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LAP-SE-076, Go Beyond the Sale (Customer Service in Selling) (Download) SE:076, LAP-SE-130
Price: $68.00
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MBA Research Item #: LAP-SE-076 -

Quality customer service is a lot more than just a department. In this informative LAP, students will learn what salespeople can do to go above and beyond while serving customers—increasing their sales and benefitting their business along the way! In the Gray Zone, students will examine the ethicality of a common sales practice—making false promises to a customer to close a sale. LAPs (Learning Activity Packages) are comprehensive instructional packages that include all elements of a...

LAP-SE-106, Keep It Real--In Sales (Legal and Ethical Considerations in Selling) (Download) SE:106, LAP-SE-129, Ethics
Price: $68.00
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MBA Research Item #: LAP-SE-106 -

Your students don't want to break the law when it comes to selling—but how do they know what's right and what's wrong? Help them learn about legal and ethical considerations in selling with Keep It Real—In Sales! LAPs (Learning Activity Packages) are comprehensive instructional packages that include all elements of a performance-oriented lesson plan. This LAP includes a student handout (with CopyIT! permission) that includes information about legal and ethical considerations in selling, a (So...

LAP-SE-109, Find Features, Boost Benefits (Feature-Benefit Selling) (Download) SE:109, LAP-SE-113
Price: $68.00
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MBA Research Item #: LAP-SE-109 -

Customers have lots of choices in today's competitive market, so how can your students make their products stand out? With this LAP, your students can learn to use feature-benefit selling to translate their product features into benefits. LAPs (Learning Activity Packages) are comprehensive instructional packages that include all elements of a performance-oriented lesson plan. This LAP includes a student handout (with CopyIT! permission) that includes information about feature-benefit selling,...

LAP-SE-114, Get Specific (Recommending Specific Products) (Download) SE:114, Selling, LAP-SE-111
Price: $68.00
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MBA Research Item #: LAP-SE-114 -

Part of being a salesperson involves recommending specific products to customers based on their needs and wants. Sounds easy – but it can be more complicated than it seems! In Get Specific (Recommending Specific Products), students will learn how to recommend products in various tricky situations, such as when a product is out of stock or doesn’t suit a customer’s unique needs. LAPs (Learning Activity Packages) are comprehensive instructional packages that include all elements of a...

LAP-SE-321, Make the Match (Selling Sponsorships) (Download) SE:321, LAP-SE-127, Sports Marketing, Promotion
Price: $68.00
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MBA Research Item #: LAP-SE-321 -

Sponsorships provide a wealth of benefits to both sponsors and sports/event organizations. Make the Match (Selling Sponsorships) explains the profitable nature of sponsorship agreements and teaches students the step-by-step method for selling sponsorships successfully. This LAP includes examples, activities, video links, and more—all focused on the dynamics of selling sponsorships in sports/event marketing. LAPs (Learning Activity Packages) are comprehensive instructional packages that include...

LAP-SE-374, Show and Tell (Product Demonstration) (Download) SE:374, LAP-SE-103
Price: $68.00
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MBA Research Item #: LAP-SE-374 -

When it comes to convincing customers of their need for products, “seeing is believing.” In this LAP, students will gain hands-on experience planning and executing a product demonstration. They will learn how to select the right product to demonstrate, how to choose the appropriate product features to highlight, and how to handle interruptions during the demonstration. LAPs (Learning Activity Packages) are comprehensive instructional packages that include all elements of a performance-oriented...

LAP-SE-810, Typecasting (Addressing Needs of Individual Personalities) (Download) LAP-SE-112, SE:810, Selling
Price: $68.00
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MBA Research Item #: LAP-SE-810 -

Make sure you know your customers! Successful salespeople know that in order to sell, they need to identify customer personality types and use appropriate sales techniques. Teach your students how to develop this important selling skill by exploring how to identify and handle different customer personality types. Together, master the power of personality! LAPs (Learning Activity Packages) are comprehensive instructional packages that include all elements of a performance-oriented lesson plan....

