Concepts of Entrepreneur in Salesmanship for SS 3

Class: SS 3
Term: First Term
Week: 5
Age: 17 years
Duration: 60 minutes
Subject: Salesmanship
Curriculum Theme: Entrepreneurship in Salesmanship
Previous Lesson: Types and Objectives of Entrepreneurs
Topic: CONCEPTS OF ENTREPRENEUR IN SALESMANSHIP
Subject Matter: Ways a salesman can be an entrepreneur; Problems of entrepreneur; Solution to identified problems

Specific Objectives

By the end of the lesson, pupils/students should be able to:

Cognitive Domain

• Identify at least three ways a salesman can become an entrepreneur.
• Describe common problems faced by entrepreneurs in Nigeria.
• State viable solutions to entrepreneurial problems.

Affective Domain

• Appreciate the importance of an entrepreneurial mindset in salesmanship.
• Develop a positive attitude towards problem-solving in business.

Psychomotor Domain

• Propose practical solutions to given entrepreneurial challenges.
• Discuss the entrepreneurial journey of successful Nigerian salespeople.

Social Domain

• Collaborate with peers to identify and discuss entrepreneurial opportunities.

Reference Materials

The following resources were used in planning this lesson:

• 2014 Senior Secondary Education Curriculum (SSEC)
• Relevant State Unified Scheme of Work
• FCT ERC/NAPPS Scheme of work
• Salesmanship textbooks for Senior Secondary Schools

Instructional Materials

The teacher will teach this lesson with the aid of:

• Whiteboard and markers
• Flip chart and pens
• Pictures or case studies of successful Nigerian entrepreneurs (especially those who started in sales)
• Handouts with scenarios of entrepreneurial problems

Rationale for the Lesson

This lesson is important as it bridges the gap between salesmanship and entrepreneurship, showing students how sales skills can be a foundation for business ownership. It equips them with knowledge of potential challenges and solutions, fostering a proactive and resilient mindset essential for future business leaders. Understanding these concepts can inspire students to consider entrepreneurial careers and contribute to economic development.

Prerequisite/Previous Knowledge

Students should have a basic understanding of salesmanship, the role of a salesman, and general business concepts.

Lesson Content/Board Summary

CONCEPTS OF ENTREPRENEUR IN SALESMANSHIP

Ways a Salesman Can Be an Entrepreneur

An entrepreneur is an individual who creates a new business, bearing most of the risks and enjoying most of the rewards. A salesman, with their unique skills and market insight, can transition into or embody entrepreneurial traits in several ways:

1. Starting their own business: A salesman can leverage their product knowledge, customer base, and sales experience to launch their own company, selling similar or related products/services. For example, a pharmaceutical salesman might start a pharmacy or a medical supply company.
2. Becoming an independent sales agent/distributor: Instead of being employed by one company, a salesman can become an independent agent, representing multiple brands or products and earning commissions. This gives them more autonomy and control over their income and operations.
3. Franchising: A salesman can purchase a franchise, which is a ready-made business model with established products, branding, and operational procedures. Their sales skills are crucial for growing the franchise.
4. Product development and innovation: Through direct interaction with customers, a salesman gains deep insights into market needs and gaps. They can use this knowledge to develop new products or improve existing ones, then market and sell them.
5. Intrapreneurship: Even within an existing company, a salesman can act as an “intrapreneur” by initiating new projects, developing new sales strategies, or identifying new market segments that drive growth for the company, often taking calculated risks.
6. Consultancy: Experienced salesmen can offer their expertise as sales consultants to other businesses, helping them improve their sales processes, train their teams, and develop market entry strategies.

Problems of an Entrepreneur

Entrepreneurs, especially in Nigeria, face various challenges that can hinder their success. These problems include:

1. Lack of Capital/Funding: Access to sufficient startup capital and ongoing funding is a major hurdle. Many entrepreneurs struggle to secure loans from banks or attract investors.
2. Poor Infrastructure: Inadequate power supply, bad road networks, and unreliable internet services increase operational costs and reduce efficiency.
3. High Competition: The market can be saturated with similar businesses, making it difficult for new entrants to gain market share and differentiate themselves.
4. Inadequate Skilled Labour: Finding and retaining employees with the right skills, experience, and work ethic can be challenging, especially for small businesses.
5. Government Policies and Regulations: Complex, inconsistent, or unfavourable government policies, high taxes, and bureaucratic processes can stifle business growth.
6. Market Access and Distribution: Reaching target customers, especially in remote areas, can be difficult due to logistics, poor infrastructure, and lack of effective distribution channels.
7. Security Challenges: Issues like theft, vandalism, and general insecurity can disrupt business operations and increase costs.
8. Lack of Business Management Skills: Many entrepreneurs may be good at their craft but lack essential skills in finance, marketing, human resources, or strategic planning.
9. Economic Instability: Fluctuations in exchange rates, inflation, and general economic downturns can negatively impact purchasing power and business profitability.

