Lesson Note on Types Of Salesmanship: Strengths, Weaknesses and Performance for SS1

Class: Senior Secondary School 1 (SS1 / SSS 1)
Term: 2nd Term
Week: 2
Age: 15 years
Duration: 45 minutes
Subject: Salesmanship
Curriculum Theme: Trade
Previous Lesson: Types Of Salesmanship: Roles, Duties and Differences.
Topic: TYPES OF SALESMANSHIP
Subject Matter: Strengths of each type of salesman, Weakness of each type of salesman, Performance of a good salesman

Specific Objectives

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

Cognitive Domain:

• Define different types of salesmen.
• State the strengths of various types of salesmen.
• Identify the weaknesses associated with different types of salesmen.
• List the key attributes of a good salesman.

Affective Domain:

• Appreciate the unique roles played by different types of salesmen in the economy.
• Value the importance of understanding customer needs in sales.
• Show interest in developing the qualities of an effective salesman.

Psychomotor Domain:

• Categorize salesmen based on their operational characteristics.
• Differentiate between the performance indicators of various sales roles.
• Prepare a simple comparison chart outlining strengths and weaknesses of different salesman types.

Social Domain:

• Discuss the impact of different sales approaches on customer relationships.
• Collaborate in groups to identify suitable salespersons for specific products.

Reference Materials

The following resources were used in planning this lesson:

• 9 Years Basic Education Curriculum for Business Studies (Senior Secondary)
• State Unified Scheme of Work for Salesmanship (SSS 1)
• Olakunori, O. K. (2018). Comprehensive Salesmanship for Senior Secondary Schools. Apex Publishers.
• https://www.example.com/salesmanship_curriculum
• https://www.example.com/scheme_of_work

Instructional Materials

The teacher will teach this lesson with the aid of:

• Comparison charts showing different types of salesmen.
• Markers and white/blackboard.
• Posters illustrating sales scenarios.
• Textbooks on Salesmanship.

Rationale for the Lesson

This lesson helps pupils understand that salesmanship is not a single activity but encompasses various specialized roles. Knowing these roles and their specific strengths and weaknesses enables pupils to appreciate the diverse skills required in the sales profession and how different approaches serve different market needs.

Prerequisite/Previous Knowledge

Pupils have a basic understanding of what salesmanship is and its general importance in business from their previous lessons.

Lesson Content/Board Summary

TYPES OF SALESMANSHIP, THEIR STRENGTHS, WEAKNESSES, AND PERFORMANCE OF A GOOD SALESMAN

Types of Salesmen

Salesmen can be classified based on their area of operation, products handled, or methods of selling. Common types include:

• Retail Salesman: Works in a shop or store, selling directly to the final consumer.
• Wholesale Salesman: Sells goods in large quantities to retailers or industrial users.
• Manufacturer’s Salesman: Represents a manufacturing company, selling its products directly to wholesalers, retailers, or large institutional buyers.
• Traveling Salesman (Canvasser): Moves from place to place to solicit orders, often carrying samples.
• Technical Salesman: Sells products that require specialized knowledge and often provides technical advice or support to customers.

Strengths of Different Types of Salesmen

Each type of salesman possesses specific advantages:

• Retail Salesman:
  • Direct interaction with customers, allowing for immediate feedback.
  • Good product knowledge for specific store items.
  • Ability to build rapport with repeat customers.
• Wholesale Salesman:
  • Handles large volumes of sales efficiently.
  • Develops strong relationships with business clients.
  • Provides market insights to manufacturers.
• Manufacturer’s Salesman:
  • Deep product knowledge of their company’s offerings.
  • Strong negotiation skills for large contracts.
  • Effective in establishing distribution channels.
• Traveling Salesman:
  • Reaches a wide geographical area.
  • Creates new customer bases.
  • Offers convenience to customers by visiting them.
• Technical Salesman:
  • Expertise in complex products.
  • Ability to provide solutions and support.
  • Builds trust through technical competence.

Weaknesses of Different Types of Salesmen

Despite their strengths, each type also has limitations:

• Retail Salesman:
  • Limited to store hours and location.
  • Lower sales volume per transaction.
  • Can be perceived as less professional due to varied customer interactions.
• Wholesale Salesman:
  • Less direct contact with end-consumers.
  • Requires strong logistical support.
  • High pressure to meet large sales targets.
• Manufacturer’s Salesman:
  • May have limited product range (only company products).
  • Requires extensive travel and time away from home.
  • Sales cycles can be long and complex.
• Traveling Salesman:
  • High travel expenses and time.
  • Can face rejection frequently.
  • May not always have immediate access to product inventory.
• Technical Salesman:
  • Requires continuous learning to stay updated.
  • Target audience is often smaller and specialized.
  • Sales process can be very long due to technical complexities.