LAP-SE-811, Decisions, Decisions, Decisions (Helping Customers Make Buying Decisions) (Download) SE:811, Selling, LAP-SE-108
Price: $68.00
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MBA Research Item #: LAP-SE-811 -

A successful salesperson assists customers with all the "mini” decisions that add up to the final purchase decision. Decisions, Decisions, Decisions (Helping Customers Make Buying Decisions) teaches your students how they can help their customers make them. LAPs (Learning Activity Packages) are comprehensive instructional packages that include all elements of a performance-oriented lesson plan. This LAP includes a student handout (with CopyIT! permission) that includes information about...

LAP-SE-828, Keep Them Loyal (Key Factors in Building Clientele) (Download) SE:828, LAP-SE-115, Selling
Price: $68.00
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MBA Research Item #: LAP-SE-828 -

Finding customers can be hard, but keeping them is even harder! Use this LAP to show your students why businesses and salespeople need to do more than just attract customers—they must turn them into a loyal clientele. Keep Them Loyal (Key Factors in Building Clientele) will show your students the many ways that building a clientele can benefit businesses and salespeople. LAPs (Learning Activity Packages) are comprehensive instructional packages that include all elements of a performance-oriente...

LAP-SE-874, Objection Overruled (Converting Objections Into Selling Points) (Download) SE:874, LAP-SE-100
Price: $68.00
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MBA Research Item #: LAP-SE-874 -

One of a salesperson’s most important responsibilities is addressing customer objections. In this LAP, students will learn common types of customer objections, how to distinguish between a real objection and an excuse, and how to convert customer objections into valid selling points. In The Gray Zone, students will examine a situation in which a salesperson stretches the truth to convert a customer objection into a selling point. LAPs (Learning Activity Packages) are comprehensive...

LAP-SE-875, Up the Ante (Suggestion Selling) (Download) SE:875, LAP-SE-110
Price: $68.00
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MBA Research Item #: LAP-SE-875 -

It’s one thing to make a sale—but satisfying a customer’s needs and earning their trust can turn a normal sale into a win for everyone involved. In Up the Ante (Suggestion Selling), students will discover the skill of suggestion selling and how it benefits customers, businesses, and salespeople. They will learn how to successfully suggest products based on customer needs and wants, as well as how to suggest products respectfully. LAPs (Learning Activity Packages) are comprehensive...

LAP-SE-883, Whats the Motive? (Determining Buying Motives) (Download) SE:883, Selling, LAP-SE-109
Price: $68.00
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MBA Research Item #: LAP-SE-883 -

Do you remember the last thing you bought? More specifically, do you remember why you bought it? This LAP explores the concept of buying motives⁠—what they are and how they affect everyday life. Students will also learn effective techniques for identifying a prospect’s buying motives that will help them succeed both as a salesperson and a business owner. LAPs (Learning Activity Packages) are comprehensive instructional packages that include all elements of a performance-oriented lesson plan....

LAP-SE-895, Wrap it Up (Closing Sales) (Download) SE:895, LAP-SE-107, Selling
Price: $68.00
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MBA Research Item #: LAP-SE-895 -

Just as your students would never write a text message without hitting send, a salesperson should never interact with a customer without attempting to close the sale. In Wrap It Up (Closing Sales), students will discover the importance and benefits of closing sales effectively—and they will learn how to prepare for any sales situation by mastering several closing techniques. LAPs (Learning Activity Packages) are comprehensive instructional packages that include all elements of a...

LAP-SE-932, Sell Right (Selling Policies) (Download) SE:932, LAP-SE-121
Price: $68.00
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MBA Research Item #: LAP-SE-932 -

A company’s selling policies are essential components of its sales practice. In Sell Right (Selling Policies), students will discover the importance of selling guidelines as well as the various kinds of policies that businesses use to help salespeople succeed. Students will also learn about federal regulations that shape company selling policies such as the Federal Trade Commission Act and the Sherman Act. LAPs (Learning Activity Packages) are comprehensive instructional packages that include...

