Lesson Note on Concept Of Salesmanship: Strategies, Objectives and Business Application of Salesmanship for SS1

Class: Senior Secondary School 1 (SS1 / SSS 1)
Term: 1st Term
Week: 4
Age: 15 years
Duration: 45 minutes
Subject: Salesmanship
Curriculum Theme: Trade
Previous Lesson: Concept Of Salesmanship: Meaning, Application and Basic Terms in Salesmanship.
Topic: CONCEPT OF SALESMANSHIP
Subject Matter: Salesmanship strategies, Objectives of salesmanship to company, customer, environment and himself, Application of salesmanship concepts to business

Specific Objectives

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

Cognitive Domain:

• Define salesmanship.
• State and explain various salesmanship strategies.
• List and explain the objectives of salesmanship to the company, customer, environment, and the salesman himself.
• Describe the application of salesmanship concepts in business.

Affective Domain:

• Appreciate the importance of salesmanship in business and daily life.
• Develop a positive attitude towards customers and sales ethics.

Psychomotor Domain:

• Identify effective salesmanship techniques from presented examples.
• Formulate simple sales pitches for given product samples.

Social Domain:

• Participate actively in discussions about sales scenarios.
• Collaborate with peers to identify good sales practices.

Reference Materials

The following resources were used in planning this lesson:

• 9 Years Basic Education Curriculum (Senior Secondary Education, Business Studies)
• State Unified Scheme of Work for Senior Secondary Schools
• Comprehensive Salesmanship for Senior Secondary Schools by a relevant author.
• https://www.businessdictionary.com/definition/salesmanship.html
• https://www.investopedia.com/terms/s/salesmanship.asp

Instructional Materials

The teacher will teach this lesson with the aid of:

• Strategy charts
• Product samples
• Posters
• Whiteboard/blackboard and markers/chalk

Rationale for the Lesson

This lesson helps pupils understand the fundamental principles of salesmanship, which is important for any business venture. It enables pupils to appreciate how effective selling benefits companies, customers, society, and the salesperson, preparing them for future roles in trade and commerce.

Prerequisite/Previous Knowledge

Pupils have a basic understanding of trade, buying, and selling from previous lessons or everyday experiences.

Lesson Content/Board Summary

CONCEPT OF SALESMANSHIP

Definition of Salesmanship

Salesmanship is the art of persuading people to buy goods and services that satisfy their needs and wants. It involves identifying customer needs and matching them with suitable products or services offered by a business.

Salesmanship Strategies

These are methods used by salespersons to effectively sell products or services and achieve sales targets.

The following are common salesmanship strategies:

• Personal Selling: Direct, face-to-face communication with potential buyers to present products and close sales.
• Relationship Building: Focusing on creating and maintaining long-term connections with customers through trust and consistent service.
• Product Knowledge: Possessing a deep and thorough understanding of the product’s features, benefits, and specifications.
• Customer Needs Analysis: The process of identifying and understanding what a customer truly requires before offering a solution.
• Objection Handling: Skillfully addressing and resolving customer concerns, questions, or resistance during a sales interaction.
• After-Sales Service: Providing support, follow-up, and assistance to customers after a sale to ensure satisfaction and build loyalty.

Objectives of Salesmanship

Salesmanship aims to achieve various goals that benefit different parties involved in the sales process.

The objectives of salesmanship are:

• To the Company:
  • To increase sales volume and generate higher revenue.
  • To expand the company’s market share and reach new customers.
  • To build and maintain a strong brand image and customer loyalty.
  • To gather valuable market feedback for product improvement and development.
• To the Customer:
  • To help customers identify and satisfy their needs and wants.
  • To provide accurate product information and educate customers on product usage.
  • To offer convenience and ensure good service throughout the buying process.
  • To build trust and confidence in the product and the selling company.
• To the Environment (Society):
  • To contribute to economic growth by facilitating the exchange of goods and services.
  • To create employment opportunities for individuals in sales and related fields.
  • To promote ethical business practices and fair competition.
  • To ensure that quality products are available at reasonable prices.
• To the Salesman Himself:
  • To earn commission, bonuses, and other incentives for achieving sales targets.
  • To develop personal skills such as communication, negotiation, and problem-solving.
  • To build a professional reputation and enhance career prospects.
  • To achieve personal satisfaction from helping customers and closing deals.

Application of Salesmanship Concepts to Business

Salesmanship concepts are applied in numerous business sectors and roles to drive commercial success.

