Meaning of Salesmanship and Sales Strategies for SS 3

Class: SS 3
Term: First Term
Week: 10
Age: 17 years
Duration: 60 minutes
Subject: Salesmanship
Curriculum Theme: Salesmanship Concepts
Previous Lesson: Customer Services, Pre-Sales and After-Sales Services
Topic: CONCEPTS OF SALESMANSHIP
Subject Matter: Meaning of salesman; Salesman strategies; Objectives of the salesman to; company, customer, environment; Responsibilities of a salesman to customer, and public

Specific Objectives

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

Cognitive Domain

• Define the term “salesman.”
• Identify various strategies employed by salesmen.
• State the objectives of a salesman towards the company, customer, and environment.
• Enumerate the responsibilities of a salesman to customers and the public.

Affective Domain

• Appreciate the importance of ethical sales practices.
• Value the role of a salesman in satisfying customer needs.
• Recognize the impact of sales activities on the environment.

Psychomotor Domain

• Participate actively in class discussions about salesmanship.
• Write short notes on the responsibilities of a salesman.

Social Domain

• Collaborate with peers in discussing salesman objectives.

Reference Materials

The following resources were used in planning this lesson:

• 2014 Senior Secondary Education Curriculum (SSEC)
• Relevant State Unified Scheme of Work
• A suitable textbook for Salesmanship SS 3
• FCT ERC/NAPPS Scheme of work

Instructional Materials

The teacher will teach this lesson with the aid of:

• Whiteboard and markers
• Flip chart showing salesman strategies
• Pictures or short video clips of salesmen interacting with customers
• Textbooks and notebooks

Rationale for the Lesson

This lesson is important as it provides students with a foundational understanding of salesmanship, a critical aspect of business and marketing. It helps students grasp the multifaceted role of a salesman, not just in selling products but also in building relationships and contributing to societal well-being. Understanding these concepts prepares students for future careers in sales and business, fostering ethical practices and customer-centric approaches.

Prerequisite/Previous Knowledge

Students should have a basic understanding of business, marketing, and customer service concepts from their previous studies in Commercial Studies or Business Studies.

Lesson Content/Board Summary

CONCEPTS OF SALESMANSHIP

Meaning of Salesman

A salesman is an individual whose primary role is to sell goods or services to customers. They act as a link between the producer/company and the consumer, aiming to persuade potential buyers to purchase products that meet their needs. A good salesman possesses strong communication skills, product knowledge, and the ability to build rapport with customers.

Salesman Strategies

Salesmen employ various strategies to effectively sell products and achieve their targets. These strategies include:

1. Product Knowledge: Thoroughly understanding the features, benefits, and applications of the product being sold.
2. Customer Needs Analysis: Identifying and understanding the specific needs and preferences of potential customers to offer suitable solutions.
3. Relationship Building: Establishing trust and rapport with customers to foster long-term relationships and repeat business.
4. Effective Communication: Clearly articulating product value, listening to customer concerns, and responding persuasively.
5. Objection Handling: Skillfully addressing customer doubts or concerns about the product or service.
6. Closing Techniques: Employing various methods to encourage customers to make a purchase decision.
7. Follow-up: Maintaining contact with customers after a sale to ensure satisfaction and identify future needs.
8. Competitive Analysis: Understanding competitors’ products and strategies to highlight unique selling propositions.

Objectives of the Salesman

A salesman has objectives that extend beyond just making a sale, encompassing responsibilities towards different stakeholders:

1. Objectives to the Company:
   1. To achieve sales targets and quotas set by the company.
   2. To increase market share for the company’s products.
   3. To provide feedback from customers to the company for product improvement.
   4. To maintain and enhance the company’s image and reputation.
   5. To ensure efficient distribution and delivery of products.
2. Objectives to the Customer:
   1. To identify and satisfy customer needs and wants.
   2. To provide accurate information about products and services.
   3. To build trust and long-term relationships with customers.
   4. To offer excellent after-sales service and support.
   5. To ensure customer satisfaction and loyalty.
3. Objectives to the Environment:
   1. To promote environmentally friendly products and practices where applicable.
   2. To minimize waste and encourage sustainable consumption.
   3. To adhere to environmental regulations and ethical standards in sales operations.
   4. To educate customers on the proper disposal or recycling of products.

Responsibilities of a Salesman

A salesman carries significant responsibilities towards their customers and the general public:

1. Responsibilities to the Customer:
   1. Honesty and Integrity: Providing truthful information about products, prices, and terms.
   2. Product Knowledge: Being well-informed about the products to offer accurate advice.
   3. Customer Service: Offering polite, helpful, and efficient service.
   4. Needs Assessment: Understanding customer requirements before recommending products.
   5. After-Sales Support: Assisting with product installation, warranty claims, and troubleshooting.
   6. Confidentiality: Protecting customer information and privacy.
   7. Fair Dealing: Avoiding deceptive practices or high-pressure tactics.
2. Responsibilities to the Public:
   1. Ethical Conduct: Operating within legal and ethical boundaries, avoiding misleading advertisements.
   2. Social Responsibility: Being aware of the societal impact of products and sales methods.
   3. Environmental Awareness: Promoting products and practices that are not harmful to the environment.
   4. Safety: Ensuring that products sold are safe for public use.
   5. Compliance: Adhering to all relevant consumer protection laws and regulations.

