Class: Senior Secondary School 1 (SS1 / SSS 1)
Term: 1st Term
Week: 2
Age: 15 years
Duration: 45 minutes
Subject: Salesmanship
Curriculum Theme: Trade
Previous Lesson: History Of Salesmanship: Meaning, History and Importance of Salesmanship.
Topic: HISTORY OF SALESMANSHIP
Subject Matter: Development of salesmanship, Importance of salesmanship to the Nigerian economy, Benefits of salesmanship

Specific Objectives

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

Cognitive Domain:

Define salesmanship.
Trace the historical development of salesmanship.
State the importance of salesmanship to the Nigerian economy.
List the benefits of salesmanship to individuals and businesses.

Affective Domain:

Appreciate the role of salesmanship in daily commerce.
Value the contribution of salesmanship to economic growth.

Psychomotor Domain:

Identify various activities associated with salesmanship.
Categorize the benefits of salesmanship for different stakeholders.

Discuss the impact of salesmanship on societal well-being.
Collaborate with peers to explain the relevance of salesmanship.

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 (SS1).
Anyanwu, A. (2018). Comprehensive Salesmanship for Senior Secondary Schools 1-3. Learn Africa Plc.

Instructional Materials

The teacher will teach this lesson with the aid of:

Charts illustrating historical trade practices.
Product adverts from various companies.
Whiteboard and markers.

Rationale for the Lesson

This lesson helps pupils understand how goods and services have been exchanged over time and the role salesmanship plays in modern society. It enables pupils to see the connection between sales activities and the overall health of the Nigerian economy, as well as the personal advantages it offers.

Prerequisite/Previous Knowledge

Pupils have a basic understanding of trade, buying, and selling from their everyday experiences and previous studies in subjects like Business Studies.

Lesson Content/Board Summary

HISTORY OF SALESMANSHIP

Meaning of Salesmanship

Salesmanship is the art or process of persuading and influencing people to buy goods or services. It involves identifying customer needs, presenting suitable products, and closing sales to satisfy both the buyer and the seller.

Development of Salesmanship

Salesmanship has evolved significantly over time from simple exchanges to complex professional practices.

The following are stages in the development of salesmanship:

Barter System: This was the earliest form, where goods were exchanged directly for other goods without the use of money. This required negotiation and persuasion.
Early Merchants: As societies developed, individuals specialized in trading goods, often traveling to sell their wares. They focused on moving goods from producers to consumers.
Industrial Revolution: Mass production led to a greater need for selling goods to a wider market. Salesmen became important for distribution.
Modern Salesmanship: This era emphasizes customer satisfaction, building relationships, understanding needs, and offering solutions rather than just pushing products. It involves professional training and ethical conduct.

Importance of Salesmanship to the Nigerian Economy

Salesmanship is important for the Nigerian economy in several ways:

It facilitates the distribution of goods and services from producers to consumers across the country.
It helps in creating demand for new products, leading to increased production and economic activity.
It generates employment opportunities for many people as sales representatives, marketers, and related roles.
It contributes to government revenue through taxes on sales and profits of businesses.
It promotes competition among businesses, which can lead to better quality products and services for consumers.
It helps in the growth of industries by ensuring that products reach the target market.

Benefits of Salesmanship

Salesmanship offers various benefits to individuals, businesses, and society:

The following are the benefits of salesmanship:

For Individuals (Customers):
- Provides information about available products and services.
- Helps customers make informed purchasing decisions.
- Offers solutions to customer needs and problems.
- Builds trust and long-term relationships with sellers.
For Businesses:
- Increases sales volume and revenue.
- Expands market reach and customer base.
- Helps in launching new products successfully.
- Provides feedback from customers for product improvement.
- Builds brand loyalty and reputation.
For Society:
- Stimulates economic growth and development.
- Creates jobs and reduces unemployment.
- Facilitates the flow of goods and services, improving living standards.
- Encourages innovation and product development.

