MRKT 122: Professional Selling
Stage 5
Carole Meagher
Basic Information
Number of Outcomes | 14 |
---|---|
Number of Outcomes Assessed | 3 |
Assessment Frequency | Every semester |
Analysis Frequency | No answer |
Detail Link | Link |
Course Information
Number of Course Sections | 2 |
---|---|
Number of Instructors | 1 |
Improvement Details
Details | Put more focus on SPIN questions based on last semester's assessments |
---|
Assessment Methods
Methods | Analyzed answers to exam question to determine whether students understood how to handle objections in a sales situation. |
---|
Assessment Data Discussion and Analysis
Term | Fall 2013 |
---|---|
How and With Whom | Faculty in similar courses. |
Number Assessed | 23 |
Data Summary | Asked students to come up with theoretical responses to objections. 1 (4%) did not answer the question at all 5 (22) responded but did not demonstrate a strong understanding of the types of objections or how to handle. 17 (74%) responded with clear and appropriate answers to typical objections in a sales cycle. |
Planned Improvements | More focus on objection handling. This semester objections fell out due to holidays, etc. |
Program Review Link | No answer |
Future Plans
Term | Spring 2014 |
---|---|
Activities | Assessment (measurement) of outcomes |
Details | Students didn't do as well as I might have liked on: E. Prepare a lead gencration program designed to efficiently and effectively reach target customers. So I will push this some more. |
Highlights | No answer |