Name _________________________________________ Date _______________ Class ____________
Unit 5 SellingMarketing Internship Project Worksheet
Directions Handling inquiries and building a customer base is part of every salesperson’s job. How would you handle the following customer inquiries about your company’s reusable vinyl wall coverings? Write the script you would use to answer the customer.
1. I think these reusable vinyl wall coverings will damage my walls.
2. My son had a different brand and after moving from one place to another the adhesive no longer worked. How can I be sure your products will perform any better?
3. Can’t I buy these vinyl wall coverings in Kmart and online?
4. Can you use a photo of my son playing basketball to create a personalized reusable vinyl wall covering for me? If yes, how much would that cost and how soon could I get it?
5. My niece is a Yankee Baseball fan. Which Yankee baseball player would you recommend I buy for her?
6. Making a sale is the fi rst step in developing customer relationships. Write a memo to Jan Smith, your superior on what you think the kiosk sales staff could do to foster customer relationships.
7. The company’s vice president of sales wants your opinion on how to market these sports wall coverings to high school and college teams by making use of its current sales force. Prepare notes for your meeting with the vice president of sales. Provide specifi c ideas with lots of details.
Directions A career in sales includes knowing industry jargon, which is a specialized vocabulary used by a particular group. Use the clues to solve the puzzle. Write one letter of each answer in each space provided. Then copy the boxed letters in order to create the word that will complete the sentence at the bottom of the page.
• commission • conversion • SEO (search engine optimization)
• lead • prospecting • closing
• consultative selling
1. percentage of sales kept by the salesperson
2. providing solutions to customers’ problems by fi nding products that meet their needs
3. seeking potential customers
4. completing a sale
5. when a non-customer becomes a customer
6. a potential customer
7. inserting often-used key words into web text, ads, HTML code, and meta tags to increase a business’s rankings on search engine
1.
2.
3.
4.
5.
6.
7. (
)
8. A salesperson must have knowledge about the product and understand the customers’ rational and emotional for buying.
Directions Use the Self-Evaluation Guidelines below to assess the content of your Discovery Project. Rate your performance and give yourself a score for each criterion. Then give your answers and this completed Evaluation Rubric to your teacher to evaluate.
Self-Evaluation Guidelines
Exemplary
(10–8 points)
Satisfactory
(7–4 points)
Poor
(3–0 points)
• Includes all of the required content elements
• Very well organized • All details provided • Logical conclusions
supported by research• Presentation of findings
extremely effective and/or appropriate
• Includes some of the required content elements
• Well organized • Many general details provided • Conclusions somewhat logical
and somewhat supported by research
• Presentation of findings somewhat effective and/or appropriate
• Includes few or none of the required content elements
• Disorganized • Few or no details provided • Conclusions illogical and not
supported by research• Presentation of findings
ineffective and/or inappropriate
Criteria Exemplary
(10–8 points)
Satisfactory
(7–4 points)
Poor
(3–0 points)
Student
Score
Teacher
Score
Content
Description of business enterprises researched
Integration of employment requirements for entry and management levels
Integration of pay scales for entry and management levels
Integration of benefits for entry and management levels
Explanation of advantages of selling as a career
Explanation of disadvantages of selling as a career
Description of interesting vs. unappealing aspects of selling
Section Outline with Content and Academic Vocabulary
Section OutlinePersonal Selling
Types of Sales Positions
Retail Businesses
Industrial and Service Businesses
Telemarketing and Nonprofit
Internet Web Sites and Sales
Steps of a Sale
Customer Decision Making
Extensive Decision Making
Limited Decision Making
Routine Decision Making
A Career in Sales
Sales Career Benefits
Characteristics of Successful Salespeople
Content Vocabularypersonal selling Any form of direct contact between a salesperson and a customer. (p. 285)
organizational selling Sales exchanges that occur between two or more companies or business groups. (p. 285)
cold call A sales visit without an appointment. (p. 285)
telemarketing Telephone solicitation to make a sale. (p. 286)
extensive decision making A type of customer decision making used when there has been little or no previous experience with an item offered for sale. (p. 287)
limited decision making Used when a person buys goods and services that he or she has purchased before but not regularly. (p. 287)
routine decision making A type of customer decision making used when a person needs little information about a product he or she is buying. (p. 288)
Academic Vocabularypre-sold Refers to sales that are due to promotional efforts before a customer comes to a store. (p. 285)
perquisite An incidental benefit awarded for certain types of employment (especially if it is regarded as a right). (p. 289)
Name _________________________________________ Date _______________ Class ____________
Chapter 12 Selling OverviewChapter Summary
Directions Use this worksheet to take notes as you read the chapter.