LAP-SM-001, Manage This! (Concept of Management) (Download) SM:001, LAP-SM-003, Strategic Management, Planning
Price: $68.00
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MBA Research Item #: LAP-SM-001 -

This LAP walks students through the basics of management—what managers do, what skills they need, and what types of resources they manage—as well as what levels of management most companies have. LAPs (Learning Activity Packages) are comprehensive instructional packages that include all elements of a performance-oriented lesson plan. This LAP includes a student handout (with CopyIT! permission) that includes information about management, a (So What?) discussion of why it's important to learn,...

LAP-SM-007, Plan Now, Succeed Later (Nature of Business Plans) (Download) SM:007, Management, Planning, Entrepreneurship, LAP-SM-001
Price: $68.00
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MBA Research Item #: LAP-SM-007 -

Teach your students what a business plan is, what goes into its different components, and how it benefits startup and existing businesses. LAPs (Learning Activity Packages) are comprehensive instructional packages that include all elements of a performance-oriented lesson plan. This LAP includes a student handout (with CopyIT! permission) that includes information about nature of business plans, a (So What?) discussion of why it's important to learn, ideas (Make it Pay!) for immediate...

LAP-SM-013, Plan for Success (Creating a Business Plan) (Download) SM:013, Strategic Management, Planning, Entrepreneurship, LAP-SM-002
Price: $68.00
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MBA Research Item #: LAP-SM-013 -

Teach your students how to create a business plan that gets results, regardless of the business’s product, size, or stage of development. LAPs (Learning Activity Packages) are comprehensive instructional packages that include all elements of a performance-oriented lesson plan. This LAP includes a student handout (with CopyIT! permission) that includes information about creating a business plan, a (So What?) discussion of why it's important to learn, and a short (Gray Zone) case addressing...

LAP-SM-064, Put It All Together (Managerial Organizing) SM:064, Strategic Management
Price: $68.00
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MBA Research Item #: LAP-SM-064 -

Managers of all types of businesses must spend a portion of their time organizing. But what exactly do managers do when they are organizing? To teach your students about managerial considerations in organizing, check out Put It All Together (Managerial Organizing). This LAP discusses the importance of organizing as a management function, as well as the process managers use to organize their businesses. LAPs (Learning Activity Packages) are comprehensive instructional packages that include all...

LAP-SM-065, Dream Team Maker (Staffing) (Download) SM:065, LAP-SM-004, Strategic Management, Planning, Human Resources
Price: $68.00
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MBA Research Item #: LAP-SM-065 -

Staffing is one of the five functions of management that are essential for organizational success. This LAP explores the staffing process and takes a deeper look at how managers develop human resources management strategies. LAPs (Learning Activity Packages) are comprehensive instructional packages that include all elements of a performance-oriented lesson plan. This LAP includes a student handout (with CopyIT! permission) that includes information about staffing, a (So What?) discussion of...

LAP-SM-066, Take Action (Managerial Directing) (Download) SM:066, LAP-FI-008
Price: $68.00
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MBA Research Item #: LAP-SM-066 -

Directing is considered the heart of management. When managers are directing, they are guiding workers to achieve goals. This LAP explains what directing is, the importance of directing, and the activities included in this management function. LAPs (Learning Activity Packages) are comprehensive instructional packages that include all elements of a performance-oriented lesson plan. This LAP includes a student handout (with CopyIT! permission) that includes information about mangerial directing,...

LAP-SM-075, Prepare for the Worst; Expect the Best (Nature of Risk Management) (Download) SM:075, LAP-FI-008
Price: $68.00
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MBA Research Item #: LAP-SM-075 -

All business is risky, but smart businesses manage their risk. Help your students understand how businesses use risk management to avoid loss, create strategy, and increase profits with Prepare for the Worst; Expect the Best (Nature of Risk Management). This LAP explains how risk management is used to identify, monitor, and evaluate past and future risks, and it explores some cutting-edge technologies businesses use to manage risk today. LAPs (Learning Activity Packages) are comprehensive...

