MKT 315: Creating Customer Value through Personal Selling
Dr. Barr designed and used critical thinking rubrics for a 'live case' assignment in her Marketing 315 class. The 'live case' assignment engaged students in activities that developed their critical thinking skills.

The live case provided students the opportunity to experience a simulated selling situation. Students worked in teams of 4-5 and ‘sold’ a product to customer teams (two sales specialists from industry). The assignment required extensive preparation, the ability to establish rapport, the identification of the customers’ needs, preparation of a presentation that addressed a solution to the needs, and closing the sale. The assignment also required students to read, evaluate, synthesize and utilize course materials in order to effectively participate in the activity.

Throughout the course of the semester, students participated in exercises to ready themselves for this event. These exercises served to help students build their critical thinking skills (scaffolding) with respect to selling.

Teams were graded using the rubrics designed in the ACT project. Students were provided with these rubrics prior to the 1/2-day event, as part of the packet of materials that they received to aid their preparation.

Rubrics

Introductory Call

Final Call