Teaching Methods/Instructional Techniques

Discussion, Explanation, Question and Answer, Guided Practice, Group Work

Instructional Procedures

Step 1: Introduction

Time: 5 minutes

Teaching Skill: Engaging/Activating prior knowledge

Teacher’s Activity: The teacher greets the students and asks them to recall what they understand by “selling” and “marketing.” The teacher then introduces the topic: “Concepts of Salesmanship.”

Pupils’ Activity: Pupils respond to the questions and listen attentively to the introduction.

Learning Point: Introduction to salesmanship

Step 2: Meaning of Salesman

Time: 10 minutes

Teaching Skill: Explanation/Definition

Teacher’s Activity: The teacher explains the meaning of a salesman, emphasizing their role as a link between the company and the customer. The teacher provides examples of different types of salesmen (e.g., retail, industrial, door-to-door).

Pupils’ Activity: Pupils listen, ask questions for clarification, and contribute their understanding of a salesman.

Learning Point: Meaning of salesman

Step 3: Salesman Strategies

Time: 10 minutes

Teaching Skill: Discussion/Enumeration

Teacher’s Activity: The teacher discusses various strategies employed by salesmen, such as product knowledge, customer needs analysis, and relationship building. The teacher encourages students to share examples of strategies they have observed.

Pupils’ Activity: Pupils participate in the discussion, sharing observations and asking questions about different strategies.

Learning Point: Sales strategies explained

Step 4: Objectives of the Salesman to Company and Customer

Time: 10 minutes

Teaching Skill: Explanation/Categorization

Teacher’s Activity: The teacher explains the objectives of a salesman towards the company (e.g., achieving targets, increasing market share) and towards the customer (e.g., satisfying needs, building trust). The teacher uses real-life scenarios to illustrate these objectives.

Pupils’ Activity: Pupils listen, take notes, and discuss how these objectives are met in practical situations.

Learning Point: Salesman objectives to company and customer

Step 5: Objectives of the Salesman to the Environment

Time: 5 minutes

Teaching Skill: Discussion/Awareness

Teacher’s Activity: The teacher discusses the salesman’s objectives concerning the environment, such as promoting eco-friendly products and minimizing waste. The teacher highlights the growing importance of environmental responsibility in business.

Pupils’ Activity: Pupils contribute ideas on how salesmen can be environmentally responsible and discuss the impact of sales on the environment.

Learning Point: Salesman objectives to environment

Step 6: Responsibilities of a Salesman to Customer and Public

Time: 5 minutes

Teaching Skill: Enumeration/Elaboration

Teacher’s Activity: The teacher enumerates the responsibilities of a salesman to customers (e.g., honesty, good service) and to the public (e.g., ethical conduct, safety). The teacher emphasizes the importance of integrity in sales.

Pupils’ Activity: Pupils listen, ask questions, and discuss the ethical implications of these responsibilities.

Learning Point: Salesman responsibilities to customer and public

Step 7: Evaluation/Review

Time: 5 minutes

Teaching Skill: Questioning/Assessment

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

1. Who is a salesman?
2. Mention two strategies a salesman can use.
3. State two objectives of a salesman to the company.
4. List two responsibilities of a salesman to the customer.

Pupils’ Activity: Pupils answer orally and in writing.

Learning Point: Salesmanship concepts assessed

Step 8: Note-Taking

Time: 10 minutes

Teaching Skill: Guided Writing

Teacher’s Activity: The teacher guides pupils/students to copy the essential Board Summary notes on the meaning of salesman, strategies, objectives, and responsibilities into their notebooks.

Pupils’ Activity: Pupils/students copy the notes carefully into their notebooks.

Learning Point: Salesmanship notes recorded

Step 9: Conclusion

Time: 5 minutes

Teaching Skill: Summarizing/Reinforcement

Teacher’s Activity: The teacher summarizes the key points of the lesson, reinforcing the importance of understanding the concepts of salesmanship for effective business practice. The teacher encourages students to reflect on the ethical aspects of sales.

Pupils’ Activity: Pupils listen to the summary and ask any final questions.

Learning Point: Concepts of salesmanship consolidated

Continuous Assessment/Further Study

Type: Homework

Instruction: Answer the following questions in your notebook:

1. In your own words, explain what salesmanship means to you.
2. Identify and describe three sales strategies you have observed in your daily life.
3. Discuss how a salesman’s objectives to the company can sometimes conflict with their objectives to the customer, and suggest how this conflict can be managed.
4. Research and write a short paragraph on how digital marketing and e-commerce have impacted the traditional role and responsibilities of a salesman.

Lesson Keywords

• Salesman – An individual who sells goods or services.
• Salesmanship – The art and skill of selling.
• Strategies – Plans of action designed to achieve a long-term or overall aim.
• Objectives – Goals or aims that a salesman seeks to achieve.
• Responsibilities – Duties or obligations that a salesman has towards others.
• Customer – A person or organization that buys goods or services from a store or business.
• Public – People in general, or a community.
• Environment – The surroundings or conditions in which a person, animal, or plant lives or operates.

Differentiation

For students who grasp concepts quickly, the teacher can assign additional research on specific sales techniques or case studies of ethical dilemmas in sales. For students needing more support, the teacher can provide simplified definitions, pair them with stronger students for group activities, and offer one-on-one guidance during note-taking and question-answering sessions.

Suggested Lesson Videos

For further understanding, students can search on YouTube for:

• meaning of salesmanship SS3
• salesman strategies and objectives
• responsibilities of a salesman to customer and public