• The purpose of selling is to help customers make satisfying buying decisions, with the goal of creating ongoing, profitable relationships.
• Customer relationship management (CRM), a system that involves finding customers and keeping them satisfied.
• Company Web sites, social media, e-mails, and computer software have revolutionized CRM.
• Sales managers plan, organize, and control the sales function, and establish the structure of the sales organization.
• Three forms of customer decision making are extensive, limited, and routine.
• The seven steps of a sale include: approach the customer, determine needs, present the product, overcome objections, close the sale, perform suggestion selling, and build relationships as follow up.
• Salespeople work in retail, industrial, service, telemarketing, and Internet businesses, as well as nonprofit organizations.
Name _________________________________________ Date _______________ Class ____________
Chapter 13 Beginning the Sales Process Discovery Project Worksheet
Directions A significant part of a company’s marketing plan is an assessment that lists and analyzes the company’s strengths, weaknesses, opportunities, and threats. This process is called SWOT analysis. The questions listed are samples that could be used as part of a company analysis. For each question, explain why it is necessary for a salesperson to know the answer.
Company Analysis1. What is the company’s mission statement?
2. What is the company’s sales history? Are sales increasing or decreasing?
3. What is the company’s reputation and image among consumers?
Customer Analysis4. Who are the customers?
5. What, when, where, and how much do the customers buy?
6. How do customers rate the company on quality, service, and value?
Competition Analysis7. What advantages does the company have over its competitors?
8. Are competitors taking business away from the company? If so, how?
Name _________________________________________ Date _______________ Class ____________
Chapter 13 Beginning the Sales ProcessDiscovery Project Evaluation Rubric
Directions Use the Self-Evaluation Guidelines below to assess the content of your Discovery Project. Rate your performance and give yourself a score for each criterion. Then give your answers and this completed Evaluation Rubric to your teacher to evaluate.
Self-Evaluation Guidelines
Exemplary
(10–8 points)
Satisfactory
(7–4 points)
Poor
(3–0 points)
• Includes all of the required content elements
• Very well organized • All details provided • Logical conclusions
supported by research• Presentation of findings
extremely effective and/or appropriate
• Includes some of the required content elements
• Well organized • Many general details provided • Conclusions somewhat logical
and somewhat supported by research
• Presentation of findings somewhat effective and/or appropriate
• Includes few or none of the required content elements
• Disorganized • Few or no details provided • Conclusions illogical and not
supported by research• Presentation of findings
ineffective and/or inappropriate
Criteria Exemplary
(10–8 points)
Satisfactory
(7–4 points)
Poor
(3–0 points)
Student
Score
Teacher
Score
Content
Research approach
Description of shoe construction
Description of materials used
Determination of design patent status
Integration of retail price
Explanation of appealing features
Evaluation of competition
Conclusions about original product vs. competitor’s product
Name _________________________________________ Date _______________ Class ____________
Chapter 13 Beginning the Sales ProcessSection 13.1 Initial Steps of a Sale
Green Marketer Activity: Understanding the Green Consumer
Directions Imagine that you are in charge of marketing for a men’s clothing company that is about to launch a “green” organic cotton line. Answer the following question.
1. What would you want to know about your customer base before you could create an effective marketing campaign for this new line? (Explain your answer.)
Name _________________________________________ Date _______________ Class ____________
Chapter 13 Beginning the Sales ProcessChapter Summary
Directions Use this worksheet to take notes as you read the chapter.
• To prepare for a sale, salespeople study products, industry trends, and competition.
• Matching the characteristics of a product to a customer’s needs and wants is feature-benefit selling. Customers may have rational and emotional motives for buying.
• A prospect or lead is a potential customer.
• The approach step of the sale can make or break the sale.
• The three purposes of the approach are to begin a conversation, build a relationship, and focus on the product.
• The three retail sales approaches are service, greeting, and merchandise.
• Determining needs is a step in the sales process that should begin as soon as possible and continue throughout the process.
• Three methods to determine needs are observing, listening, and asking questions.