Applications include:

• Retail Sales: Selling directly to individual consumers in stores (e.g., clothing, electronics).
• Wholesale Sales: Selling products in large quantities to other businesses for resale (e.g., distributors selling to retailers).
• Industrial Sales: Selling complex machinery, raw materials, or services to other businesses (e.g., selling manufacturing equipment).
• Insurance Sales: Selling various types of insurance policies to individuals and businesses.
• Real Estate Sales: Facilitating the buying and selling of properties, including residential and commercial buildings.
• Marketing and Promotion: Salesmanship principles are integrated into advertising campaigns, public relations, and promotional activities to attract customers.
• Customer Service: Using sales skills to resolve customer issues, provide product support, and maintain customer satisfaction, which can lead to repeat business.

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 what they understand by “selling” or “trade.” The teacher then relates their answers to the concept of salesmanship.
Pupils’ Activity: Pupils respond to the questions and share their ideas about selling and trade.
Learning Point: Pupils’ prior knowledge is activated and linked to the new topic, creating interest.

Step 2: Definition of Salesmanship

Time: 7 minutes
Teaching Skill: Explanation/Definition
Teacher’s Activity: The teacher explains the definition of salesmanship, providing simple, relatable examples of how salesmanship is evident in everyday transactions. The teacher writes the definition on the board.
Pupils’ Activity: Pupils listen attentively, ask clarifying questions, and copy the definition into their notes.
Learning Point: Pupils understand the core meaning and purpose of salesmanship.

Step 3: Salesmanship Strategies

Time: 10 minutes
Teaching Skill: Elaboration/Demonstration
Teacher’s Activity: The teacher discusses various salesmanship strategies, using charts and posters to illustrate each point. The teacher explains how each strategy contributes to effective selling.
Pupils’ Activity: Pupils observe the charts, participate in discussions by offering examples, and take notes on the different strategies.
Learning Point: Pupils learn about the different approaches and techniques used in selling products and services.

Step 4: Objectives of Salesmanship (Company & Customer)

Time: 8 minutes
Teaching Skill: Explanation/Illustrative
Teacher’s Activity: The teacher explains the objectives of salesmanship from the perspective of the company and the customer. Product samples are used to illustrate how salesmanship benefits both parties.
Pupils’ Activity: Pupils listen, identify how the objectives relate to the product samples, and note down the key points.
Learning Point: Pupils understand the mutual benefits that salesmanship brings to businesses and their buyers.

Step 5: Objectives of Salesmanship (Environment & Salesman)

Time: 5 minutes
Teaching Skill: Explanation/Discussion
Teacher’s Activity: The teacher continues by explaining the objectives of salesmanship from the perspective of the environment (society) and the salesman himself, encouraging pupils to think about the broader impact.
Pupils’ Activity: Pupils participate in a brief discussion, relate the objectives to real-life scenarios, and complete their notes on these objectives.
Learning Point: Pupils grasp the wider societal impact and personal advantages associated with effective salesmanship.

Step 6: Application of Salesmanship Concepts

Time: 5 minutes
Teaching Skill: Application/Examples
Teacher’s Activity: The teacher discusses various areas where salesmanship concepts are applied in different businesses and industries, providing examples.
Pupils’ Activity: Pupils give examples of businesses and roles that heavily rely on salesmanship, and they take notes on the applications.
Learning Point: Pupils see the practical relevance and widespread use of salesmanship in the business world.

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. Define salesmanship in your own words.
2. Mention three common salesmanship strategies.
3. State two objectives of salesmanship to a company.
4. List two ways salesmanship benefits the customer.
5. Give two examples of how salesmanship concepts are applied in 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/Assignment
Teacher’s Activity: The teacher summarizes the key points of the lesson, emphasizing the importance of salesmanship. The teacher then gives an assignment for pupils to research different sales careers.
Pupils’ Activity: Pupils listen to the summary, ask any final questions, and copy the assignment into their notebooks.
Learning Point: Learning is consolidated, and pupils are encouraged to extend their understanding beyond the classroom.

Lesson Keywords

• Salesmanship – The art of persuading people to buy goods and services that satisfy their needs and wants.
• Strategy – A plan of action designed to achieve a specific goal or aim, especially in selling.
• Objective – A goal or aim that salesmanship seeks to achieve for various stakeholders.
• Personal Selling – A sales strategy involving direct, face-to-face communication between a salesperson and a potential buyer.
• Customer Needs – The specific requirements, desires, or problems that a customer seeks to address through purchasing a product or service.

Differentiation

For pupils who grasp concepts quickly, the teacher can assign group activities to research and present on a specific salesmanship strategy or a successful salesperson. For pupils who require more support, the teacher will provide simplified explanations, one-on-one guidance, and additional visual aids to reinforce understanding.

Note for teachers using this lesson plan

Encourage pupils to share real-life experiences with salespersons to make the lesson more relatable. Emphasize the ethical aspects of salesmanship, such as honesty and integrity. Consider a short role-play activity where pupils practice basic sales pitches using the product samples.