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As a salesperson working at the local electronics store, you offer an extended warranty plan to a customer who has decided to purchase a laptop. The customer says the warranty is too expensive and is rarely used. Identify and illustrate techniques you will use to address the objections from the customer. Consider at least one of the following:
Viewing the objection as a question
Responding to the objection with a question
Using testimonials or past experience as a way to respond
Describe how this technique would be effective.
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Short Paper/Case Study Rubric (Undergraduate)
Guidelines for Submission: Short papers should use double spacing, 12-point Times New Roman font, and one-inch margins. Sources should be cited according
to a discipline-appropriate citation method. Page-length requirements: 1–2 pages.
Critical Elements
Main Elements
Inquiry and Analysis
Integration and
Application
Critical Thinking
Research
Writing
(Mechanics/Citations)
Exemplary (100%)
Includes all of the main
elements and requirements
and cites multiple examples to
illustrate each element
Provides in-depth analysis that
demonstrates complete
understanding of multiple
concepts
All of the course concepts are
correctly applied
Draws insightful conclusions
that are thoroughly defended
with evidence and examples
Incorporates many scholarly
resources effectively that
reflect depth and breadth of
research
No errors related to
organization, grammar and
style, and citations
Proficient (85%)
Includes most of the main
elements and requirements
and cites many examples to
illustrate each element
Provides in-depth analysis that
demonstrates complete
understanding of some
concepts
Most of the course concepts
are correctly applied
Draws informed conclusions
that are justified with evidence
Needs Improvement (55%)
Includes some of the main
elements and requirements
Not Evident (0%)
Does not include any of the
main elements and
requirements
Value
25
Provides in-depth analysis that
demonstrates complete
understanding of minimal
concepts
Some of the course concepts
are correctly applied
Draws logical conclusions, but
does not defend with evidence
Does not provide in-depth
analysis
20
Does not correctly apply any of
the course concepts
Does not draw logical
conclusions
10
Incorporates some scholarly
resources effectively that
reflect depth and breadth of
research
Minor errors related to
organization, grammar and
style, and citations
Incorporates very few scholarly
resources that reflect depth
and breadth of research
Does not incorporate scholarly
resources that reflect depth
and breadth of research
15
Some errors related to
organization, grammar and
style, and citations
Major errors related to
organization, grammar and
style, and citations
10
Total
20
100%

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