Name _________________________________________ Date _______________ Class ____________
Chapter 14 Presenting the Product Discovery Project Worksheet
Directions The goal of a sales presentation is to match customer needs to the features and benefits of a product. Choose a product or service you would like to sell and where you will sell it. Use this organizer to take notes that can help you prepare a sales presentation for that product or service.
Name _________________________________________ Date _______________ Class ____________
Chapter 14 Presenting the ProductDiscovery Project Evaluation Rubric
Directions Use the Self-Evaluation Guidelines below to assess the content of your Discovery Project. Rate your performance and give yourself a score for each criterion. Then give your answers and this completed Evaluation Rubric to your teacher to evaluate.
Self-Evaluation Guidelines
Exemplary
(20–16 points)
Satisfactory
(15–10 points)
Poor
(9–0 points)
• Includes all of the required content elements
• Very well organized • All details provided • Logical conclusions
supported by research• Presentation of findings
extremely effective and/or appropriate
• Includes some of the required content elements
• Well organized • Many general details provided • Conclusions somewhat logical
and somewhat supported by research
• Presentation of findings somewhat effective and/or appropriate
• Includes few or none of the required content elements
• Disorganized • Few or no details provided • Conclusions illogical and not
supported by research• Presentation of findings
ineffective and/or inappropriate
Criteria Exemplary
(20–16
points)
Satisfactory
(15–10
points)
Poor
(9–0 points)
Student
Score
Teacher
Score
Content
Description of anticipated customer questions/concerns
Integration of customer questions/concerns in training session
Description/rationale for products used in the training session
Name _________________________________________ Date _______________ Class ____________
Chapter 14 Presenting the ProductSection 14.2 Objections
Section Outline with Content and Academic Vocabulary continued
superior-point method A technique of overcoming objections by permitting the salesperson to acknowledge objections as valid, yet still offset them with other features and benefits. (p. 332)
third-party method A technique that involves using another customer or neutral person who can give a testimonial about the product. (p. 333)
Academic Vocabularyparaphrase To express the same message in different words. (p. 330)
compensate To make up for shortcomings or a feeling of inferiority by exaggerating good qualities. (p. 332)
Name _________________________________________ Date _______________ Class ____________
Chapter 14 Presenting the ProductSection 14.2 Objections
Digital Nation Activity: SEO: Show Me the Content
Directions Read the following paragraph and then answer the following question.Search engine marketing (SEM) is the practice of paying to have a Web site displayed as a sponsored link on search engine results pages for specific keywords or phrases. The more popular or lucrative a keyword, the more the company bids for the sponsored link. Companies then pay for each click they receive.
1. What do you think are the advantages of SEM over traditional display advertising, which serves the same ad to all potential customers?
Name _________________________________________ Date _______________ Class ____________
Chapter 14 Presenting the ProductChapter Summary
Directions Use this worksheet to take notes as you read the chapter.
• The goal of product presentation is to match a customer’s needs and wants to a product’s features and benefits.
• When selecting products to show, consider customer needs and price range, and limit selection to three items.
• To make your product presentation lively and effective, handle the product with respect, demonstrate product features, involve the customer, and use sales aids.
• Objections are reasons for not buying or doubts that occur during a sales presentation.
• Objections can help clarify a customer’s needs and provide an opportunity to introduce additional selling points.
• Objections are based on five buying decisions: need, product, source, price, and time.
• Four steps for handling customer objections are listen, acknowledge, restate, and answer.
• Seven specific methods for handling objections include substitution, boomerang, question, superior point, denial, demonstration, and third party.
Name _________________________________________ Date _______________ Class ____________
Chapter 15 Closing the Sale Discovery Project Worksheet
Directions Read the scenarios, and then offer suggestions that would help close each of the sales.
1. Jackie is a sales associate at an appliance store. It is the last day of the month, and she is $100 short of her monthly sales quota. A recent college graduate who just moved into his fi rst apartment has been asking Jackie lots of questions about vacuum cleaners. The customer is having a diffi cult time choosing between a vacuum that is on sale for $119.99 and another model by the same manufacturer for $149.99. While the customer is examining the models, Jackie’s supervisor comes over to tell Jackie to take her break before the store’s busy period starts.
