FOR INSTRUCTOR USE ONLY
Grading Rubric – Capstone Projects
Grading accepts a start value of 100. Points will be deducted for failure to fully complete or meet the stated requirements. Grading: 90-100 = Represents work of superior quality (A); 80-89 = Represents work of good to very good quality (B); 70-79 = Represents adequate command of class content (C); 69 and below = Represents work that shows a need for development or improvement (F); 0 = Represents plagiarized work (F).
SM110: Communication for Sales
Student:
Instructor:
Date:
Capstone Project Part 4
Description of requirements | Possible Points | Your Points |
Using the ADAPT questioning technique as a guide (Figure 4.1, page 91), created a list of your own questions that you should ask your prospect. | 50 | |
• Assessment Questions (create 5 questions) | 10 | |
• Discovery Questions (create 3 questions) | 6 | |
• Activation Questions (create 5 questions) | 10 | |
• Projection Questions (create 4 questions) | 8 | |
• Transition Questions (create 3 questions) | 6 | |
Assignment was submitted by due date | 10 | |
TOTAL | 100 |
YOUR SCORE: ________
Instructor Comments: