Class: Senior Secondary School 1 (SS1 / SSS 1)
Term: Second Term
Week: 1
Age: 15 years
Duration: 45 minutes
Subject: Salesmanship
Curriculum Theme: Trade
Previous Lesson: .
Topic: TYPES OF SALESMANSHIP
Subject Matter: Types of salesmanship, Functions of each salesman, Duties of each salesman, Differences among types

Specific Objectives

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

Cognitive Domain:

Define salesmanship.
List different types of salesmen.
Explain the functions of each type of salesman.
State the duties of various salesmen.
Differentiate among the various types of salesmanship.

Affective Domain:

Appreciate the importance of different types of salesmanship in the economy.
Show interest in a career in salesmanship.

Psychomotor Domain:

Role-play scenarios involving different types of salesmen.
Illustrate the operational areas of various salesmen using charts.

Collaborate in groups to discuss the roles of different salesmen.
Communicate effectively about the distinctions between salesmanship types.

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. University Press PLC.

Instructional Materials

The teacher will teach this lesson with the aid of:

Charts showing different types of salesmen.
Role cards for various sales scenarios.
Samples of products sold by different salesmen (e.g., retail goods, industrial parts).
Whiteboard or blackboard.
Markers or chalk.

Rationale for the Lesson

This lesson helps pupils understand that salesmanship is not a single activity but comprises many different roles. Knowing these types enables pupils to identify various sales careers and appreciate how different sales approaches contribute to the economy and daily life.

Prerequisite/Previous Knowledge

Pupils have a basic understanding of what salesmanship is and its general importance in business transactions.

Lesson Content/Board Summary

TYPES OF SALESMANSHIP

Introduction to Salesmanship Types

Salesmanship involves the act of persuading customers to buy goods or services. There are different types of salesmanship, each with specific approaches, targets, and operational environments.

Types of Salesmanship

The following are common types of salesmanship:

Retail Salesmanship: Involves selling directly to the final consumer in small quantities, usually from a fixed store location.
Wholesale Salesmanship: Involves selling goods in large quantities to retailers, industrial users, or other businesses for resale or further production.
Traveling Salesmanship (Field Salesmanship): Involves salesmen who travel to customers’ locations to sell products, often covering a specific territory.
Specialty Salesmanship: Involves selling complex or highly specialized products that require detailed explanation and demonstration, such as industrial machinery or advanced technology.
Industrial Salesmanship: Focuses on selling raw materials, components, or machinery to other businesses for use in their production processes.
Service Salesmanship: Involves selling intangible services rather than physical products, such as insurance, banking services, or educational programs.

Functions of Different Salesmen

The functions of different salesmen vary based on their type:

Retail Salesman: Assists customers, handles cash, arranges displays, manages inventory.
Wholesale Salesman: Takes bulk orders, manages credit accounts, delivers goods, maintains relationships with retailers.
Traveling Salesman: Visits clients, demonstrates products, takes orders, collects payments, provides after-sales service.
Specialty Salesman: Educates customers, demonstrates product features, provides technical support, closes high-value deals.
Industrial Salesman: Identifies business needs, customizes solutions, negotiates contracts, builds long-term relationships with corporate clients.
Service Salesman: Explains service benefits, customizes packages, builds trust, provides ongoing support.

Duties of Different Salesmen

The duties of salesmen are specific to their roles:

Retail Salesman: Greets customers, answers product questions, operates point-of-sale systems, stocks shelves, maintains store cleanliness.
Wholesale Salesman: Surveys markets, solicits orders from retailers, ensures timely delivery, handles customer complaints, provides market feedback.
Traveling Salesman: Plans sales routes, makes presentations, persuades buyers, processes orders, follows up on deliveries.
Specialty Salesman: Researches potential clients, conducts product trials, provides training, resolves technical issues.
Industrial Salesman: Conducts needs assessments, prepares proposals, negotiates terms and conditions, manages client accounts.
Service Salesman: Explains policy details, prepares contracts, follows up on service usage, handles renewals.

Differences Among Types of Salesmanship

The key differences among types of salesmanship include:

Customer Type: Retail (final consumer), Wholesale (retailers/businesses), Industrial (businesses).
Sales Volume: Retail (small quantities), Wholesale (large quantities), Industrial (large, often customized orders).
Location of Sale: Retail (fixed store), Traveling (customer’s location), Industrial (client premises).
Product Complexity: Retail (simple, everyday items), Specialty/Industrial (complex, technical products).
Sales Process: Retail (quick, transactional), Specialty/Industrial (longer, consultative, relationship-based).
Required Skills: Retail (customer service, merchandising), Specialty/Industrial (technical knowledge, negotiation, problem-solving).

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 reminds them of the previous lesson on salesmanship. The teacher then asks pupils to identify different places where goods are sold, leading them to understand that sales activities vary. The teacher introduces the topic: “Types of Salesmanship.”
Pupils’ Activity: Pupils respond to the teacher’s questions and listen attentively to the introduction of the new topic.
Learning Point: Pupils recall previous knowledge and are prepared for the new lesson.

Step 2: Presentation of Types of Salesmanship

Time: 10 minutes
Teaching Skill: Explanation/Illustration
Teacher’s Activity: The teacher uses charts and examples to list and explain the various types of salesmanship: retail, wholesale, traveling, specialty, industrial, and service salesmanship. The teacher provides clear definitions for each.
Pupils’ Activity: Pupils listen, observe the charts, and ask questions for clarification. They take notes on the different types.
Learning Point: Pupils identify and understand the various categories of salesmanship.

Step 3: Discussion on Functions of Salesmen

Time: 8 minutes
Teaching Skill: Facilitation/Discussion
Teacher’s Activity: The teacher leads a discussion on the specific functions performed by each type of salesman. For instance, the teacher asks, “What does a retail salesman typically do?” and guides pupils to enumerate functions. The teacher writes key points on the board.
Pupils’ Activity: Pupils actively participate in the discussion, contributing ideas on the functions of different salesmen.
Learning Point: Pupils understand the roles and responsibilities associated with each type of salesmanship.

Step 4: Explanation of Duties of Salesmen

Time: 8 minutes
Teaching Skill: Elaboration/Clarification
Teacher’s Activity: Building on the functions, the teacher explains the specific duties of each salesman type, using real-life scenarios. The teacher clarifies any confusion between functions and duties, emphasizing the practical tasks involved.
Pupils’ Activity: Pupils listen to the explanations, take notes on the duties, and ask questions to deepen their understanding.
Learning Point: Pupils can distinguish between the duties of different salesmen.

Step 5: Activity: Differentiating Types of Salesmanship

Time: 7 minutes
Teaching Skill: Group Work/Demonstration
Teacher’s Activity: The teacher divides pupils into small groups and provides each group with role cards depicting different sales scenarios. Each group discusses and identifies the type of salesmanship and its key characteristics. Selected groups may briefly role-play or present their findings.
Pupils’ Activity: Pupils work in groups to analyze the scenarios, discuss differences, and present their conclusions.
Learning Point: Pupils can effectively differentiate among the various types of salesmanship based on their characteristics.

Step 6: Summary/Recap

Time: 2 minutes
Teaching Skill: Summarization
Teacher’s Activity: The teacher briefly summarizes the main points of the lesson, reiterating the different types of salesmanship, their functions, and duties. The teacher also highlights the key differences discussed.
Pupils’ Activity: Pupils listen to the summary and ask any remaining questions.
Learning Point: Pupils reinforce 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.
List any three types of salesmanship.
State two functions of a retail salesman.
Mention two duties of a traveling salesman.
Explain one key difference between wholesale and industrial salesmanship.

Pupils’ Activity: Pupils answer orally and in writing.

Learning Point: Pupils demonstrate understanding of the lesson.

Step 8: Conclusion

Time: 2 minutes
Teacher’s Activity: The teacher gives pupils homework: “Research and write down two examples of companies that use each type of salesmanship discussed today.” The teacher thanks the pupils and ends the lesson.
Pupils’ Activity: Pupils copy the homework and prepare for the next lesson.
Learning Point: Pupils extend their learning beyond the classroom.

Lesson Keywords

Salesmanship – The act of persuading customers to buy goods or services.
Retail Salesman – Sells goods directly to the final consumer in small quantities.
Wholesale Salesman – Sells goods in large quantities to businesses for resale or further use.
Traveling Salesman – Travels to customers’ locations to sell products in a specific territory.
Specialty Salesman – Sells complex products requiring detailed explanation and demonstration.
Industrial Salesman – Sells materials or machinery to other businesses for production.

Differentiation

For pupils who grasp concepts quickly, the teacher can encourage them to research and present on emerging types of salesmanship (e.g., online sales, telemarketing). For pupils who need more support, the teacher will provide simplified charts, additional examples, and one-on-one explanations during group activities. Visual aids like product samples and role-playing will cater to diverse learning styles.

Note for teachers using this lesson plan

Teachers should ensure to use local examples of businesses and products when explaining each type of salesmanship to make the lesson more relatable. Encourage active participation and real-life scenario discussions to enhance understanding. The role-playing activity can be adapted based on class size and available time.