More Related Content
Similar to Synthesis Paper Grading RubricReviewed April 13, 2018Advan.docx
Similar to Synthesis Paper Grading RubricReviewed April 13, 2018Advan.docx (20)
More from mabelf3
More from mabelf3 (20)
Recently uploaded
Recently uploaded (20)
Synthesis Paper Grading RubricReviewed April 13, 2018Advan.docx
- 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?