Class: Senior Secondary School 1 (SS1 / SSS 1)
Term: 1st Term
Week: 5
Age: 15 years
Duration: 45 minutes
Subject: Salesmanship
Curriculum Theme: Trade
Previous Lesson: Concept Of Salesmanship: Strategies, Objectives and Business Application of Salesmanship.
Topic: FUNCTIONS OF A SALESMAN AND HIS/HER FEATURES.
Subject Matter: Characteristics of salesman, Functions of salesman, Features such as motivation friendliness confidence, Duties to customer company government and public.

Specific Objectives

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

Cognitive Domain:

Define a salesman.
List at least five characteristics of a good salesman.
State four functions of a salesman.
Explain the duties of a salesman to the customer, company, government, and public.

Affective Domain:

Appreciate the importance of a salesman in trade.
Value the ethical conduct required of a salesman.

Psychomotor Domain:

Demonstrate key features of a good salesman, such as friendliness and confidence, through role-play.
Participate in a sales scenario using product samples.

Understand the role of a salesman in connecting producers and consumers.
Recognize the societal impact of a salesman’s actions.

Reference Materials

The following resources were used in planning this lesson:

9 Years Basic Education Curriculum for Business Studies (Senior Secondary).
State Unified Scheme of Work for Senior Secondary School Salesmanship.
Any relevant Salesmanship textbook for Senior Secondary Schools (e.g., “Comprehensive Salesmanship for Senior Secondary Schools”).

Instructional Materials

The teacher will teach this lesson with the aid of:

Role-play cards depicting sales scenarios.
Product samples (e.g., packaged goods, stationery).
Badges or name tags for role-playing.
Whiteboard and markers.

Rationale for the Lesson

This lesson helps pupils understand the qualities and tasks of individuals involved in selling products and services. It enables them to appreciate the role of salesmanship in business and the economy, preparing them for potential careers or entrepreneurial activities. Understanding these concepts helps pupils to make informed decisions as consumers and future business owners.

Prerequisite/Previous Knowledge

Pupils should have a basic understanding of trade, buying, and selling from previous lessons in Business Studies.

Lesson Content/Board Summary

FUNCTIONS OF A SALESMAN AND HIS/HER FEATURES

Who is a Salesman?

A salesman is an individual employed by a company to sell its products or services to customers. A salesman acts as a link between the producer and the consumer, representing the company to potential buyers.

Characteristics/Features of a Good Salesman

A good salesman possesses several qualities that help them succeed in their role. The following are characteristics of a good salesman:

Motivation: Possessing a strong drive and enthusiasm to achieve sales targets.
Friendliness: Being approachable, polite, and having a pleasant disposition.
Confidence: Believing in oneself, the product, and the company.
Good Communication Skills: Ability to clearly explain product features and benefits, and listen effectively to customers.
Patience: Showing perseverance and understanding, especially when dealing with difficult customers or sales situations.
Product Knowledge: Having a deep understanding of the product or service being sold.
Honesty and Integrity: Being truthful and trustworthy in all dealings with customers and the company.
Neat Appearance: Presenting a professional and tidy image.

Functions of a Salesman

A salesman performs various functions to ensure products are sold and customer needs are met. The following are the key functions of a salesman:

Identifying and approaching potential customers.
Presenting and demonstrating products or services.
Negotiating prices, terms, and conditions of sale.
Taking orders and ensuring timely delivery.
Providing after-sales service and support.
Collecting payments from customers.
Gathering market information and customer feedback for the company.
Building and maintaining strong customer relationships.

Duties of a Salesman

A salesman has responsibilities towards different stakeholders. These duties ensure ethical practice and business success.

Duties to the Customer:

Providing accurate and complete information about products.
Offering fair prices and transparent terms of sale.
Ensuring good after-sales service and support.
Handling customer complaints courteously and efficiently.

Duties to the Company:

Achieving assigned sales targets.
Representing the company positively and professionally.
Providing valuable market feedback and reports.
Protecting company assets and resources.
Adhering to company policies and procedures.

Duties to the Government:

Ensuring that products sold comply with all relevant laws and regulations.
Avoiding deceptive advertising or misleading sales practices.
Contributing to the economy through legitimate sales activities.

