Class: Senior Secondary School 1 (SS1 / SSS 1)
Term: 1st Term
Week: 3
Age: 15 years
Duration: 45 minutes
Subject: Salesmanship
Curriculum Theme: Trade
Previous Lesson: History Of Salesmanship: Development, Economic Importance and Benefits of Salesmanship.
Topic: CONCEPT OF SALESMANSHIP
Subject Matter: Concept of salesmanship, Meaning and application of salesmanship concepts, Basic terms in salesmanship such as selling, consumer satisfaction, profit

Specific Objectives

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

Cognitive Domain:

Define salesmanship.
Explain the meaning and application of salesmanship concepts.
Identify and define basic terms in salesmanship such as selling, consumer satisfaction, and profit.

Affective Domain:

Appreciate the importance of salesmanship in business and daily life.
Show interest in achieving consumer satisfaction in any sales transaction.
Value the role of profit in business sustainability.

Psychomotor Domain:

Correctly use salesmanship terms in appropriate contexts.
Formulate simple statements applying salesmanship concepts.

Participate actively in class discussions about salesmanship.
Collaborate with peers to clarify understanding of salesmanship concepts.

Reference Materials

The following resources were used in planning this lesson:

9 Years Basic Education Curriculum for Business Studies.
Lagos State Unified Scheme of Work for Senior Secondary School Salesmanship.
Akintola, J.O. (2018). Salesmanship for Senior Secondary Schools. Ibadan: Evans Brothers (Nigeria Publishers) Limited.
https://www.study.com/academy/lesson/what-is-salesmanship-definition-skills.html

Instructional Materials

The teacher will teach this lesson with the aid of:

Term cards with definitions of salesmanship concepts.
A flip chart displaying key terms.
Markers.
Pictures or short videos showing sales interactions.

Rationale for the Lesson

This lesson helps pupils understand the fundamental principles and terms involved in buying and selling goods and services. It enables pupils to appreciate how effective sales practices contribute to business success and customer satisfaction, which are important aspects of everyday economic activities.

Prerequisite/Previous Knowledge

Pupils have a basic understanding of business, trade, and the exchange of goods and services from their previous lessons.

Lesson Content/Board Summary

CONCEPT OF SALESMANSHIP

Meaning of Salesmanship

Salesmanship is the art of persuading people to buy goods and services that satisfy their needs and wants. It involves convincing potential customers through personal selling techniques, demonstrating product value, and building rapport.

Application of Salesmanship Concepts

Salesmanship concepts are applied in various ways to achieve sales goals and customer satisfaction.

The following are ways salesmanship concepts are applied:

Understanding Customer Needs: Salespeople use questioning and listening skills to identify what customers truly need.
Product Knowledge: Salespeople must have deep knowledge of the products or services they sell to effectively communicate their benefits.
Effective Communication: Clear, persuasive, and respectful communication is used to present products and handle objections.
Relationship Building: Building trust and rapport with customers helps in fostering long-term relationships and repeat business.
Problem Solving: Salespeople identify customer problems and offer products or services as solutions.

Basic Terms in Salesmanship

Selling

Selling is the act of exchanging a product or service for money. It is the process of assisting and persuading a customer to buy a good or service.

Consumer Satisfaction

Consumer satisfaction refers to the feeling of happiness or contentment experienced by a customer when their needs and expectations are met or exceeded by a product or service. It is a key goal of good salesmanship.

Profit

Profit is the financial gain, especially the difference between the amount earned and the amount spent in buying, operating, or producing something. It is the reward for taking business risks and efficiently managing resources.

Teaching Methods/Instructional Techniques

Discussion, Lecture, Demonstration, Question and Answer, Visual Aids

Instructional Procedures

Step 1: Introduction

Time: 5 minutes
Teaching Skill: Set Induction
Teacher’s Activity: The teacher greets the pupils and asks them to recall what they understand by ‘trade’ or ‘business’. The teacher then introduces the topic, ‘Concept of Salesmanship’, by asking pupils what they think a salesperson does.
Pupils’ Activity: Pupils respond to the teacher’s questions and state their ideas about salesmanship.
Learning Point: Pupils are engaged and the lesson is linked to their prior knowledge.