Solutions to Identified Problems

Addressing the challenges faced by entrepreneurs requires strategic planning and resilience. Here are solutions to the problems identified:

1. For Lack of Capital/Funding:
   • Seek out grants, angel investors, venture capitalists, or government-backed loans specifically for small and medium-sized enterprises (SMEs).
   • Start small and reinvest profits (bootstrapping).
   • Utilise crowdfunding platforms.
   • Develop a robust business plan to attract investors.
2. For Poor Infrastructure:
   • Invest in alternative power sources (solar, generators).
   • Strategically locate businesses near better infrastructure or utilise technology to reduce reliance on physical infrastructure (e.g., e-commerce).
   • Advocate for improved infrastructure through business associations.
3. For High Competition:
   • Differentiate products/services through unique value propositions, superior customer service, or niche market targeting.
   • Innovate constantly to stay ahead.
   • Build strong brand loyalty.
4. For Inadequate Skilled Labour:
   • Invest in training and development programs for employees.
   • Offer competitive remuneration and a positive work environment to attract and retain talent.
   • Collaborate with vocational schools or universities for internship programs.
5. For Government Policies and Regulations:
   • Stay informed about relevant laws and regulations.
   • Engage with industry associations to lobby for favourable policies.
   • Seek legal and business advisory services to ensure compliance.
6. For Market Access and Distribution:
   • Develop strategic partnerships with distributors or retailers.
   • Leverage online platforms and social media for wider reach.
   • Create efficient logistics and supply chain management systems.
7. For Security Challenges:
   • Implement robust security measures (CCTV, guards, insurance).
   • Foster good community relations.
   • Diversify operations to reduce risk concentration.
8. For Lack of Business Management Skills:
   • Attend business workshops, seminars, and training programs.
   • Seek mentorship from experienced entrepreneurs.
   • Delegate tasks or hire professionals for areas where personal expertise is lacking (e.g., accountants, marketing specialists).
9. For Economic Instability:
   • Diversify product offerings and markets to reduce dependence on a single income stream.
   • Maintain lean operations and manage costs effectively.
   • Build financial reserves to weather economic downturns.
   • Monitor economic trends and adapt business strategies accordingly.

Teaching Methods/Instructional Techniques

Discussion, Explanation, Question and Answer, Case Study Analysis, Group Work

Instructional Procedures

Step 1: Introduction

Time: 5 minutes

Teaching Skill: Activating Prior Knowledge

Teacher’s Activity: The teacher greets the students and asks them to recall what they understand by “salesman” and “entrepreneur”. The teacher then introduces the topic, “Concepts of Entrepreneur in Salesmanship,” explaining that today’s lesson will explore how a salesman can embody entrepreneurial qualities, the challenges faced by entrepreneurs, and their solutions.

Pupils’ Activity: Pupils respond to the teacher’s questions and listen attentively to the introduction of the new topic.

Learning Point: Salesman and entrepreneur concepts

Step 2: Ways a Salesman Can Be an Entrepreneur

Time: 15 minutes

Teaching Skill: Explanation/Discussion

Teacher’s Activity: The teacher explains various ways a salesman can transition into or act as an entrepreneur, using practical examples relevant to the Nigerian context. The teacher encourages students to share their thoughts and examples.

1. Starting their own business.
2. Becoming an independent sales agent/distributor.
3. Franchising.
4. Product development and innovation.
5. Intrapreneurship.
6. Consultancy.

Pupils’ Activity: Students listen, ask questions for clarification, and contribute examples of entrepreneurial salesmen they know.

Learning Point: Salesman entrepreneurial roles

Step 3: Identifying Problems of an Entrepreneur

Time: 10 minutes

Teaching Skill: Brainstorming/Facilitation

Teacher’s Activity: The teacher divides the class into small groups and asks each group to brainstorm and list common problems faced by entrepreneurs in Nigeria. The teacher guides them to think about challenges related to finance, infrastructure, competition, and human resources.

Pupils’ Activity: Students work in groups to identify and list problems encountered by entrepreneurs.

Learning Point: Entrepreneurial challenges identification

Step 4: Discussing Identified Problems

Time: 5 minutes

Teaching Skill: Group Reporting/Feedback

Teacher’s Activity: The teacher calls upon each group to present the problems they identified. The teacher consolidates their points on the board, ensuring all major problems from the content scope are covered.

Pupils’ Activity: Group representatives present their findings to the class. Other students listen and compare with their own lists.

Learning Point: Common entrepreneur problems

Step 5: Proposing Solutions to Entrepreneurial Problems

Time: 10 minutes

Teaching Skill: Problem-Solving/Guided Discussion

Teacher’s Activity: The teacher leads a discussion on potential solutions for each of the identified problems. For each problem, the teacher asks students to suggest practical ways entrepreneurs can overcome them, providing additional insights and examples where necessary.

Pupils’ Activity: Students actively participate in proposing solutions to the problems listed on the board.

Learning Point: Solutions to entrepreneurial problems

Step 6: Case Study Application

Time: 5 minutes

Teaching Skill: Application/Critical Thinking

Teacher’s Activity: The teacher presents a short, hypothetical case study of a salesman who started a business and is facing one or two specific problems (e.g., lack of capital, high competition). The teacher asks students to apply the solutions discussed to the case study.

Pupils’ Activity: Students discuss and suggest solutions for the entrepreneur in the case study.

Learning Point: Applying problem-solving strategies

Step 7: Evaluation/Review

Time: 5 minutes

Teaching Skill: Questioning/Assessment

Teacher’s Activity: The teacher evaluates the learning by asking the following questions:

1. Mention three ways a salesman can be an entrepreneur.
2. List three problems faced by entrepreneurs.
3. Suggest two solutions to the problem of “lack of capital” for entrepreneurs.

Pupils’ Activity: Pupils answer orally and in writing.

Learning Point: Entrepreneurial concepts understanding

Step 8: Note-Taking

Time: 10 minutes

Teaching Skill: Guided Writing

Teacher’s Activity: The teacher guides pupils/students to copy the essential Board Summary notes into their notebooks, focusing on the ways a salesman can be an entrepreneur, the problems, and their solutions.

Pupils’ Activity: Pupils/students copy the notes carefully into their notebooks.

Learning Point: Recording lesson content

Step 9: Conclusion

Time: 5 minutes

Teaching Skill: Consolidation

Teacher’s Activity: The teacher summarises the key points of the lesson, reinforcing the idea that sales skills are a strong foundation for entrepreneurship and that understanding challenges and solutions is vital for success. The teacher encourages students to think entrepreneurially.

Pupils’ Activity: Pupils listen to the summary and ask any final questions.

Learning Point: Entrepreneurship in sales consolidated

Continuous Assessment/Further Study

Type: Homework

Instruction: Answer the following questions in your notebook:

1. Research and write a short paragraph about a Nigerian entrepreneur who started their career in sales.
2. Identify one major entrepreneurial problem in your local community and propose three practical solutions for it.
3. Discuss how developing strong sales skills can prepare an individual for entrepreneurial success.

Lesson Keywords

• Entrepreneur – An individual who creates a new business, bearing most of the risks and enjoying most of the rewards.
• Salesman – A person whose job is to sell goods or services.
• Intrapreneurship – Acting like an entrepreneur within a larger organisation.
• Capital – Financial assets or the financial value of assets, such as cash or goods.
• Franchising – A business arrangement where one party (the franchisee) pays a fee and royalty to another party (the franchisor) in return for the right to use the franchisor’s business model and brand.

Differentiation

For students who grasp concepts quickly, the teacher can challenge them to research and present a detailed case study of a successful Nigerian sales-turned-entrepreneur, including their challenges and solutions. For students who require additional support, the teacher can provide simplified handouts with key terms and definitions, or pair them with stronger students for group activities, offering more direct guidance during problem-solving discussions.

Suggested Lesson Videos

YouTube search: salesman as entrepreneur nigeria SS3
YouTube search: problems of entrepreneurs in nigeria SS3