Class: Senior Secondary School 1 (SS1 / SSS 1)
Term: 1st Term
Week: 7
Age: 15 years
Duration: 45 minutes
Subject: Salesmanship
Curriculum Theme: Trade
Previous Lesson: Functions Of A Salesman And His/Her Characteristics: Environment, Politeness and Success Traits of a Successful Salesman.
Topic: SALESMANSHIP AND MARKETING
Subject Matter: Definition of marketing, Interrelationship between salesmanship and marketing, Differences between salesmanship and marketing

Specific Objectives

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

Cognitive Domain:

Define marketing.
State the interrelationship between salesmanship and marketing.
Differentiate between salesmanship and marketing.

Affective Domain:

Appreciate the importance of marketing in business.
Value the role of salesmanship within the broader marketing concept.

Psychomotor Domain:

Outline the key components of marketing.
Prepare a short summary distinguishing salesmanship and marketing.

Participate actively in class discussions on marketing concepts.
Collaborate with peers to identify real-world examples of marketing activities.

Reference Materials

The following resources were used in planning this lesson:

9 Years Basic Education Curriculum (Salesmanship)
State Unified Scheme of Work (Salesmanship)
Salesmanship for Senior Secondary Schools by O.A. Bello
https://www.education.gov.ng/curriculum
https://www.waecdirect.org/

Instructional Materials

The teacher will teach this lesson with the aid of:

Marketing charts
Sample adverts
Whiteboard/Blackboard and markers/chalk
Relevant textbooks

Rationale for the Lesson

This lesson helps pupils understand that salesmanship is an important part of a larger business activity called marketing. Understanding this relationship enables pupils to see how products and services reach customers effectively and efficiently.

Prerequisite/Previous Knowledge

Pupils should have a basic understanding of salesmanship and its functions from previous lessons.

Lesson Content/Board Summary

SALESMANSHIP AND MARKETING

Definition of Marketing

Marketing is the process of identifying, anticipating, and satisfying customer needs and wants profitably. It involves all the activities a company undertakes to promote the buying or selling of a product or service. These activities include advertising, selling, and delivering products to consumers or other businesses.

Interrelationship Between Salesmanship and Marketing

Salesmanship is a key component and a vital part of the overall marketing process. Marketing is a broad concept that encompasses various activities from product development to pricing, promotion, and distribution. Salesmanship, which focuses on the direct act of selling a product or service to a customer, falls under the promotion aspect of marketing. Without effective salesmanship, the efforts of other marketing activities may not lead to actual sales.

The following points show the interrelationship:

Salesmanship executes the selling function planned by marketing.
Marketing provides the strategies, while salesmanship implements them.
Salesmanship provides feedback to marketing about customer reactions and market conditions.

Differences Between Salesmanship and Marketing

Salesmanship and marketing are distinct but related concepts. Their differences are outlined below:

Scope: Marketing has a broader scope, covering all activities from product design to after-sales service. Salesmanship has a narrower scope, focusing specifically on the act of selling.
Focus: Marketing focuses on understanding and satisfying customer needs to create demand. Salesmanship focuses on converting potential customers into actual buyers.
Objective: The primary objective of marketing is customer satisfaction and long-term profitability through building relationships. The primary objective of salesmanship is to achieve sales volume and revenue.
Process: Marketing is a long-term process involving research, planning, and strategy. Salesmanship is a short-term process, involving direct interaction with customers to close a sale.
Approach: Marketing is a holistic, integrated approach involving the “4 Ps” (Product, Price, Place, Promotion). Salesmanship is a direct, person-to-person approach to persuade customers.

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 briefly reviews the previous lesson on the qualities of a good salesperson. The teacher then asks pupils what they think happens after a salesperson has identified a customer’s need.
Pupils’ Activity: Pupils respond to the teacher’s questions and recall aspects of the previous lesson.
Learning Point: Pupils connect previous knowledge to the new topic.

Step 2: Presentation of Topic and Objectives

Time: 5 minutes
Teaching Skill: Orientation
Teacher’s Activity: The teacher writes the topic “SALESMANSHIP AND MARKETING” on the board and states the specific objectives for the lesson.
Pupils’ Activity: Pupils copy the topic into their notebooks and listen attentively to the objectives.
Learning Point: Pupils are aware of what they are expected to learn during the lesson.

Step 3: Definition of Marketing

Time: 10 minutes
Teaching Skill: Explanation/Illustration
Teacher’s Activity: The teacher explains the definition of marketing, using marketing charts and sample adverts to illustrate the various activities involved in marketing. The teacher ensures pupils understand that marketing is more than just selling.
Pupils’ Activity: Pupils listen, observe the charts and adverts, ask questions for clarification, and take notes.
Learning Point: Pupils are able to define marketing.

Step 4: Interrelationship Between Salesmanship and Marketing

Time: 10 minutes
Teaching Skill: Elaboration/Discussion
Teacher’s Activity: The teacher discusses how salesmanship fits into the broader concept of marketing. The teacher explains that salesmanship is a direct method of promotion and a crucial part of the marketing mix. Examples of how salesmanship executes marketing plans are provided.
Pupils’ Activity: Pupils participate in the discussion, offer their own examples, and take notes on the points of interrelationship.
Learning Point: Pupils understand that salesmanship is an integral part of marketing.

Step 5: Differences Between Salesmanship and Marketing

Time: 8 minutes
Teaching Skill: Comparison/Analysis
Teacher’s Activity: The teacher highlights the key differences between salesmanship and marketing, focusing on their scope, focus, objectives, and approach. The teacher uses clear examples to distinguish the two concepts.
Pupils’ Activity: Pupils identify and note down the distinguishing features of salesmanship and marketing.
Learning Point: Pupils can differentiate between salesmanship and marketing.

Step 6: Class Activity

Time: 2 minutes
Teaching Skill: Engagement
Teacher’s Activity: The teacher asks pupils to briefly discuss with a partner one example of a marketing activity that is not salesmanship and one example of salesmanship within a marketing campaign.
Pupils’ Activity: Pupils engage in short discussions with their partners and share their findings.
Learning Point: Pupils reinforce their understanding through peer discussion and practical application.

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 marketing in your own words.
State two ways salesmanship is related to marketing.
Mention three key differences between salesmanship and marketing.
Why is it important for a business to understand both salesmanship and marketing?

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, emphasizing that marketing is a broad concept that includes salesmanship. The teacher assigns homework for pupils to research and list examples of marketing activities in Nigeria.
Pupils’ Activity: Pupils listen to the summary and copy down the assignment.
Learning Point: Pupils consolidate their learning and are given an opportunity for further research.

Lesson Keywords

Marketing – The process of identifying and satisfying customer needs and wants profitably.
Salesmanship – The act of selling a product or service directly to a customer.
Promotion – Activities that communicate the merits of a product and persuade target customers to buy.
Customer Needs – The basic requirements or problems a customer wants to solve.
Market Research – The process of gathering information about target markets and customers.

Differentiation

For struggling learners, the teacher will provide simplified definitions and more direct examples. Advanced learners will be encouraged to explore more complex marketing concepts and discuss case studies of successful marketing campaigns.

Note for teachers using this lesson plan

Teachers should use real-life examples from the Nigerian business environment to make the concepts relatable. Encourage active participation and group discussions to foster deeper understanding of the interrelationship and differences between salesmanship and marketing.