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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: