Return To Salesmanship Home Page

Grading Scale and Policy


Point Value

Exam 1 (Chapters 1,2,3,4)

80 points

Exam 2 (Chapters 5,6,7,8)

80 points

Exam 3 (Chapters 9,10,11,12)

80 points

Exam 4 (Chapters 13,14,16)

60 points

Current Events (13 @ 10 pts)

130 points

Discussion Forums

105 points

Selling Scenarios

60 points

Sales Exercises

80 points




675 points

Grading Scale

A = 675 - 605  points (100% - 90%)

B = 604 - 540 points (89% - 80%)

C = 539 - 470 points (79% - 70%)

D = 469 - 405 points (69% - 60%)

F = (Below 405 points)

The Grading Scale above provides you with a clear picture of how your participation in each area of the course will impact your total grade. Please review each segment of the Grading Scale very carefully so that you will understand the importance of completing each assignment with the utmost diligence and within the designated time frame.


Each point in the exam is worth 1 point toward your final grade. So, for example, an 80 point exam is potentially worth 80 points toward your final grade.

Weekly Current Events

Each week you are required to visit the Salesmanship publications listed in the EXTERNAL LINKS.  You will find an explanation of the assignment each week in your Weekly folder. You are to find a current event about Sales and Marketing that you find particularly interesting. You will summarize the main points as outlined in the weekly folder and post it in the Discussion Board labeled This Week's Current Events. You current event must be posted by Friday of each week.

Selling Exercises and Selling Scenarios

These are exercises designed to develop and/or sharpen your personal selling skills. Each week you are to read the exercises, develop your response and post to the appropriate Discussion Board.

Discussion Forums

This is the part of the online course that most closely simulates the traditional classroom environment. Each week I will post a question from the week's chapter that will be similar to the same kinds of questions I would ask if we were in class together. You are required to read the question, post your response in the Discussion Board and then log in at least three (3) days during the week, read all your classmates postings and responses to at least two of your classmates postings. This is the cyber-class methods of establishing and maintaining a learning community similar to being physically in class together. You will be graded on the quality of your posting and your responses to your classmates postings. It is imperative that you post your initial response by Wednesday so other students will have something to respond to.

Return To Salesmanship Home Page