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Grading Rubric Capstone Projects
Grading accepts a start value of 100. Points will be deducted for failure to fully complete or meet the stated requirements. Grading: 90-100 = Represents work of superior quality (A); 80-89 = Represents work of good to very good quality (B); 70-79 = Represents adequate command of class content (C); 69 and below = Represents work that shows a need for development or improvement (F); 0 = Represents plagiarized work (F).
SM110: Communication for Sales
Student:
Instructor:
Date:
Capstone Project Part 4
Description of requirements
Possible Points
Your Points
Using the ADAPT questioning technique as a guide (Figure 4.1, page 91), created a list of your own questions that you should ask your prospect.
50
Assessment Questions (create 5 questions)
10
Discovery Questions (create 3 questions)
6
Activation Questions (create 5 questions)
10
Projection Questions (create 4 questions)
8
Transition Questions (create 3 questions)
6
Assignment was submitted by due date
10
TOTAL
100
YOUR SCORE: ________
Instructor Comments:
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