Performance of a Good Salesman

A good salesman, regardless of type, generally exhibits the following characteristics:

• Product Knowledge: Understands the product’s features, benefits, and applications thoroughly.
• Communication Skills: Able to explain clearly, listen actively, and persuade effectively.
• Empathy: Understands and responds to customer needs and concerns.
• Persistence: Does not give up easily, even after initial rejections.
• Honesty and Integrity: Builds trust by being truthful and reliable.
• Self-Motivation: Drives themselves to achieve targets and improve.
• Organizational Skills: Manages time, leads, and follow-ups effectively.
• Problem-Solving Ability: Helps customers find solutions to their needs.
• Good Appearance and Demeanour: Presents a professional and approachable image.

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 reviews the previous lesson briefly. The teacher then asks pupils to name different places where they have seen people selling goods (e.g., markets, supermarkets, roadside). From their answers, the teacher introduces the topic by explaining that different selling environments often require different types of people to sell.
Pupils’ Activity: Pupils respond to the teacher’s questions and listen attentively to the introduction.
Learning Point: Pupils recall previous knowledge and are introduced to the lesson topic.

Step 2: Explanation of Types of Salesmen

Time: 10 minutes
Teaching Skill: Explanation/Definition
Teacher’s Activity: The teacher explains different types of salesmen, such as retail salesmen, wholesale salesmen, manufacturer’s salesmen, traveling salesmen, and technical salesmen, using examples and the comparison charts. The teacher ensures pupils understand the distinct roles of each.
Pupils’ Activity: Pupils listen, take notes, and ask questions for clarification.
Learning Point: Pupils understand the various classifications of salesmen.

Step 3: Discussion of Strengths

Time: 10 minutes
Teaching Skill: Discussion/Analysis
Teacher’s Activity: The teacher leads a discussion on the specific strengths of each type of salesman, prompting pupils to think about why a particular type excels in its role. The teacher uses the board to list points as they are discussed.
Pupils’ Activity: Pupils contribute to the discussion by identifying strengths and sharing their opinions.
Learning Point: Pupils identify and explain the advantages associated with each type of salesman.

Step 4: Discussion of Weaknesses

Time: 7 minutes
Teaching Skill: Discussion/Analysis
Teacher’s Activity: The teacher facilitates a discussion on the weaknesses or limitations of each type of salesman. The teacher encourages critical thinking about the challenges faced by each role.
Pupils’ Activity: Pupils participate by pointing out potential weaknesses and challenges for different salesman types.
Learning Point: Pupils identify and explain the disadvantages or challenges faced by each type of salesman.

Step 5: Characteristics of a Good Salesman

Time: 8 minutes
Teaching Skill: Elaboration/Listing
Teacher’s Activity: The teacher explains the general performance indicators and qualities of a good salesman that are universally applicable, regardless of the specific type. The teacher lists these attributes on the board.
Pupils’ Activity: Pupils listen, take notes, and may ask for examples of these qualities.
Learning Point: Pupils understand the key attributes that define a good salesman.

Step 6: Evaluation/Review

Time: 5 minutes

Teaching Skill: Questioning/Assessment

Teacher’s Activity: The teacher evaluates the learning by asking the following questions:

1. Mention three types of salesmen.
2. State two strengths of a retail salesman.
3. List two weaknesses of a traveling salesman.
4. Enumerate four qualities of a good salesman.

Pupils’ Activity: Pupils answer orally and in writing.

Learning Point: Pupils demonstrate understanding of the lesson.

Step 7: Conclusion

Time: 0 minutes
Teaching Skill: Summarization
Teacher’s Activity: The teacher briefly summarizes the key points of the lesson, reiterating the diversity in salesmanship and the importance of understanding the roles, strengths, and weaknesses of different salesmen.
Pupils’ Activity: Pupils listen to the summary.
Learning Point: The lesson is concluded with a recap of the main points.

Lesson Keywords

• Retail Salesman – A salesman who sells goods directly to the final consumer in a store.
• Wholesale Salesman – A salesman who sells goods in large quantities to other businesses, not to the final consumer.
• Manufacturer’s Salesman – A salesman representing a company that produces goods, selling them to distributors or large buyers.
• Traveling Salesman – A salesman who visits customers in different locations to take orders.
• Technical Salesman – A salesman who sells products requiring specialized knowledge and often provides technical advice.
• Product Knowledge – A deep understanding of the features, benefits, and uses of a product.
• Empathy – The ability to understand and share the feelings of another person, often a customer.

Differentiation

For pupils who grasp concepts quickly, the teacher can assign additional tasks such as researching a specific sales role not covered in detail or preparing a short presentation on how technology impacts different types of salesmanship. For pupils who require more support, the teacher will provide simplified notes and engage them in direct question-and-answer sessions, using visual aids more extensively to clarify concepts.

Note for teachers using this lesson plan

Encourage pupils to share personal experiences with different types of salesmen to make the lesson more relatable. Use role-playing scenarios to demonstrate the strengths and weaknesses of various sales approaches. Emphasize that while types differ, core sales principles like good communication and product knowledge are universal.