Sales & Service Principles

BUSS 120: Sales & Service Principles
Project Paper/Authentic Assessment

First- select a topic from below, second- prepare your paper and slides, and third – present on Selling over the Telephone and Internet 6. The Sales Process

1. Assessing Internal and External Customers 7. Preparation for Selling
Paper
2. Building and MaintainingCustomer Loyalty 8. Sales as a Career

3. Increasing Market Share 9. The Target Market

4. Sales Presentation in Action 10. Successful Sales Professionals

For the project topic you have selected,write a 3-4(double-spaced)APA style typed paper,including a cover and reference pages (not counted as one of the 3-4 pages)using the process and structure described below:
 Outline: Before writing the paper,create an outline for the paper based on the structure for the term-paper described in the next four bullets. You must attach your outline at the end of your paper.Carefully read the next four bullets before creating your outline.
 Divide your paper into sections and subsections, each with an appropriate heading. Each paragraph should only contain one idea, which is clearly stated at the beginning of the paragraph, and then developed in the paragraph. The next three bullets describe how the sections are organized.
 Set-up of a theme for your paper (1-2 paragraphs): Develop a creative, thought-provoking theme or hypothesis for your paper. This theme should be within the context of the (clearly stated) key product/technology, and/or business/management, and/or commercialization issues addressed in the speaker’s presentation.
 Developthe theme (4-6paragraphs). Develop your theme or hypothesis with suitable arguments, supported by evidence and examples. Be sure that the technology issues (e.g.,a company’s technology and product line) and business issues (e.g., marketing and sales strategy) that you discuss are clearly related to the specific context of the speaker’s presentation (e.g., how distribution channels are used to market products, etc.). Provide several concrete examples (e.g., examples of successful researchprojects at Microsoft, Seagate’s markets and products, etc.).
 End the theme (1-2 paragraphs): Re-examine your theme or hypothesis. Does it still stand; does it need to be refined, or changed? What conclusions can you draw from this seminar presentation relative to the development, management, and commercialization of technologies and products? What are the technology, business, and management challenges and opportunities going forward?
 Use the following sources of information in writing your term paper:
• Use your own class notes and textbook
• Use the internet and library research on relevant companies and topics.

 Submit the completed assignmentin-class on
BUSS 120: SALES & SERVICE PRINCIPLES
Grading Rubric for Major Project/Authentic Assessment

Introduction
• Is the topic of the paper clearly and concisely introduced?
• Does the introduction include a clear and concise thesis statement?
• Does the information forecast the remainder of the paper for the reader?

_____/15
Body of the Paper
• Does the paper summarize the articles individually, one at a time, or does it provide a thematic summary of the research drawn upon?
• Does the paper provide examples to help the reader understand points made?
• Does the paper synthesize the material reviewed into a few main points?
• Is all information factually correct?
• Does the paper provide excellent background, context and idea development?
• Does the paper include an excellent discussion of detail?
_____/40
Conclusion
• Is there a conclusion?
• Does the paper provide a brief summary of what has been discussed?
_____/10
References & Citations
• Does the body of the paper cite sources as necessary?
_____/5

Quality of Sources
• Are the sources relatively recent? (3 points)
• Is there a variety of sources? (2 points)
_____/5
Writing Style
• Is the paper well organized? (5 points)
• Is the paper free from grammar & spelling errors? (10points)
• Are there smooth transitions between sections?(5 points)
_____/20
Style
• Does the paper follow the margin, font, and page specification found in the paper guidelines? (5 pages, 12-point font, 1” margins, double spacing)

_____/5
Total Points for Written: _____/100 = 25% of Grade.

PowerPoint Presentation 5%
Oral Presentation 5%

PLEASE NOTE: Total value for the entire assignment is 35%