MRKT 122: Professional Selling
Stage 5
Carole Meagher
Basic Information
| Number of Outcomes | 14 |
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| Number of Outcomes Assessed | 3 |
| Assessment Frequency | Every semester |
| Analysis Frequency | No answer |
| Detail Link | Link |
Course Information
| Number of Course Sections | 2 |
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| Number of Instructors | 1 |
Improvement Details
| Details | Put more focus on SPIN questions based on last semester's assessments |
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Assessment Methods
| Methods | Analyzed answers to exam question to determine whether students understood how to handle objections in a sales situation. |
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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 |