Class: Senior Secondary School 1 (SS1 / SSS 1)
Term: 2nd Term
Week: 3
Age: 15 years
Duration: 45 minutes
Subject: Salesmanship
Curriculum Theme: Trade
Previous Lesson: Types Of Salesmanship: Strengths, Weaknesses and Per.
Topic: SALES MANAGEMENT AND FACTORS AFFECTING SALES
Subject Matter: Meaning of sales management, Role of sales management, Sales decision

Specific Objectives

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

Cognitive Domain:

Define sales management.
State at least three roles of sales management.
Explain what is meant by sales decision.

Affective Domain:

Appreciate the importance of effective sales management for a business.
Participate actively in class discussions on sales management.

Psychomotor Domain:

Outline the key steps involved in making sales decisions.

Collaborate with peers in identifying factors affecting sales.

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. (2018). Salesmanship for Senior Secondary Schools 1-3. Longman Publishers.
WAEC e-learning portal
NERDC website

Instructional Materials

The teacher will teach this lesson with the aid of:

Management charts displaying sales organizational structures.
Whiteboard/Blackboard.
Markers/Chalk.

Rationale for the Lesson

This lesson helps pupils understand how sales activities are organized and controlled in a business. It enables them to see why careful planning and decision-making are important for achieving sales targets and business success, connecting classroom knowledge to real-world business operations.

Prerequisite/Previous Knowledge

Pupils have some basic understanding of sales, marketing, and business organization from previous lessons.

Lesson Content/Board Summary

SALES MANAGEMENT AND FACTORS AFFECTING SALES

Meaning of Sales Management

Sales management refers to the planning, direction, and control of personal selling, including recruiting, selecting, training, equipping, assigning, routing, supervising, paying, and motivating the sales force.

Roles of Sales Management

Sales management plays several important roles in a business. These include:

Setting sales objectives and targets.
Recruiting, selecting, and training sales personnel.
Motivating and compensating the sales force.
Designing sales territories and assigning sales quotas.
Controlling sales operations and evaluating performance.
Forecasting sales and preparing sales budgets.
Analyzing sales data to identify trends and opportunities.

Sales Decision

A sales decision is a choice made by a business regarding its sales activities to achieve specific sales objectives. These decisions can relate to products, pricing, promotion, distribution, and sales force management.

The following are factors affecting sales decisions:

Market Demand: The overall desire and ability of consumers to purchase a product or service.
Competition: Actions and strategies of rival companies in the market.
Economic Conditions: The general state of the economy, including inflation, unemployment, and purchasing power.
Company Objectives: The specific goals and aims of the business, such as profit maximization or market share growth.
Government Policies: Regulations, taxes, and other policies set by the government that can impact sales.
Technological Advancements: New tools, platforms, or methods that can change how sales are conducted.

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 “management” in a general business sense. The teacher then relates their answers to the need for managing sales activities in any company.
Pupils’ Activity: Pupils respond to the teacher’s questions and listen attentively.
Learning Point: Pupils recall prior knowledge and are prepared for the new topic.

Step 2: Meaning of Sales Management

Time: 10 minutes
Teaching Skill: Explanation/Definition
Teacher’s Activity: The teacher explains the meaning of sales management, emphasizing it as the planning, direction, and control of selling efforts. The teacher writes the definition on the board.
Pupils’ Activity: Pupils listen, take notes, and ask questions for clarity.
Learning Point: Pupils understand the definition of sales management.

Step 3: Roles of Sales Management

Time: 10 minutes
Teaching Skill: Elaboration/Listing
Teacher’s Activity: The teacher lists and briefly explains the various roles of sales management, such as setting targets, recruiting staff, and motivating the sales force. The teacher writes key roles on the board.
Pupils’ Activity: Pupils listen, ask questions, and copy the points from the board.
Learning Point: Pupils identify and understand the functions performed by sales management.

Step 4: Meaning of Sales Decision

Time: 5 minutes
Teaching Skill: Explanation/Clarification
Teacher’s Activity: The teacher defines what a sales decision is, explaining that it involves choices made about sales activities to meet objectives. The teacher gives simple examples.
Pupils’ Activity: Pupils listen and contribute examples if possible.
Learning Point: Pupils grasp the concept of sales decisions.

Step 5: Factors Affecting Sales Decisions

Time: 5 minutes
Teaching Skill: Listing/Discussion
Teacher’s Activity: The teacher discusses various factors that influence sales decisions, such as market demand, competition, and economic conditions. The teacher writes these factors on the board.
Pupils’ Activity: Pupils identify and discuss the factors, relating them to real-world scenarios.
Learning Point: Pupils understand the external and internal influences on sales decisions.

Step 6: Class Activity/Discussion

Time: 5 minutes
Teaching Skill: Group Work/Collaboration
Teacher’s Activity: The teacher divides pupils into small groups and asks them to discuss how a change in one of the factors (e.g., increased competition) might affect a company’s sales decisions.
Pupils’ Activity: Pupils discuss in groups and present their findings to the class.
Learning Point: Pupils apply their understanding of factors affecting sales decisions and develop collaborative skills.

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 sales management.
State three roles of sales management.
What is a sales decision?
Mention two factors that can affect sales decisions.

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 main points of the lesson, reiterating the importance of sales management and careful sales decision-making for business success. The teacher assigns homework.
Pupils’ Activity: Pupils listen to the summary and note down the homework.
Learning Point: Pupils consolidate their learning and prepare for future topics.

Lesson Keywords

Sales Management – The process of planning, directing, and controlling sales activities.
Sales Decision – A choice made by a business regarding its sales operations to achieve objectives.
Sales Force – The team of individuals responsible for selling products or services.
Market Demand – The total quantity of a product or service desired by consumers.
Competition – Rivalry among businesses selling similar products or services.

Differentiation

For pupils who grasp concepts quickly, the teacher can challenge them to give more examples of sales decisions or analyze how different factors might interact. For pupils who need more support, the teacher can provide simplified definitions, use more visual aids, and offer one-on-one guidance during activity time.

Note for teachers using this lesson plan

Teachers should encourage pupils to relate the concepts of sales management and sales decisions to businesses they are familiar with in their local community. Real-world examples will help solidify their understanding. Ensure active participation from all pupils during discussions and group activities.