2. Jeff is the type of salesperson who can sell ice to a polar bear. He loves the satisfaction that comes with closing a sale, and he is always looking for products to sell. He can often be found at trade shows and conventions, selling everything from kitchen gadgets to car washing accessories to jewelry cleaner. This time, he is at a booth at a large county fair, selling carpet cleaning products. A crowd has gathered to watch him demonstrate how well the cleaner works on a grease-stained piece of carpet. Jeff can tell that one couple is clearly interested, but they are hesitating about making a purchase.
3. Ronda is a membership director for a small-business advocacy organization. Her job is to convince small business owners to join the organization. The yearly membership fees pay for a variety of products and services that help business owners succeed. Several times a year, she revisits the business owners who have bought memberships to get them to renew their memberships. She is in the offi ce with the owner of an auto body repair shop. He is not interested in renewing his membership.
Name _________________________________________ Date _______________ Class ____________
Chapter 15 Closing the SaleDiscovery Project Evaluation Rubric
Directions Use the Self-Evaluation Guidelines below to assess the content of your Discovery Project. Rate your performance and give yourself a score for each criterion. Then give your answers and this completed Evaluation Rubric to your teacher to evaluate.
Self-Evaluation Guidelines
Exemplary
(10–8 points)
Satisfactory
(7–4 points)
Poor
(3–0 points)
• Includes all of the required content elements
• Very well organized • All details provided • Logical conclusions
supported by research• Presentation of findings
extremely effective and/or appropriate
• Includes some of the required content elements
• Well organized • Many general details provided • Conclusions somewhat logical
and somewhat supported by research
• Presentation of findings somewhat effective and/or appropriate
• Includes few or none of the required content elements
• Disorganized • Few or no details provided • Conclusions illogical and not
supported by research• Presentation of findings
ineffective and/or inappropriate
Criteria Exemplary
(10–8 points)
Satisfactory
(7–4 points)
Poor
(3–0 points)
Student
Score
Teacher
Score
Content
Integration of research on renovation/redecorating
Explanation/demonstration of sales strategy and techniques
Name _________________________________________ Date _______________ Class ____________
Chapter 15 Closing the SaleSection 15.1 Customer Satisfaction
Green Marketer Activity: TerraCycle™ Grows Greener
Directions A growing number of companies are creating eco-friendly products. Method, The Body Shop, Clorox’s Green Works, and Seventh Generation are just a few of these companies. Research one of these companies and answer the following questions.
1. Briefl y describe the company’s products.
2. How does the product’s packaging refl ect company’s eco-friendly promise?
3. What fi nancial or marketing benefi ts does the company derive from this program?
• Three specialized suggestion-selling methods include the following: offering related merchandise, or cross-selling; selling larger quantities, or up-selling; and calling attention to special sales opportunities.
• After-sales activities are important for maintaining and building a clientele. They include order processing, departure, order fulfillment, follow-up, customer service, keeping client files, and evaluating sales efforts.
Name _________________________________________ Date _______________ Class ____________
Chapter 16 Using Math in SalesDiscovery Project Worksheet
Directions Math touches many areas of sales, including the use of cash registers, handling money, understanding taxes, and verifying purchase orders. Circle the letter of the wrong answer from the lists that follow each statement.
1. All cash registers, from the simplest to the most complex, perform all of these functions except:
a. Record sales b. Prevent theft c. Store cash and sales documents d. Provide receipts
2. The following statements about U.S. currency are true except: a. Genuine currency has tiny red and blue fi bers embedded throughout b. The border scrollwork may be blurred and indistinct c. The portrait on a genuine bill appears lifelike and stands out distinctly. d. The fi ne-line printing on the border of a genuine bill is clear and unbroken.
3. Salespeople can enter transaction data into an electronic cash register all of these ways except:
a. Optical scanning b. Electronic wand entry c. Voice recognition d. Manual key entry
4. The following statements about sales tax are true except: a. Sales tax rates are the same in all states. b. A sales tax is a percentage fee imposed by the government on the retail price of an
item or service. c. Consumers pay the cost of sales taxes d. Legislation is periodically considered that would establish an Internet sales tax
collection system.
5. All of the following elements are contained in a purchase order except: a. Item number b. Quantity c. Description d. Coupon for the next purchase
6. Current trends in conducting and recording sales transactions include all of the following except:
a. point-of-sale (POS) system b. radio frequency identifi cation (RFID) c. adding machines d. self-service checkouts
Name _________________________________________ Date _______________ Class ____________
Chapter 16 Using Math in SalesDiscovery Project Evaluation Rubric
Directions Use the Self-Evaluation Guidelines below to assess the content of your Discovery Project. Rate your performance and give yourself a score for each criterion. Then give your answers and this completed Evaluation Rubric to your teacher to evaluate.
