suitable for a case study
approach to research.
Proper use of APA formatting is demonstrated throughout the
document. This includes:
· Properly-formatted title page;
· Introductory statement and conclusion;
· Appropriate levels of headings;
· References (minimum of both course textbooks and at least
two additional scholarly sources, properly formatted);
· Body of the document with properly formatted in-text
citations;
· Consistency between citations and references;
1-62 Points
Meets some content requirements.
Personal reflection is present in the writing.
Content directly from the course is included.
A biblical, Christian critique is present in the writing.
The content and organization is suitable for a case study
approach to research.
Proper use of APA formatting is demonstrated throughout the
document. This includes:
· Properly-formatted title page;
· Introductory statement and conclusion;
· Appropriate levels of headings;
· References (minimum of both course textbooks and at least
two additional scholarly sources, properly formatted);
· Body of the document with properly formatted in-text
citations;

3. · Consistency between citations and references;
0
Not present.
Formatting
30%
0 to 40 points
36-40 points
Meets or exceeds all formatting requirements.
Proper page numbers, margins, spacing.
Proper formatting for the in-text citations and references.
Proper formatting for the levels of headings used.
28-35 points
Meets formatting requirements.
Proper page numbers, margins, spacing.
Proper formatting for the in-text citations and references.
Proper formatting for the levels of headings used.
1-27 points
Meets some formatting requirements.
Proper page numbers, margins, spacing.
Proper formatting for the in-text citations and references.
Proper formatting for the levels of headings used.
0

4. Not present
Total
/130
Approaching the Prospect
Learning Objectives:
Discover the purpose of the approach.
Learn the importance of first impressions and ways to control
them as a means of improving your performance.
Understand how surface language affects the ability to establish
rapport with a prospect.
Examine the elements of the greeting and how to control them.
Discover ways to get the attention and capture the interest of
the prospect.
Explore different types of approaches and understand the best
circumstances in which to use each one.
CHAPTER 9
‹#›
To make a favorable or positive impression on the prospect
To gain the prospect’s undivided attention
To develop positive interest in your proposition
To lead smoothly into the need discovery phase of the interview

5. Purpose of the Approach
‹#›
Weaknesses of first impressions:
Tend to be based on emotions
All behavioral traits do not show up immediately
Behavior may be deliberately controlled by either party
An earlier event may influence either person’s current behavior
First Impressions
Four minutes is the average
time that prospects take to decide
whether to buy from you.
‹#›
Includes all aspects of appearance: grooming, clothing,
accessories, and posture
Affects first impressions even though it may actually provide
limited or shallow insight into the true person
Dress the part - We all wear uniforms
Choose accessories carefully
Dress appropriately
Give attention to grooming
Nonverbal Language

6. ‹#›
Nonverbal Language
Basic Dress Guidelines for Men and Women
‹#›
Men
Seasonal sport coat with slacks or khakis
Women
At or below knee length skirt or pants
Button-down shirt with optional tie
Open collar or polo shirt

7. Loafer style shoes with socks
Open-collar shirt, knit shirt, or sweater
Casual style dress
No flip-flops
You’re projecting an image
Want the prospect to take you seriously
Work with your physical characteristics
Some accessory tips
Jewelry should be neutral and not related to an association or
belief
Should be of good quality
High quality pens
Leather attaché cases
Avoid sunglasses while talking to prospects
Nonverbal Language

8. ‹#›
Salespeople suffer from “business confusion syndrome” when it
comes to deciding just what is corporate casual.
Professional is the key word to remember. Look good but don’t
overdo it.
Avoid dressing too casual or “youthful.” Instead, your clothes
should reflect your position.
Dressed to Sell
‹#›
Choice of greeting
The Rule of Ten - the first 10 words should include a form of
thanks
Don’t use worn-out greetings
Plan the proper greeting ahead of time and keep it simple
Failure to prepare in advance could lead to stammering or
faltering speech
The Proper Greeting

9. ‹#›
The handshake helps determine personality style:
Drivers - firm, may turn hand over yours
Amiables - may not make eye contact
The handshake is one of the first nonverbal signals you give and
receive
The Proper Greeting
‹#›
Rules for an effective handshake:
Maintain eye contact for the duration of the handshake
You may wait for the prospect to initiate the handshake
Apply firm, consistent pressure on the hand. Avoid the wet-fish
or bone-crusher handshakes
If your palm tends to be moist from nervousness, carry a special
handkerchief with powder and pat your hand several times
The hands should meet equidistant between the prospect and the
salesperson in a vertical position.
The Proper Greeting
‹#›

