Class: Senior Secondary School 1 (SS1 / SSS1)
Term: First Term
Week: 6
Age: 15 years
Duration: 45 minutes
Subject: Salesmanship
Curriculum Theme: Trade
Previous Lesson: Functions Of A Salesman And His/Her Features: Characteristics, Functions and Duties.
Topic: FUNCTIONS OF A SALESMAN AND HIS/HER CHARACTERISTICS
Subject Matter: Relationship with business environment, Benefit of persuasive politeness, Traits of a successful salesman

Specific Objectives

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

Cognitive Domain:

Define a salesman.
List at least four functions of a salesman.
Describe the relationship between a salesman and the business environment.
Explain the benefits of persuasive politeness in sales.
Identify five traits of a successful salesman.

Affective Domain:

Appreciate the importance of a salesman to a business.
Develop a positive attitude towards polite customer interaction.
Value the characteristics that lead to success in sales.

Psychomotor Domain:

Outline the steps a salesman takes in interacting with customers.
Demonstrate polite and persuasive communication skills in a role-play scenario.

Interact effectively with peers in discussions about sales scenarios.
Collaborate in identifying customer needs and appropriate sales approaches.

Reference Materials

The following resources were used in planning this lesson:

9 Years Basic Education Curriculum for Senior Secondary Schools.
State Unified Scheme of Work for Salesmanship (SSS 1).
Anyanwu, A.N. (2018). Comprehensive Salesmanship for Senior Secondary Schools. Lagos: Aflame Publishers.
https://www.example.com/salesmanship_functions
https://www.example.com/salesman_characteristics

Instructional Materials

The teacher will teach this lesson with the aid of:

Case study sheets illustrating sales scenarios.
Posters showing characteristics of a good salesman.
Whiteboard and markers.
Textbooks on Salesmanship.

Rationale for the Lesson

This lesson helps pupils understand the various roles a salesman plays and the personal qualities needed to succeed in sales. Understanding these aspects is important for pupils who might consider a career in sales or simply need to interact effectively with others in various life situations.

Prerequisite/Previous Knowledge

Pupils are expected to have prior knowledge of the definition of salesmanship, types of selling, and the basic concept of trade.

Lesson Content/Board Summary

FUNCTIONS OF A SALESMAN AND HIS/HER CHARACTERISTICS

Functions of a Salesman

A salesman is an individual whose job involves selling products or services to customers. Their role extends beyond just making sales.

The following are key functions of a salesman:

Selling: This is the primary function, involving identifying customer needs and persuading them to buy suitable products or services.
Prospecting: Identifying and locating potential customers for the product or service.
Communicating: Providing information about products, answering questions, and clarifying doubts for customers.
Servicing Customers: Assisting customers with product usage, handling complaints, and providing after-sales support.
Gathering Information: Collecting feedback from customers about products, market trends, and competitor activities for management.
Building Relationships: Establishing and maintaining good relationships with customers to encourage repeat business and loyalty.
Order Taking: Recording customer orders accurately and ensuring they are processed efficiently.

Relationship with the Business Environment

A salesman operates within a dynamic business environment, interacting with various elements that influence their activities.

The salesman’s relationship with the business environment involves:

Customers: The salesman is the direct link between the company and its customers, understanding their needs and building trust.
Competitors: Salesmen must be aware of competitors’ products, prices, and strategies to effectively position their own offerings.
Company Management: Salesmen report to management, providing market feedback and receiving support, training, and sales targets.
Suppliers: While not direct, the availability and quality of products from suppliers indirectly affect the salesman’s ability to sell.
Economic Conditions: Economic factors like inflation or recession can affect purchasing power and demand, influencing sales strategies.
Legal and Ethical Frameworks: Salesmen must operate within legal guidelines and ethical standards to maintain credibility and avoid legal issues.

Benefit of Persuasive Politeness

Persuasive politeness involves communicating in a respectful, courteous, and convincing manner to influence customer decisions.

The benefits of persuasive politeness include:

Builds Trust: Customers are more likely to trust and buy from a polite and respectful salesman.
Enhances Reputation: Politeness reflects positively on the salesman and the company, building a good brand image.
Reduces Resistance: A polite approach can soften customer objections and make them more receptive to sales pitches.
Encourages Repeat Business: Pleasant interactions lead to customer satisfaction, encouraging them to return for future purchases.
Improves Customer Loyalty: Customers who feel valued and respected are more likely to become loyal to the brand.
Facilitates Problem Solving: Politeness helps in de-escalating tense situations and resolving customer complaints effectively.

Traits of a Successful Salesman

Certain personal qualities and skills contribute significantly to a salesman’s success.