LAP-SM-400, Measure Up! (Managerial Control) (Download) SM:004
Price: $68.00
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MBA Research Item #: LAP-SM-400 -

Managerial control is essential for organizational success. In this LAP, students will discover what managerial control is and how managers utilize control in real life. They will learn the various types of controls that can be put in place as well as the characteristics of effective controls. In the Gray Zone, students will examine a situation in which managerial control is taken too far. LAPs (Learning Activity Packages) are comprehensive instructional packages that include all elements...

Rubric: Conducting an Environmental Scan (Download)
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MBA Research Item #: RU-18-003 -

In-depth, research-based rubric for conducting an environmental scan includes detailed behavioral anchors and three sample scenarios, making it useful for both assessment and instructional purposes. Use to assess capstone activities, for competitive event preparation, in student career portfolios. Highly recommended for performance-oriented programs.(Teaching in a member state? Rubrics can be accessed free via State’s Connection!) ...

Rubric: Demonstrating Ethical Work Habits (Download)
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MBA Research Item #: RU-16-007 -

In-depth, research-based rubric for demonstrating ethical work habits includes detailed behavioral anchors and three sample scenarios, making it useful for both assessment and instructional purposes. Use to assess capstone activities, for competitive event preparation, in student career portfolios. Highly recommended for performance-oriented programs.(Teaching in a member state? Rubrics can be accessed free via State’s Connection!) ...

Rubric: Demonstrating Negotiation Skills (Download)
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MBA Research Item #: RU-16-006 -

In-depth, research-based rubric for demonstrating negotiation skills includes detailed behavioral anchors and three sample scenarios, making it useful for both assessment and instructional purposes. Use to assess capstone activities, for competitive event preparation, in student career portfolios. Highly recommended for performance-oriented programs.(Teaching in a member state? Rubrics can be accessed free via State’s Connection!) ...

Rubric: Designing a Website (Download)
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MBA Research Item #: RU-17-003 -

In-depth, research-based rubric for designing a website includes detailed behavioral anchors and three sample scenarios, making it useful for both assessment and instructional purposes. Use to assess capstone activities, for competitive event preparation, in student career portfolios. Highly recommended for performance-oriented programs.(Teaching in a member state? Rubrics can be accessed free via State’s Connection!)

Rubric: Developing a Marketing Plan (Download)
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MBA Research Item #: RU-16-008 -

In-depth, research-based rubric for developing a marketing plan includes detailed behavioral anchors and three sample scenarios, making it useful for both assessment and instructional purposes. Use to assess capstone activities, for competitive event preparation, in student career portfolios. Highly recommended for performance-oriented programs.(Teaching in a member state? Rubrics can be accessed free via State’s Connection!) ...

Rubric: Developing a Project Plan (Download)
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MBA Research Item #: RU-16-005 -

In-depth, research-based rubric for developing a project plan includes detailed behavioral anchors and three sample scenarios, making it useful for both assessment and instructional purposes. Use to assess capstone activities, for competitive event preparation, in student career portfolios. Highly recommended for performance-oriented programs.(Teaching in a member state? Rubrics can be accessed free via State’s Connection!) ...

Rubric: Developing a Promotional Plan (Download)
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MBA Research Item #: RU-17-002 -

In-depth, research-based rubric for developing a promotional plan includes detailed behavioral anchors and three sample scenarios, making it useful for both assessment and instructional purposes. Use to assess capstone activities, for competitive event preparation, in student career portfolios. Highly recommended for performance-oriented programs.(Teaching in a member state? Rubrics can be accessed free via State’s Connection!) ...

Rubric: Handling Difficult Customers (Download)
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MBA Research Item #: RU-18-001 -

In-depth, research-based rubric for handling difficult customers includes detailed behavioral anchors and three sample scenarios, making it useful for both assessment and instructional purposes. Use to assess capstone activities, for competitive event preparation, in student career portfolios. Highly recommended for performance-oriented programs.(Teaching in a member state? Rubrics can be accessed free via State’s Connection!) ...

Rubric: Making Oral Presentations (Download)
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MBA Research Item #: RU-16-001 -

In-depth, research-based rubric for making oral presentations includes detailed behavioral anchors and three sample scenarios, making it useful for both assessment and instructional purposes. Use to assess capstone activities, for competitive event preparation, in student career portfolios. Highly recommended for performance-oriented programs.(Teaching in a member state? Rubrics can be accessed free via State’s Connection!) ...