Self-Evaluation Guidelines
Exemplary
(20–16 points)
Satisfactory
(15–10 points)
Poor
(9–0 points)
• Includes all of the required content elements
• Very well organized • All details provided • Logical conclusions
supported by research• Presentation of findings
extremely effective and/or appropriate
• Includes some of the required content elements
• Well organized • Many general details provided • Conclusions somewhat logical
and somewhat supported by research
• Presentation of findings somewhat effective and/or appropriate
• Includes few or none of the required content elements
• Disorganized • Few or no details provided • Conclusions illogical and not
Name _________________________________________ Date _______________ Class ____________
Chapter 16 Using Math in SalesSection 16.1 Sales Transactions
Digital Nation Activity: Making Online Purchases Safe
Directions Personally identifiable information is any information that can be used to identify, find, or contact a person. Many Web sites collect personally identifiable information. Research the issue of personally identifiable information and answer the following questions.
1. What counts as personally identifi able information?
2. Why do Web sites collect it, and what do they do with it?
3. Should Web users be concerned about sites that collect personally identifi able information? Why or why not?
Name _________________________________________ Date _______________ Class ____________
Chapter 16 Using Math in SalesSection 16.2 Cash Registers
Section Outline with Content and Academic Vocabulary
Section OutlineCash Registers and Their Main Functions
The Electronic Cash Register
Entering Data into an Electronic Cash Register
Universal Product Codes
Current Trends
Integration of Point-of-Sale Information
Radio Frequency Identification
The Cash Drawer
Cash Drawer Arrangement
Opening Cash Fund
Making Change
Using a POS System
Using a Non-POS System
Sales Tally
Theft and Counterfeiting
New Currency Design
Content VocabularyUniversal Product Code (UPC) A combination barcode and number used to identify a product and manufacturer that must be on every item sold by the manufacturer. (p. 374)
point-of-sale system A combination of a cash register with a computer, making it possible to capture information about the transaction at the time of sale and apply it to different functions. (p. 379)
till The cash drawer of a cash register. (p. 379)
opening cash fund A limited amount of money in the cash register at the beginning of business. (p. 380)
Academic Vocabularyautomatically In a mechanical manner; by a mechanism. (p. 377)
concentrate To direct one’s attention on something. (p. 382)
Name _________________________________________ Date _______________ Class ____________
Chapter 16 Using Math in SalesSection 16.3 Purchasing, Invoicing, and Shipping
Section Outline with Content and Academic Vocabulary
Section OutlinePurchase Orders
Invoices
Dating Terms
Shipping
Parcel Post
Cash on Delivery (COD)
Delivery Arrangements
Content Vocabularypurchase order (PO) A legal contract between a buyer and seller that lists the quantity, price, and description of the products ordered, along with the terms of payment and delivery. (p. 381)
invoice Itemized list of goods that includes prices, terms of sale, total, taxes and fees, and amount due. (p. 382)
terms for delivery The final delivery arrangement made between the buyer and seller. (p. 382)
free-on-board (FOB) A delivery arrangement that means the price for goods includes delivery at the sellers’ expense to a specified point and no farther. (p. 382)
Academic Vocabularyoverseas In a foreign country. (p. 382)
tradition A specific practice of long standing. (p. 382)
Name _________________________________________ Date _______________ Class ____________
Unit 5 Selling Marketing Internship Project Evaluation Rubric
Directions Use the Self-Evaluation Guidelines below to assess the content of your Marketing Internship Project. Rate your performance and give yourself a score for each criterion. Then give your answers and this completed Evaluation Rubric to your teacher to evaluate.