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 reviews the previous lesson briefly. The teacher then asks pupils to identify common things they buy or sell in their daily lives and how they decide what to buy. This leads into the concept of selling.
Pupils’ Activity: Pupils respond to the teacher’s questions and share their experiences.
Learning Point: Pupils recall previous knowledge and are introduced to the lesson’s topic.

Step 2: Explanation of Salesmanship

Time: 7 minutes
Teaching Skill: Explanation/Definition
Teacher’s Activity: The teacher defines salesmanship using simple language and examples from the pupils’ environment. The teacher writes the definition on the whiteboard.
Pupils’ Activity: Pupils listen attentively, ask questions for clarity, and copy the definition into their notebooks.
Learning Point: Pupils understand the meaning of salesmanship.

Step 3: Tracing the Development of Salesmanship

Time: 10 minutes
Teaching Skill: Narration/Illustration
Teacher’s Activity: The teacher explains the historical development of salesmanship, starting from the barter system, through early merchants, and up to modern sales practices. Charts showing historical trade might be used.
Pupils’ Activity: Pupils observe the charts, listen to the explanation, and contribute ideas on how trading has changed.
Learning Point: Pupils can trace the evolution of salesmanship over time.

Step 4: Discussing Importance of Salesmanship to the Nigerian Economy

Time: 8 minutes
Teaching Skill: Discussion/Elucidation
Teacher’s Activity: The teacher leads a discussion on why salesmanship is important for the Nigerian economy. The teacher relates it to job creation, distribution of goods, and government revenue.
Pupils’ Activity: Pupils participate in the discussion, offer their views, and note down key points.
Learning Point: Pupils understand the economic significance of salesmanship in Nigeria.

Step 5: Identifying Benefits of Salesmanship

Time: 7 minutes
Teaching Skill: Enumeration/Categorization
Teacher’s Activity: The teacher explains the benefits of salesmanship, categorizing them for individuals, businesses, and society. The teacher uses product adverts as examples to show how salesmanship benefits consumers by providing information.
Pupils’ Activity: Pupils identify specific benefits and contribute examples where possible, noting them down.
Learning Point: Pupils can list and categorize the benefits of salesmanship.

Step 6: Evaluation/Review

Time: 5 minutes

Teaching Skill: Questioning/Assessment

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

Define salesmanship in your own words.
Mention two stages in the historical development of salesmanship.
State two ways salesmanship is important to the Nigerian economy.
List two benefits of salesmanship to businesses.

Pupils’ Activity: Pupils answer orally and in writing.

Learning Point: Pupils demonstrate understanding of the lesson.

Step 7: Conclusion

Time: 3 minutes
Teaching Skill: Summarization
Teacher’s Activity: The teacher summarizes the main points of the lesson, reiterating the definition, development, importance, and benefits of salesmanship. The teacher then gives an assignment.
Assignment: In groups, identify a local business and explain how salesmanship contributes to its success.
Pupils’ Activity: Pupils listen to the summary and copy the assignment.
Learning Point: Pupils consolidate their understanding and prepare for further engagement.

Lesson Keywords

Salesmanship – The art of persuading and influencing people to buy goods or services.
Barter System – A system of exchange where goods or services are directly exchanged for other goods or services without using money.
Economy – The system by which goods and services are produced, sold, and bought in a country or region.
Consumer – A person who buys goods and services for personal use.
Distribution – The process of making a product or service available for use or consumption by a consumer or business user.

Differentiation

For pupils who grasp concepts quickly, the teacher will encourage them to research and present examples of successful sales strategies used by Nigerian companies. For pupils needing more support, the teacher will provide simplified notes and more direct questioning, focusing on core definitions and benefits with visual aids.

Note for teachers using this lesson plan

Teachers should encourage pupils to share real-life examples of salesmanship they have observed. Emphasize the ethical aspects of salesmanship and its role in building customer trust. Use local examples of products and services to make the lesson relatable to the Nigerian context.