Sales Scenario Performance Review - PDF

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					                                                                                                 Page 6-24




 Topic    Writing Sales Letters                                   Performance Indicator
                                                                  Write sales letters



Scenarios:
   Classroom:
     Equipment, Supplies, and Other Resources to Be Provided:
         Copies of rubric—one for each student
         Computer with word-processing software

     Student Activity:
         Write a sales letter for a product sold in your school-based enterprise. Your target market for
         the letter is seniors. When you have completed the activity, you should present your letter to a
         team of two other students who will evaluate it using the rubric provided by your instructor.
         Discuss your evaluation and recommendations with your instructor.


   On the Job:
     Equipment, Supplies, and Other Resources to Be Provided:
         Agreement from the employer to participate in the activity
         Copy of the Employer Information, Rubric Explanation, and rubric for the employer
         Product or sales information that the student-employee can review
         Identification of a target market
         Specification of time/space available
         Computer with word-processing software

     Employer Information:
         Meet with the student-employee to explain that s/he has been selected to write a sales letter.
         Examples of topics you might suggest include, but are not limited to, a special promotion that
         will be offered by your business, a new product line that will be produced/carried, a new
         service that can be purchased, etc. Identify an appropriate target market for the letter. Explain
         that when the student has completed the letter, you will review and rate it using the rubric
         provided by the student’s instructor. Discuss the ratings with the student-employee.

     Rubric Explanation:
         A rubric is a set of guidelines that can be used to evaluate the quality of a student’s
         performance. Its use helps to increase the objectivity with which student performance is
         evaluated. A rubric helps to qualify what constitutes an excellent or poor performance by
         providing descriptions of observable actions exhibited by the student.




                                Marketing Education: Advanced Marketing
                                                                                                 Page 6-25




Topic    Writing Sales Letters

        The components of the rubric include:
          • Criteria: The factors being assessed
          • Level of performance: How well or how poorly the student performs. There are four
            levels of performance: Professional, Experienced, Developing, and Novice. A student’s
            performance can fall across the range of levels, even within one criterion.
          • Descriptors: Items under each level of performance for each criterion that describe the
            quality of student performance; together, they provide a comprehensive profile of student
            performance.

        Because student performance can fall across the levels, the assessment will provide students
        with a picture of which skills they have mastered and where they need to improve. They can
        see how their work stacks up against a professional level of performance.


    Student Activity:
        You are to write a sales letter. Your employer will identify the target market and explain the
        letter’s topic. When you have completed the activity, show the letter to your employer, and
        later, meet with your employer to discuss his/her ratings.


  Career-Technical Student Organization
    Equipment, Supplies, and Other Resources to Be Provided:
        Computer with word-processing software
        Copy of Rubric Explanation and Judge Information for each judge
        Copies of the rubric—a judge should have one rubric for each student
        Adequate number of judges to evaluate student performance

    Judge Information:
        The goal of students in this event is to write a sales letter about a product that will be sold by
        their DECA chapter. The target audience is individuals in the community who have children in
        kindergarten. Rate each student’s performance using the rubric provided by the teacher.
        Submit the completed rubrics to an instructor/event monitor.

    Student Activity:
        You are to write a sales letter about a product that your DECA chapter will be selling. The
        target audience is individuals who have children in kindergarten. Write the letter, and submit it
        for competition.




                               Marketing Education: Advanced Marketing

				
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