Self-Evaluation Guidelines
Exemplary
(10–8 points)
Satisfactory
(7–4 points)
Poor
(3–0 points)
• Includes all of the required content elements
• Very well organized • All details provided • No grammatical errors • Creatively designed and
executed
• Includes some of the required content elements
• Well organized • Many general details provided • Few grammatical errors • Neatly keyed or handwritten
• Includes few or none of the required content elements
• Disorganized • Few or no details provided • Many grammatical errors • Typos or illegible handwriting
Criteria Exemplary
(10–8 points)
Satisfactory
(7–4 points)
Poor
(3–0 points)
Student
Score
Teacher
Score
Content
Knowledge of the sales process and effective selling techniques
Knowledge of reusable wall graphics products and customers
Completeness of sales training plan, including rubric
Sample dialogue for each step of the sale
Suggested sales aids
Proper use of marketing terminology
Mechanics
Logical organization and continuity of presentation
Level of detail
Speaking and listening skills; appropriate visual aids (oral)
Neatness, legibility, spelling, and grammar (written)
(2) Sales staff should ask for the customer’s e-mail address so product updates and promotions can be delivered online on a regular basis.
7. Accept all reasonable ideas. Sample answer: To get started initially, the current sales force could contact the athletic directors and athletic booster clubs in high schools and colleges in their territories. The proposal could be to create reusable vinyl wall coverings of teams for sale to team members, families, friends, and fans. Additional sales could be made of individual players in action by hiring a photographer to take those shots with the intention of selling them as wall coverings.
Chapter 12 Discovery Project Evaluation RubricStudents can use the Self-Evaluation Guidelines to assess the content of their Discovery Projects. Students should rate their own performance and give themselves a score for each criterion.
Section 12.1 Graphic OrganizerSee page 55 for a reproducible graphic organizer worksheet with answers.
Section 12.1 Digital National ActivitySample answer: In addition to user-generated reviews, shoe site zappos.com offers multiple views of products in every available color; online live chat; prominently advertised free shipping (including return shipping); the ability to add products to a list of favorites; a
Unit 5 Marketing Internship Project ActivityAnswers will vary. Sample answers:
1. Our adhesive is better quality than our competitors and we offer a money back guarantee. Let me demonstrate how our products perform on this sample wall (sales aid).
2. If you look at our Facebook page (use computer to show customer) you will see all these positive comments from customers regarding how well our product performs when moving it from place to place.
3. You cannot buy our brand in Kmart. However, we do have our own Web site where you can make online purchases. Let me give you my card, which has our Web site address.
4. Yes, we can use your photo to create a personalized wall covering. If you have the digital version, you can e-mail me (give business card) or just leave the photo you have with me now. The price depends on the size you want. It takes approximately one week for personalized wall coverings to be delivered.
5. One of the most popular players is Derek Jeter, the Yankees’ team captain.
6. Accept all reasonable ideas. Below is a sample answer.
TO: Jan Smith
FROM: Student’s name
DATE: current date
RE: Kiosk Customer Relationship Building
Building a customer base is important for repeat sales, so I have several ideas that may help the kiosk sales staff that endeavor. (1) All kiosk sales personnel should have business cards that they can give to customers which include information to keep in contact with the company (i.e. Web site, Facebook, Twitter, phone numbers).
notifi cation feature that tells users when new styles from a favorite brand are added to the site; and a feedback mechanism to report errors in product descriptions.
Section 12.2 Graphic OrganizerSee page 56 for a reproducible graphic organizer worksheet with answers.
Chapter 13 Discovery Project Worksheet Answers will vary. Sample answers:
1. Salespeople need to understand what they are representing to customers. This includes the company’s goals and values.
2. Customers may ask about the sales history so they know they are purchasing a reliable product or service; their confidence in the product or service may be influenced on how well it sells.
3. A sale can be made or broken based on a company’s reputation or image, so the salesperson needs to be aware how consumers view the company.
4. Customers want to know who their peers are. For example, a small business owner may be more inclined to become a chamber of commerce member if other companies he or she respects are members.
5. Salespeople need to know what, when, where, and on whom they need to focus their efforts.
6. Salespeople can use feedback, such as how customers rate the company’s quality, service, and value, to persuade potential new customers.
7. Customers are likely to ask why they should choose one company over the other, so salespeople need to have this information readily available.
8. If competitors are taking business away from the company, the salespeople need to be able to react and make adjustments in their techniques and strategies.
9. Salespeople must know the market share of their own company and of competitors so they can be aware of any potential opportunities created by changes in a competitor’s financial situation.
Chapter 13 Discovery Project Evaluation RubricStudents can use the Self-Evaluation Guidelines to assess the content of their Discovery Projects. Students should rate their own performance and give themselves a score for each criterion.
Section 13.1 Graphic OrganizerSee page 57 for a reproducible graphic organizer worksheet with answers.