10. Use of the prospect’s name…
The sweetest and most important sound in any language
Pay attention - get it spelled and pronounced correctly
Concentrate on a person’s memorable characteristics
Associate - any gimmick that works
Observe and visualize
Repeat the name often
The Proper Greeting
‹#›
Use their first name or more formal name based on:
Relative ages
Prevailing custom in the region or country where you sell
Type of product or industry
Your conclusions about their behavioral style
The Proper Greeting
‹#›
The purpose of small talk
Gain an advantageous, positive beginning that will break the ice
and ease tension
“Warm up” a cold environment

11. Provides additional information
Small talk can be negative if it conflicts with prospect’s social
style
Small Talk or Get Down to Business
Relationship tension is common in the beginning.
‹#›
Self-Introduction Approach
Weakest approach by itself
Address the prospect by name (pronouncing it correctly)
State your name and company
Present your business card
Consumer-Benefit Approach
Give the prospect a reason to listen
Suggest a risk for failure to listen
Types of Approaches
‹#›
Curiosity Approach
You should know something about the prospect
Ask questions whose answers will reflect favorably on your
product/service
Question Approach

12. Quickly establishes two-way communication
Enables you to apply the benefits of your product or service
Qualifying Question Approach
Seeks a commitment from a prospect
Determine if prospect is cold, lukewarm, or red-hot
Types of Approaches
‹#›
Compliment Approach
Signals your honest interest in the prospect
Make it sincere, specific, and of genuine interest
Referral Approach
Helps you establish leverage by borrowing the influence of
someone the prospect trusts and respects
Education Approach
Show your knowledge of trends in their industry or market
Would work well in a virtual meeting
Types of Approaches
‹#›
Product Approach
Hand the product, or some physical representation of it to

13. produce a positive reaction
It stirs interest
Permits a demonstration
Makes a multiple sense appeal
If bringing the actual product is not feasible, you must use other
devices:
A piece of literature
A sample of the output of the machine
A small working model
A picture
Types of Approaches
‹#›
Chapter Nine
Chapter nine discusses the most critical element of a face-to-
face meeting with a prospect, the first few minutes or even
seconds of the encounter. This chapter will teach you how to
present yourself in a way that builds trust and credibility. You
will also learn how to build your reputation as an expert in your
field. You only have once chance to make a great first
impression. The approach is your chance to solidify that you
and the product or service you are offering are the right choice.
What happens during the opening of the face-to-face meeting
affects the success of the entire presentation
A. Four minutes is the average time that prospects take to
decide about you

14. B. Good salespeople
1. Make others feel important
2. Earn the prospect’s trust
3. Work through any personality clash
4. Take time to make a judgment about the prospect
C. The Social Media Connection
1. Instagram and Facebook can make the first meeting better
a. Images posted online can give you insight into the prospects
and how they present themselves
b. Tagged locations can give you a clue as to where the person
might like to meet
D. Use of the Prospect's Name
1. "The sweetest and most important sound in any language."
a. Know it and say it correctly
2. Pay attention
a. Ask for the correct pronunciation and spelling
3. Concentrate on this person's memorable characteristics
4. Associate - any gimmick that works
5. Observe and visualize
6. Repeat the name often
E. Small Talk or Get Down to Business
1. Relationship tension is not uncommon in the beginning
2. The purpose of small talk
a. Gain an advantageous, positive beginning that will break the
ice and ease the tension
b. "Warm up" a cold environment
c. Provides additional information concerning a prospect
d. At times called “Chit-Chat” with a purpose
3. When you meet someone new, they don’t want to talk about
you
a. People have no confidence in salespeople whose only interest
is self-interest

15. Name:_______________________________________________
___________________
1. What is the purpose of small talk? How can you use it to
best advantage? For what kind of situation is small talk a
negative?
2. Name and explain the eight types of approaches discussed in
the chapter. Why does a salesperson need to master several
approaches?

16. 3. What are the advantages of bringing a product to the
prospect? What are
alternatives if bringing the product is not feasible?