Step 2: Meaning of Salesmanship

Time: 7 minutes
Teaching Skill: Explanation/Definition
Teacher’s Activity: The teacher defines salesmanship as the art of persuading people to buy goods and services that satisfy their needs and wants. The teacher explains that it involves convincing potential customers and demonstrating product value.
Pupils’ Activity: Pupils listen attentively, ask questions for clarity, and take notes.
Learning Point: Pupils understand the definition of salesmanship.

Step 3: Application of Salesmanship Concepts

Time: 7 minutes
Teaching Skill: Elaboration/Illustration
Teacher’s Activity: The teacher explains how salesmanship concepts are applied in real-life situations, focusing on understanding customer needs, product knowledge, effective communication, relationship building, and problem-solving. The teacher uses examples to illustrate each point.
Pupils’ Activity: Pupils listen, contribute examples, and note down the applications.
Learning Point: Pupils understand how salesmanship principles are put into practice.

Step 4: Basic Term: Selling

Time: 6 minutes
Teaching Skill: Definition/Clarification
Teacher’s Activity: The teacher introduces the first basic term, ‘Selling’, and defines it as the act of exchanging a product or service for money. The teacher differentiates it slightly from salesmanship by emphasizing the ‘act’ of exchange.
Pupils’ Activity: Pupils listen, write down the definition, and ask questions.
Learning Point: Pupils can define ‘selling’.

Step 5: Basic Terms: Consumer Satisfaction and Profit

Time: 6 minutes
Teaching Skill: Definition/Elaboration
Teacher’s Activity: The teacher defines ‘Consumer Satisfaction’ as the happiness a customer feels when their needs are met, and ‘Profit’ as the financial gain from a business. The teacher explains the importance of both terms in salesmanship.
Pupils’ Activity: Pupils listen, take notes, and ask for further explanations.
Learning Point: Pupils understand the meanings of consumer satisfaction and profit.

Step 6: Class Discussion/Activity

Time: 4 minutes
Teaching Skill: Engagement/Facilitation
Teacher’s Activity: The teacher asks pupils to discuss in pairs how a salesperson can ensure consumer satisfaction while also making a profit. The teacher monitors and guides the discussion.
Pupils’ Activity: Pupils discuss in pairs and share their ideas with the class.
Learning Point: Pupils apply the learned concepts in a practical discussion.

Step 7: Evaluation/Review

Time: 5 minutes

Teaching Skill: Questioning/Assessment

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

What is salesmanship?
Mention two ways salesmanship concepts are applied.
Define ‘selling’.
Explain ‘consumer satisfaction’ in your own words.
What is profit in the context of business?

Pupils’ Activity: Pupils answer orally and in writing.

Learning Point: Pupils demonstrate understanding of the lesson.

Step 8: Conclusion

Time: 5 minutes
Teaching Skill: Summarization/Consolidation
Teacher’s Activity: The teacher summarizes the key points of the lesson, reiterating the definition of salesmanship, its applications, and the basic terms discussed. The teacher assigns homework: “List five qualities of a good salesperson.”
Pupils’ Activity: Pupils listen to the summary and copy down the homework assignment.
Learning Point: The lesson is concluded, and learning is reinforced.

Lesson Keywords

Salesmanship – The art of persuading people to buy goods and services that satisfy their needs and wants.
Selling – The act of exchanging a product or service for money.
Consumer Satisfaction – The feeling of happiness or contentment experienced by a customer when their needs and expectations are met.
Profit – The financial gain, especially the difference between the amount earned and the amount spent in a business.

Differentiation

The teacher will provide additional explanations and simplified examples for pupils who may be struggling with the concepts. More challenging questions or scenarios will be given to advanced learners to deepen their understanding and application of salesmanship principles.

Note for teachers using this lesson plan

Teachers should encourage active participation and real-life examples to make the lesson relatable. Visual aids such as product packaging or short video clips of sales interactions can greatly enhance understanding. Emphasize the ethical aspects of salesmanship, such as honesty and integrity, alongside the techniques of persuasion.