Section 13.2 Graphic OrganizerSee page 58 for a reproducible graphic organizer worksheet with answers.
Section 13.2 Green Marketer ActivityYou would want to know as much about your customers and their needs as possible, including their demographics and psychographics, what percentage of customers are “dark green” and “light green,” what their motivation might be for buying organic (environmental commitment, health concerns, fashion statement), and whether they are willing to pay extra for organic products.
Chapter 14 Discovery Project Worksheet Answers will vary depending on product or service selected. Sample answer for a juicer for sale at a home and garden trade show:
1. Display the juicer in an attractive home-kitchen setting; keep a supply of fresh and appealing fruits and vegetables; make sure the area stays clean and inviting; handle the product and the food in a professional manner
2. Show customers how to prepare the fruits and vegetables; demonstrate how to operate and clean the juicer.
3. Explain the benefits of consuming fresh juice; tell parents that their kids will enjoy drinking healthy fruit drinks; emphasize ease of use and quiet operation; tell customers about the recipes and other products included with purchase.
4. Allow customers to use the juicer and taste the drinks; provide customers with brochures and samples.
Chapter 14 Discovery Project Evaluation RubricStudents can use the Self-Evaluation Guidelines to assess the content of their Discovery Projects. Students should rate their own performance and give themselves a score for each criterion.
Section 14.1 Graphic OrganizerSee page 59 for a reproducible graphic organizer worksheet with answers.
Section 14.2 Graphic OrganizerSee page 60 for a reproducible graphic organizer worksheet with answers.
Section 14.2 Digital Nation ActivityThe breakthrough advantage of SEM is that ads are specifi cally targeted to users’ interests, which increases the likely match between customer and seller. Advertisers’ sites get clicks from users who are looking for exactly the product or service they offer.
Chapter 15 Discovery Project Worksheet Answers will vary. Sample answers:
1. Jackie could see if another associate is available to take over. This way, even if Jackie loses the commission, the sale could still occur and the customer would be satisfied. A better option would be for Jackie to ask her supervisor to postpone her break until after the busy period.
2. Jeff could let the couple try the product themselves; he could ask them what kind of carpet stains they have at home, such as those made by kids, pets, food,
mud, and so on, and then explain how his product can help them specifically; he could offer incentives, such as free sponges or coupons for other products.
3. Ronda should find out why he is not interested—is it a financial issue, a philosophical issue, or something else? She should explain the benefits of membership, and reiterate why he joined in the first place. She could emphasize the challenges that businesses face, and explain that his membership contributes to the success of all small businesses. She could also offer him a lower rate than the year before.
Chapter 15 Discovery Project Evaluation RubricStudents can use the Self-Evaluation Guidelines to assess the content of their Discovery Projects. Students should rate their own performance and give themselves a score for each criterion.
Section 15.1 Graphic OrganizerSee page 61 for a reproducible graphic organizer worksheet with answers.
Section 15.2 Graphic OrganizerSee page 62 for a reproducible graphic organizer worksheet with answers.
Section 15.2 Green Marketer ActivitySample answer: The Body Shop promotes its reputation of being a steward of good health and the environment and has recently partnered with Earth Aid. The Method antibacterial, antiviral, and antimicrobial products are registered bythe Environmental Protection Agency. These products give the companies the ability to market themselves as environmental leaders. They gain some fi nancial benefi t because green companies have become more popular and acceptable with consumers.
Chapter 16 Discovery Project Evaluation RubricStudents can use the Self-Evaluation Guidelines to assess the content of their Discovery Projects. Students should rate their own performance and give themselves a score for each criterion.
Section 16.1 Graphic OrganizerSee page 63 for a reproducible graphic organizer worksheet with answers.
Section 16.1 Digital Nation ActivityE-mail address, full name, driver’s license number, social security number, and credit card number are considered by most sources to be personally identifi able information. Other information that may be personally identifi able when combined with other data includes IP address, birthday, age, and city of residence. Web sites collect this information in order to process customers’ orders and communicate with them, but they may also collect it for marketing purposes or for sale to affi liated companies and list brokers. Many people are concerned about the collection of personal information because of the potential for identity theft and because of an increasing loss of anonymity.
Section 16.2 Graphic OrganizerSee page 64 for a reproducible graphic organizer worksheet with answers.
Section 16.3 Graphic OrganizerSee page 65 for a reproducible graphic organizer worksheet with answers.
