MKTG 3600 rofessional Selling
•ST ASK!ssignment Description
The Assignment Intent
For both selling and negotiating we need to get into the habit of asking more directly for what we desire.
This assignment is designed to require you to ask directly for commitments in order to practice this skill.
The Actual Task – Use CASH Model FIVE times
Each student must ask for five commitments (not just clarity on an issue). Students should ask for
something specific, they should use direct and plain language and they should wait silently for a
response after asking. At least two of these asks should be for something relatively major (makes you
nervous to ask, stakes are high, etc.). All of the asks should be thought
out ahead of time and then executed with purpose (in other words these
Make this a WIN-WIN!
should not be spur of the moment requests). For each ask, students
The all-time winner for this
should pre-think their approach (primary goal, fall back goals, etc.), ask
assignment was a student who
cleanly and directly, remain silent as necessary and then circle back if
got a raise at work, got their
necessary. Students will then report on this experience.
parents to pay for most of spring
break, and got a date too! Not
Note: the commitments you ask should be real commitments, not just
bad for a 30 point assignment!
Moral of the Story -ake the
questions seeking information or confirmation. So, for example, I might
assignment real and make it work
ask my roommate: éll you cook dinner tonight? owever, questions
in your favor! WIN-WIN!
like èat is for dinner tonight?/r t is your turn to cook tonight, correct?¡re not full commitment questions. I would also suggest you take some
time and think through what commitments you might like to get. You can use this assignment as an
excuse to contact someone and ask for this commitment (e.g. call an employer and ask for an interview).
The Deliverables
Each sk3hould be documented and reported on. Specifically, I want to know what you asked for, why
you asked for that, and what the response and result was (a table might organize this nicely for you).
Then on an overall basis each student should answer three questions (format these as three separate
sections):
1. What lessons did I learn for this?
2. If I could do any of the asks over, what changes would I make and why?
3. What is one strategy you will employ to be more )rect ask/riented in the future?
Students should produce a business quality document that satisfies the assignment and is easy to follow
and well written.
The Grading:
•
•
Follows the rules
Business quality document
Well structured, organized and laid out
Answers all of the questions in a clear and concise way while demonstrating appropriate depth of
thinking.
MKTG 3600 Just Ask! ssignment

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