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

Specific Objectives

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

Cognitive Domain:

Define salesmanship.
State the historical evolution of salesmanship.
Explain the importance of salesmanship.

Affective Domain:

Appreciate the role of salesmanship in trade and commerce.
Participate actively in discussions about the history of selling.

Psychomotor Domain:

Identify different stages in the historical development of selling.
List reasons why salesmanship is important in modern society.

Collaborate with peers in group discussions.
Communicate their understanding of salesmanship effectively.

Reference Materials

The following resources were used in planning this lesson:

9 Years Basic Education Curriculum for Business Studies.
State Unified Scheme of Work for Senior Secondary Schools.
Ejiofor, C. C. (2018). Comprehensive Salesmanship for Senior Secondary Schools. Abuja: Excellent Publishers.
https://www.example.com/salesmanship_history
https://www.example.com/salesmanship_importance

Instructional Materials

The teacher will teach this lesson with the aid of:

Product samples (e.g., soap, pen, book).
Flip chart and markers.
Whiteboard or blackboard.
Chalk or marker.

Rationale for the Lesson

This lesson helps pupils understand the fundamental concept of salesmanship and its evolution over time. It enables them to appreciate how selling has always been a part of human interaction and its continuing importance in connecting products with consumers in daily life.

Prerequisite/Previous Knowledge

Pupils have a basic understanding of trade and commerce from their Junior Secondary School Business Studies lessons.

Lesson Content/Board Summary

HISTORY OF SALESMANSHIP

Meaning of Salesmanship

Salesmanship is the art of persuading people to buy goods and services that they need. It involves understanding customer needs, presenting products effectively, and closing sales. It is a process of helping customers make informed decisions about purchases.

History of Salesmanship

The history of salesmanship can be traced back to ancient times, evolving from simple bartering to complex modern sales techniques. Its development can be seen through various stages:

Barter System: In ancient times, people exchanged goods directly without money. This was a basic form of selling where individuals had to persuade others to accept their goods in exchange for something else.
Early Merchants and Traders: With the introduction of currency, merchants began to sell goods in markets. They used basic persuasive techniques to attract buyers and convince them of the value of their products.
Industrial Revolution: Mass production led to a greater need for distribution and selling. Traveling salesmen became common, taking products directly to customers.
Modern Salesmanship: The 20th and 21st centuries saw the professionalization of sales, with a focus on customer relationships, needs-based selling, and ethical practices. Technology also plays a significant role in modern sales.

Importance of Salesmanship

Salesmanship is important for individuals, businesses, and the economy in general. The following are reasons why salesmanship is important:

It creates demand for goods and services.
It helps in the distribution of products from producers to consumers.
It generates revenue and profit for businesses.
It provides employment opportunities for many people.
It informs customers about new products and their benefits.
It helps to improve the standard of living by making goods available.
It strengthens customer relationships through effective communication.

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 if they have ever bought something from a street hawker or market seller. The teacher then asks what skills they observed the seller using to convince them to buy.
Pupils’ Activity: Pupils respond to the teacher’s questions and share their experiences.
Learning Point: Pupils connect their personal experiences to the concept of selling.

Step 2: Meaning of Salesmanship

Time: 10 minutes
Teaching Skill: Explanation/Definition
Teacher’s Activity: The teacher defines salesmanship, explaining it as the art of persuading people to buy goods and services. The teacher writes the definition on the board and uses product samples to demonstrate.
Pupils’ Activity: Pupils listen attentively, take notes, and ask questions for clarification.
Learning Point: Pupils understand the definition of salesmanship.

Step 3: History of Salesmanship

Time: 10 minutes
Teaching Skill: Narration/Illustration
Teacher’s Activity: The teacher narrates the historical evolution of salesmanship, starting from the barter system, through early merchants, the Industrial Revolution, to modern sales. The teacher uses the flip chart to show key stages.
Pupils’ Activity: Pupils listen, observe the illustrations, and ask questions to deepen their understanding.
Learning Point: Pupils learn about the historical development of selling practices.

Step 4: Importance of Salesmanship

Time: 7 minutes
Teaching Skill: Elaboration
Teacher’s Activity: The teacher discusses the importance of salesmanship for individuals, businesses, and the economy, listing key points on the board.
Pupils’ Activity: Pupils listen and note down the importance of salesmanship.
Learning Point: Pupils recognize the significance of salesmanship in various aspects of life.

Step 5: Group Discussion

Time: 5 minutes
Teaching Skill: Collaboration
Teacher’s Activity: The teacher divides pupils into small groups and asks them to discuss how salesmanship affects their daily lives, giving examples.
Pupils’ Activity: Pupils engage in group discussions, sharing examples and ideas.
Learning Point: Pupils apply their understanding of salesmanship to real-life situations.

Step 6: Teacher Clarification/Summary

Time: 3 minutes
Teaching Skill: Summarization
Teacher’s Activity: The teacher asks groups to present a summary of their discussions and clarifies any misconceptions. The teacher then quickly summarizes the key points of the lesson.
Pupils’ Activity: Group representatives present their findings. Pupils listen to the teacher’s summary and clarifications.
Learning Point: Pupils consolidate their understanding of the lesson content.

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 salesmanship in your own words.
Mention two stages in the history of salesmanship.
State three reasons why salesmanship is important.
How has salesmanship evolved from ancient times to the present day?

Pupils’ Activity: Pupils answer orally and in writing.

Learning Point: Pupils demonstrate understanding of the lesson.

Step 8: Conclusion

Time: 2 minutes
Teaching Skill: Reinforcement
Teacher’s Activity: The teacher praises the pupils for their participation and assigns homework: “Research and write down three qualities of a good salesperson.”
Pupils’ Activity: Pupils take note of the homework assignment.
Learning Point: Pupils are encouraged to continue learning about salesmanship.

Lesson Keywords

Salesmanship – The art of persuading people to buy goods and services.
Selling – The activity of offering goods for sale and convincing people to buy them.
Barter System – A system of exchange where goods or services are directly exchanged for other goods or services without using money.
Persuasion – The act of convincing someone to do or believe something.
Trade – The action of buying and selling goods and services.

Differentiation

The teacher will provide additional support to pupils who are struggling by offering simplified explanations and more direct examples. Advanced pupils will be encouraged to research further into specific historical periods of salesmanship or discuss ethical considerations in selling.

Note for teachers using this lesson plan

Ensure that the product samples used are common and relatable to the pupils. Encourage active participation by asking open-ended questions and facilitating group discussions. Emphasize that salesmanship is not just about making money but also about meeting customer needs and building relationships.