The following are important traits of a successful salesman:

Good Communication Skills: Ability to clearly articulate product benefits and actively listen to customer needs.
Empathy: Understanding and relating to customers’ feelings and perspectives.
Product Knowledge: Thorough understanding of the features, benefits, and applications of the products being sold.
Persistence: The ability to continue efforts despite rejections or setbacks.
Confidence: Belief in oneself and the product being sold.
Honesty and Integrity: Being truthful and ethical in all dealings with customers.
Enthusiasm: Showing genuine interest and excitement about the product.
Organisational Skills: Ability to manage time, schedule appointments, and follow up effectively.
Resilience: Ability to recover quickly from difficulties and adapt to changing situations.

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 introduces the topic by asking pupils to define a salesman and state what they think a salesman does. The teacher then writes the topic on the board.
Pupils’ Activity: Pupils respond to the questions and copy the topic from the board.
Learning Point: Pupils recall previous knowledge and are introduced to the lesson topic.

Step 2: Functions of a Salesman

Time: 10 minutes
Teaching Skill: Explanation/Elucidation
Teacher’s Activity: The teacher explains the various functions of a salesman, emphasizing that their role goes beyond just selling. The teacher uses examples to illustrate each function, such as prospecting for new customers or servicing existing ones.
Pupils’ Activity: Pupils listen attentively, ask questions for clarification, and take notes as the teacher explains.
Learning Point: Pupils learn about the diverse responsibilities and functions of a salesman.

Step 3: Relationship with the Business Environment

Time: 7 minutes
Teaching Skill: Discussion/Analysis
Teacher’s Activity: The teacher discusses how a salesman interacts with different parts of the business environment, such as customers, competitors, and company management. The teacher asks pupils to suggest how a salesman’s actions might affect or be affected by these elements.
Pupils’ Activity: Pupils participate in the discussion, offering their ideas on the salesman’s environmental relationships, and make notes.
Learning Point: Pupils understand the external and internal factors influencing a salesman’s role.

Step 4: Benefit of Persuasive Politeness

Time: 7 minutes
Teaching Skill: Explanation/Interactive
Teacher’s Activity: The teacher explains what persuasive politeness means in the context of sales and highlights its benefits using real-life scenarios. The teacher might ask pupils if they prefer to buy from a polite or rude salesperson.
Pupils’ Activity: Pupils share their opinions, discuss the importance of politeness, and note down the benefits.
Learning Point: Pupils learn how polite and persuasive communication can lead to better sales outcomes and customer satisfaction.

Step 5: Traits of a Successful Salesman

Time: 8 minutes
Teaching Skill: Listing/Illustration
Teacher’s Activity: The teacher lists and explains the key traits of a successful salesman, such as good communication, empathy, product knowledge, and persistence. The teacher encourages pupils to think of examples of people they know who exhibit these traits.
Pupils’ Activity: Pupils listen, contribute examples, and record the traits in their notebooks.
Learning Point: Pupils identify the personal qualities and skills necessary for success in a sales career.

Step 6: Class Activity/Discussion

Time: 3 minutes
Teaching Skill: Application
Teacher’s Activity: The teacher presents a short case study or a hypothetical sales scenario on the board or a printed sheet and asks pupils to identify the functions, environmental factors, and traits demonstrated.
Pupils’ Activity: Pupils discuss the scenario in small groups or as a class, applying the concepts learned.
Learning Point: Pupils apply their understanding of the lesson content to practical situations.

Step 7: Evaluation/Review

Time: 5 minutes

Teaching Skill: Questioning/Assessment

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

Define a salesman.
List three functions of a salesman.
Mention two ways a salesman relates to the business environment.
State two benefits of being persuasively polite in sales.
Identify three traits of a successful salesman.

Pupils’ Activity: Pupils answer orally and in writing.

Learning Point: Pupils demonstrate understanding of the lesson.

Step 8: Conclusion

Time: 2 minutes
Teaching Skill: Summarisation
Teacher’s Activity: The teacher briefly summarizes the key points of the lesson, reiterating the importance of a salesman’s functions, environmental awareness, politeness, and positive traits. The teacher assigns homework: “List five products or services you frequently encounter and describe how a salesman of each product/service might demonstrate persuasive politeness.”
Pupils’ Activity: Pupils listen to the summary and copy down the homework.
Learning Point: Pupils consolidate their learning and prepare for further practice.

Lesson Keywords

Salesman – An individual whose job is to sell products or services.
Prospecting – The process of identifying potential customers.
Persuasive Politeness – Using courteous and convincing communication to influence others.
Empathy – The ability to understand and share the feelings of another.
Product Knowledge – Detailed understanding of a product’s features, benefits, and uses.

Differentiation

For pupils who grasp concepts quickly, the teacher can encourage them to research and present on advanced sales techniques or ethical dilemmas in sales. For pupils needing more support, the teacher can provide simplified notes, pair them with stronger pupils for group activities, or offer additional examples and visual aids.

Note for teachers using this lesson plan

Encourage pupils to share personal experiences with salesmen, both positive and negative, to make the lesson more relatable. Role-playing different sales scenarios can also be an effective way to practice persuasive politeness and demonstrate various sales traits. Ensure to link the theoretical aspects to practical applications relevant to the pupils’ local context.