Class: Senior Secondary School 1 (SS1 / SSS 1)
Term: 3rd Term
Week: 9
Age: 15 years
Duration: 45 minutes
Subject: Salesmanship
Curriculum Theme: Trade
Previous Lesson: Branding And Packaging: Meaning of Packaging, Reasons and Advantages & Disadvantages of Packaging.
Topic: SALES PROMOTION
Subject Matter: Meaning of promotion, Types of promotion, Reasons for sales promotion

Specific Objectives

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

Cognitive Domain:

Define sales promotion.
Identify and explain different types of sales promotion.
State at least three reasons for sales promotion.

Affective Domain:

Appreciate the importance of sales promotion in business.
Participate actively in discussions about promotional strategies.

Psychomotor Domain:

Demonstrate understanding by giving examples of sales promotion activities.
Outline simple steps a business can take for sales promotion.

Collaborate with peers to discuss sales promotion ideas.
Share ideas on how sales promotion impacts consumers.

Reference Materials

The following resources were used in planning this lesson:

9 Years Basic Education Curriculum for Business Studies (Senior Secondary Education).
Lagos State Unified Scheme of Work for Senior Secondary Schools.
Ejiofor, E. O. (2018). Comprehensive Salesmanship for Senior Secondary Schools. Learn Africa Publications.
https://www.education.gov.ng
https://www.waeconline.org.ng

Instructional Materials

The teacher will teach this lesson with the aid of:

Discount tags
Flyers
Posters
Whiteboard and markers

Rationale for the Lesson

This lesson helps pupils understand how businesses attract customers and increase sales through various promotional activities. It enables them to recognize and apply different sales promotion techniques in real-world business scenarios, which is important for future entrepreneurs and consumers.

Prerequisite/Previous Knowledge

Pupils are assumed to have basic knowledge of marketing and the concept of selling goods and services.

Lesson Content/Board Summary

SALES PROMOTION

Meaning of Sales Promotion

Sales promotion refers to short-term incentives used to encourage the purchase or sale of a product or service. It is a marketing strategy aimed at stimulating consumer demand, improving product availability, or motivating sales force effort.

Types of Sales Promotion

Sales promotion can be directed at consumers, trade (retailers/wholesalers), or the sales force. The following are common types of sales promotion:

Price-based promotions: These include discounts, coupons, rebates, and buy-one-get-one-free (BOGOF) offers.
Contests and Sweepstakes: Activities where customers can win prizes based on skill or chance.
Samples: Offering a small amount of a product for free to encourage trial.
Premiums: Giving a free or low-cost item as an incentive to buy a product.
Loyalty programs: Rewarding customers for repeat purchases.
Point-of-purchase (POP) displays: Special displays in stores to attract attention.
Trade allowances: Discounts offered to retailers for stocking or promoting a product.
Sales force incentives: Bonuses or commissions given to sales staff for achieving targets.

Reasons for Sales Promotion

Businesses engage in sales promotion for several reasons. The following are key reasons:

To attract new customers and increase market share.
To introduce new products to the market.
To clear old stock or slow-moving inventory.
To counter competitors’ activities.
To increase sales volume during off-peak seasons.
To build brand loyalty and encourage repeat purchases.
To encourage impulse buying.
To support advertising campaigns.

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, reviews the previous lesson briefly, and then introduces the topic “Sales Promotion” by asking pupils if they have ever seen “buy one get one free” offers or discounts in shops.
Pupils’ Activity: Pupils respond to questions and share their experiences with promotions.
Learning Point: Pupils are engaged and connect the lesson to real-life experiences.

Step 2: Meaning of Sales Promotion

Time: 10 minutes
Teaching Skill: Explanation/Definition
Teacher’s Activity: The teacher defines sales promotion, explaining it as short-term incentives to encourage buying. The teacher uses simple examples like discounts on goods.
Pupils’ Activity: Pupils listen attentively, take notes, and ask questions for clarification.
Learning Point: Pupils understand the definition and basic concept of sales promotion.

Step 3: Types of Sales Promotion

Time: 10 minutes
Teaching Skill: Elaboration/Categorization
Teacher’s Activity: The teacher explains various types of sales promotion, such as price-based promotions (discounts, coupons), contests, samples, and loyalty programs, giving examples for each. The teacher uses the instructional materials (discount tags, flyers) to illustrate.
Pupils’ Activity: Pupils identify and list different types of sales promotion, relating them to the examples provided.
Learning Point: Pupils can identify and differentiate between various sales promotion types.

Step 4: Reasons for Sales Promotion

Time: 8 minutes
Teaching Skill: Justification/Analysis
Teacher’s Activity: The teacher discusses the reasons why businesses use sales promotion, such as attracting new customers, clearing old stock, or countering competitors.
Pupils’ Activity: Pupils state reasons for sales promotion and contribute to the discussion.
Learning Point: Pupils understand the objectives behind sales promotion activities.

Step 5: Class Activity/Discussion

Time: 5 minutes
Teaching Skill: Group Discussion/Collaboration
Teacher’s Activity: The teacher divides pupils into small groups and asks them to discuss a recent sales promotion they observed and identify its type and possible reason.
Pupils’ Activity: Pupils discuss in groups and share their observations and conclusions with the class.
Learning Point: Pupils apply their knowledge and engage in collaborative learning.

Step 6: Board Summary

Time: 2 minutes
Teaching Skill: Summarization
Teacher’s Activity: The teacher writes key points from the lesson content on the whiteboard for pupils to copy.
Pupils’ Activity: Pupils copy the summary into their notebooks.
Learning Point: Pupils have a concise record of the lesson for future reference.

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 promotion in your own words.
Mention three types of sales promotion.
State two reasons why a business would use sales promotion.
Give an example of a price-based promotion.

Pupils’ Activity: Pupils answer orally and in writing.

Learning Point: Pupils demonstrate understanding of the lesson.

Step 8: Conclusion

Time: 2 minutes
Teaching Skill: Consolidation
Teacher’s Activity: The teacher summarizes the main points of the lesson and gives pupils homework: “Research and bring examples of sales promotion flyers from different businesses.”
Pupils’ Activity: Pupils listen to the summary and note down the homework.
Learning Point: Pupils consolidate their learning and prepare for further exploration.

Lesson Keywords

Promotion – Activities that communicate the merits of a product and persuade target customers to buy it.
Sales Promotion – Short-term incentives to encourage the purchase or sale of a product or service.
Discount – A reduction in the price of something.
Coupon – A voucher entitling the holder to a discount off a particular product.
Sample – A small quantity of a product given free to consumers to encourage trial.
Loyalty Program – A rewards program offered by a company to customers who frequently make purchases.

Differentiation

For pupils who grasp concepts quickly, the teacher can challenge them to identify how sales promotion differs from advertising. For pupils who need more support, the teacher will provide additional examples and simpler explanations, focusing on identifying common types of promotions they encounter daily.

Note for teachers using this lesson plan

Encourage pupils to bring real-life examples of sales promotions they observe in their communities. Use visual aids like actual discount tags or flyers to make the lesson more engaging and practical. Facilitate a classroom environment where pupils feel comfortable sharing their experiences and asking questions.