JotSpot Articles

Assessment, in educational settings, can take many forms, such as test scores, teacher observation or informal questioning, but the ultimate meaning, purpose and/or objective of assessment is inevitably up to the instructor. Are we simply looking for numbers to write in a grade book to appease our administrators, or are we seeking a deeper understanding of our students’, and our own, capabilities? My loyalty falls behind the latter. Whether for the benefit of our students, ourselves, our school or state, assessment should be directed toward the goal of gauging student learning and comprehension, while at the same time, measuring our own efficacy in obtaining that goal. In simpler terms: We grade students to determine not only what they know, but how successful our instructional strategies/methods are.

The meteorologist studies atmospheric conditions and based on previous events, anticipated occurrences and details too laboring for the layman to research, s/he makes a mathematical prediction of when it will rain, snow or even when a hurricane will make landfall. We all know that it’s not an exact science, and the joke is quite consistent that the “weatherman” is always wrong. Actually, meteorologists are pretty accurate 80%-90% of the time, but the few times that they’re wrong give us the fuel to joke about their inadequacies.

The Scripted Sales Philosophy This usually happens to the newest of salespeople. They join the team, get a few scripts and are told to “go get ‘em!” Let them get their teeth kicked in a few times, they’ll learn. Is that really the best way to train someone in sales? Well, there is something to be said for failing your way to success, but you’re disheartening and devaluing your recent sales investment-your new hires. There are very few times when a verbatim script will actively engage another human being, whether it’s a cold call over the phone or in person. People buy from people, not a phony sales script. When your sales philosophy, or the one you are forced to swallow, doesn’t match what you believe deep in your heart, you will NOT be a successful salesperson.

Traditional Astrology, including Horary, Natal, Mundane and many other branches, is no less a complicated matter or any less effective of a technique than modern meteorology. Its only perceived folly is that it is antiquated in comparison to our modern understanding of the cosmos. The Astrologer knows different, but the layman does not.

How do I develop a sales philosophy? The key to developing a great sales philosophy depends on you and your individual values. The most important thing about is that you make sure it is completely YOURS. First, however, you must identify your company’s unique sales philosophy: what it wants its customers to think about the company, the products and the people. Then you need to consider what YOUR personal sales philosophy is.

On a day-to-day level, I have discovered, through my practicum experiences, students find that pre-tests make it easier to organize important topics during on-going instruction. By informing the students of what I (the teacher) expect them to learn from my lesson, all students show increased retention on post-tests, as opposed to lower scores when no pre-test was given. Unfortunately, giving routine pre-tests before every lesson can actually stifle student learning because students begin to only listen for material covered on the pre-test, and allow all other information to fall to the wayside. To supplement pre-tests, formative assessments can be used (e.g. informal question-answer period and teacher observations). One type of formative assessment, as discussed by Niebur (1994), was the use of name cards in her music class. She would choose a small sample of students to observe for the day, then silently meander around the room making notations about their performance on the cards. She did this because she noticed that some students would perform below their abilities when they knew they were being observed. This way, she could make assessments without jeopardizing student functioning, and therefore obtain an adequate picture of their abilities. Though I’m not a music teacher, I feel this technique could be useful in determining social and communication skills, as well as assessment of student affect. Though it is important to attend to insuring multiple assessments for students, my most adamant contention concerning assessment isn’t so much what kind of assessments I use, but instead, what types of questions are included in assessments.

So stop using trained scripts and old habits that no longer represent you and what you have to offer as a salesperson! Identifying your unique sales philosophy and harnessing the power of its authenticity will give you the enthusiasm to achieve the results you desire! Your customers will see your self-confidence and trust coming to you for their needs. If you truly believe in your sales philosophy, your company and your product, they will, too!