MRKT 122: Professional Selling
Stage 5
Carole Meagher

Basic Information

Number of Outcomes14
Number of Outcomes Assessed3
Assessment FrequencyEvery semester
Analysis FrequencyNo answer
Detail LinkLink

Course Information

Number of Course Sections2
Number of Instructors1

Improvement Details

DetailsPut more focus on SPIN questions based on last semester's assessments

Assessment Methods

MethodsAnalyzed answers to exam question to determine whether students understood how to handle objections in a sales situation.

Assessment Data Discussion and Analysis

TermFall 2013
How and With WhomFaculty in similar courses.
Number Assessed23
Data SummaryAsked 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 ImprovementsMore focus on objection handling. This semester objections fell out due to holidays, etc.
Program Review LinkNo answer

Future Plans

TermSpring 2014
ActivitiesAssessment (measurement) of outcomes
DetailsStudents 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.
HighlightsNo answer

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