Rubric: Networking With Others  (Download)
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MBA Research Item #: RU-19-002 -

In-depth, research-based rubric for networking with others includes detailed behavioral anchors and three sample scenarios, making it useful for both assessment and instructional purposes. Use to assess capstone activities, for competitive event preparation, in student career portfolios. Highly recommended for performance-oriented programs.(Teaching in a member state? Rubrics can be accessed free via State’s Connection!) ...

Rubric: Obtaining Marketing Information From Online Sources (Download)
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MBA Research Item #: RU-18-002 -

In-depth, research-based rubric for obtaining marketing information from online sources includes detailed behavioral anchors and three sample scenarios, making it useful for both assessment and instructional purposes. Use to assess capstone activities, for competitive event preparation, in student career portfolios. Highly recommended for performance-oriented programs.(Teaching in a member state? Rubrics can be accessed free via State’s Connection!) ...

Rubric: Participating as a Team Member (Download)
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MBA Research Item #: RU-16-002 -

In-depth, research-based rubric for participating as a team member includes detailed behavioral anchors and three sample scenarios, making it useful for both assessment and instructional purposes. Use to assess capstone activities, for competitive event preparation, in student career portfolios. Highly recommended for performance-oriented programs.(Teaching in a member state? Rubrics can be accessed free via State’s Connection!) ...

Rubric: Planning Meetings (Download)
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MBA Research Item #: RU-17-001 -

In-depth, research-based rubric for meeting planning includes detailed behavioral anchors and three sample scenarios, making it useful for both assessment and instructional purposes. Use to assess capstone activities, for competitive event preparation, in student career portfolios. Highly recommended for performance-oriented programs.(Teaching in a member state? Rubrics can be accessed free via State’s Connection!)

Rubric: Professional Selling (Download)
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MBA Research Item #: RU-16-004 -

In-depth, research-based rubric for professional selling includes detailed behavioral anchors and three sample scenarios, making it useful for both assessment and instructional purposes. Use to assess capstone activities, for competitive event preparation, in student career portfolios. Highly recommended for performance-oriented programs.(Teaching in a member state? Rubrics can be accessed free via State’s Connection!)

Rubric: Supporting and Maintaining a Website (Download)
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MBA Research Item #: RU-17-004 -

In-depth, research-based rubric for supporting and maintaining a website includes detailed behavioral anchors and three sample scenarios, making it useful for both assessment and instructional purposes. Use to assess capstone activities, for competitive event preparation, in student career portfolios. Highly recommended for performance-oriented programs.(Teaching in a member state? Rubrics can be accessed free via State’s Connection!) ...

Rubric: Using Time-Management Skills (Download)
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MBA Research Item #: RU-16-003 -

In-depth, research-based rubric for using team-management skills includes detailed behavioral anchors and three sample scenarios, making it useful for both assessment and instructional purposes. Use to assess capstone activities, for competitive event preparation, in student career portfolios. Highly recommended for performance-oriented programs.(Teaching in a member state? Rubrics can be accessed free via State’s Connection!) ...

Rubric: Writing Copy for Advertisements (Download)
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MBA Research Item #: RU-19-001 -

In-depth, research-based rubric for writing copy for advertisements includes detailed behavioral anchors and three sample scenarios, making it useful for both assessment and instructional purposes. Use to assess capstone activities, for competitive event preparation, in student career portfolios. Highly recommended for performance-oriented programs.(Teaching in a member state? Rubrics can be accessed free via State’s Connection!) ...

Standard/Instructional Area
Price: $5.50
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MBA Research

MBA Research Digital Badging: Proof-of-Learning for resumes, portfolios, digital media New, portable MBA Digital Badges make it easy for your students to document and share individual achievements in learning. Each offers significant value-added for students who earn badges. Students can accumulate multiple badges that can be used for resumes, electronic portfolios, scholarship applications, and more. What’s a digital badge? Think of them as stackable credentials. Each digital badge represents...