Duties to the Public/Society:

Selling safe and quality products that meet societal standards.
Avoiding practices that could harm consumers or the environment.
Maintaining ethical selling practices and promoting fair competition.

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’ and ‘selling’. The teacher then introduces the topic by asking pupils if they have ever bought something from a street vendor or a shop, and what qualities they observed in the person selling.
Pupils’ Activity: Pupils respond to questions and share their experiences.
Learning Point: Pupils recall previous knowledge and are introduced to the lesson’s topic.

Step 2: Explanation of “Who is a Salesman” and “Characteristics of a Salesman”

Time: 10 minutes
Teaching Skill: Explanation/Discussion
Teacher’s Activity: The teacher defines a salesman, then lists and explains the characteristics/features of a good salesman using the board summary. The teacher encourages pupils to give examples of these qualities.
Pupils’ Activity: Pupils listen attentively, take notes, ask questions, and contribute examples.
Learning Point: Pupils understand the definition of a salesman and can identify key characteristics.

Step 3: Discussion on “Functions of a Salesman”

Time: 8 minutes
Teaching Skill: Lecture/Questioning
Teacher’s Activity: The teacher explains the various functions performed by a salesman, referring to the board summary. The teacher asks pupils how these functions help both the customer and the company.
Pupils’ Activity: Pupils listen, take notes, and answer the teacher’s questions, connecting functions to real-world scenarios.
Learning Point: Pupils understand the roles and responsibilities a salesman undertakes.

Step 4: Presentation of “Duties to Customer and Company”

Time: 7 minutes
Teaching Skill: Explanation
Teacher’s Activity: The teacher explains the specific duties a salesman owes to the customer and the company, highlighting the importance of ethical conduct in these relationships.
Pupils’ Activity: Pupils listen, ask clarifying questions, and take notes.
Learning Point: Pupils understand the ethical obligations of a salesman to their customers and employer.

Step 5: Presentation of “Duties to Government and Public”

Time: 5 minutes
Teaching Skill: Explanation
Teacher’s Activity: The teacher continues by explaining the duties of a salesman towards the government and the general public, emphasizing compliance with laws and societal well-being.
Pupils’ Activity: Pupils listen and note the broader societal responsibilities of a salesman.
Learning Point: Pupils understand the wider legal and social responsibilities of a salesman.

Step 6: Role-Play/Demonstration

Time: 5 minutes
Teaching Skill: Demonstration/Practical
Teacher’s Activity: The teacher divides pupils into small groups and provides them with role-play cards and product samples. Each group is asked to act out a short sales scenario, demonstrating some of the characteristics and functions discussed. The teacher observes and provides feedback.
Pupils’ Activity: Pupils participate in the role-play, practicing the concepts learned.
Learning Point: Pupils apply theoretical knowledge 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 characteristics of a good salesman.
State four functions of a salesman.
Mention two duties a salesman owes to the customer and two to the company.

Pupils’ Activity: Pupils answer orally and in writing.

Learning Point: Pupils demonstrate understanding of the lesson.

Step 8: Conclusion

Time: 2 minutes
Teaching Skill: Summarization
Teacher’s Activity: The teacher summarizes the key points of the lesson, reiterating the importance of a salesman’s features, functions, and duties in the business world. The teacher assigns homework.
Pupils’ Activity: Pupils listen to the summary and copy the assigned homework.
Learning Point: Pupils consolidate their understanding of the lesson.

Lesson Keywords

Salesman – A person employed to sell goods or services.
Characteristics – Distinctive qualities or features of a person.
Functions – The specific roles or tasks performed by someone.
Duties – Moral or legal obligations and responsibilities.
Motivation – The reason or reasons one has for acting or behaving in a particular way.
Confidence – The feeling or belief that one can rely on someone or something; firm trust.

Differentiation

For pupils who grasp concepts quickly, the teacher can assign additional scenarios for role-play or ask them to research different types of sales (e.g., retail, wholesale, online). For pupils who need more support, the teacher can provide simplified notes, pair them with stronger pupils during activities, and offer extra examples for each concept.

Note for teachers using this lesson plan

Encourage active participation during discussions and role-play to make the lesson engaging. Emphasize real-world examples to help pupils relate to the concepts. Ensure all pupils have an opportunity to demonstrate their understanding during the evaluation phase. Be prepared to provide constructive feedback during the role-play activity.