Selling and Bargaining Skills in Merchandising for SS 3

Class: SS 3
Term: First Term
Week: 4
Age: 16 years
Duration: 45 minutes
Subject: Marketing
Curriculum Theme: Purchase, supply and merchandizing of goods and services
Previous Lesson: Purchase, Supply and Merchandising of Goods and Services
Topic: Purchase, supply and merchandizing of goods and services
Subject Matter: Selling and bargaining skills

Specific Objectives

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

Cognitive Domain

• Define selling skills.
• Identify key selling skills required in merchandising.
• Explain effective bargaining techniques.
• Discuss how pricing methods influence selling and bargaining.
• Describe the role of advertising skills in the selling process.

Affective Domain

• Appreciate the importance of ethical practices in selling and bargaining.
• Value the role of effective communication in merchandising.

Psychomotor Domain

• Demonstrate basic selling skills through role-play.
• Practice effective bargaining techniques.
• Illustrate how advertising concepts can be applied in a sales pitch.

Reference Materials

The following resources were used in planning this lesson:

• 2025 Revised 9 Years Basic Education Curriculum
• Relevant State Unified Scheme of Work
• A suitable Marketing textbook for SS 3
• The HeadTeacher Scheme of work

Instructional Materials

The teacher will teach this lesson with the aid of:

• Organizational goods of various types
• Whiteboard and markers
• Charts illustrating selling and bargaining principles
• Role-play scenarios

Rationale for the Lesson

This lesson is important as it equips students with practical skills vital for success in merchandising and business. Understanding selling and bargaining techniques helps students effectively interact with customers, close deals, and navigate market dynamics. These skills are fundamental for future entrepreneurs and marketing professionals.

Prerequisite/Previous Knowledge

Students should have a basic understanding of business concepts, commerce, and the general idea of buying and selling goods and services.

Lesson Content/Board Summary

Purchase, Supply and Merchandising of Goods and Services

Understanding Selling Skills

Selling skills are the abilities and techniques used by individuals to persuade customers to purchase goods or services. Effective selling involves understanding customer needs and presenting solutions.

Key Selling Skills include:

1. Product Knowledge: Thorough understanding of the features, benefits, and uses of the product or service being sold.
2. Communication Skills: Ability to clearly articulate product information and listen actively to customer inquiries and concerns.
3. Active Listening: Paying close attention to what the customer says and implies to understand their needs and preferences.
4. Persuasion and Influence: The ability to convince customers of the value and benefits of a product, leading to a purchase decision.
5. Objection Handling: Skillfully addressing customer doubts or concerns about a product or service.
6. Closing Techniques: Methods used to finalise a sale and encourage the customer to make a purchase.

Understanding Bargaining Skills

Bargaining is a negotiation process between a buyer and a seller to agree on a price or terms for a good or service. It involves give-and-take to reach a mutually acceptable agreement.

Effective Bargaining Techniques include:

1. Research and Preparation: Knowing the market value of the item and potential price ranges before negotiating.
2. Setting Limits: Having a clear maximum price to pay or minimum price to accept.
3. Patience: Not rushing the negotiation process and being willing to wait for a better offer.
4. Active Listening: Understanding the other party’s position and motivations.
5. Confidence: Presenting one’s offer or counter-offer with conviction.
6. Walking Away: Being prepared to disengage if a satisfactory agreement cannot be reached.
7. Compromise: Being flexible and willing to meet halfway to find a common ground.

Influence of Pricing and Advertising on Selling and Bargaining

Pricing and advertising play significant roles in setting the stage for selling and bargaining activities.

1. Methods of Pricing: These are strategies used to determine the selling price of a product or service. Common methods include:
   1. Cost-Plus Pricing: Adding a markup percentage to the cost of production.
   2. Competitive Pricing: Setting prices based on what competitors charge.
   3. Value-Based Pricing: Setting prices based on the perceived value to the customer.
   4. Penetration Pricing: Setting a low initial price to attract customers and gain market share.

   Pricing methods establish the initial price point, which then influences how much room there is for bargaining and how sellers present their products.

2. Advertising Skills: These involve creating and disseminating messages to promote a product or service and attract potential customers. Effective advertising skills help in:
   1. Creating Awareness: Informing potential customers about the existence of a product.
   2. Generating Interest: Making the product appealing and desirable.
   3. Highlighting Benefits: Communicating the advantages and solutions the product offers.
   4. Building Brand Image: Establishing a positive perception of the product or company.

   Strong advertising can reduce the need for extensive bargaining by pre-selling the value of the product and convincing customers of its worth before a sales interaction.

Teaching Methods/Instructional Techniques

Discussion, Demonstration, Guided Practice, Question and Answer, Explanation, Role-play, Group Work

Instructional Procedures

Step 1: Introduction

Time: 5 minutes

Teaching Skill: Engaging/Activating prior knowledge

Teacher’s Activity: The teacher greets the students, reviews the previous lesson briefly, and introduces the new topic: Selling and Bargaining Skills in Merchandising. The teacher asks students what they understand by “selling” and “bargaining.”

Pupils’ Activity: Students respond to the teacher’s questions and listen attentively to the introduction of the new topic.

Learning Point: Introduction to selling and bargaining

Step 2: Understanding Selling Skills

Time: 7 minutes

Teaching Skill: Explanation/Discussion

Teacher’s Activity: The teacher defines selling skills and discusses key selling skills such as product knowledge, communication, active listening, persuasion, objection handling, and closing techniques, using examples relevant to merchandising.

Pupils’ Activity: Students listen, ask questions for clarification, and contribute examples of good selling skills they have observed.

Learning Point: Definition of selling skills

Step 3: Understanding Bargaining Skills

Time: 7 minutes

Teaching Skill: Explanation/Discussion

Teacher’s Activity: The teacher defines bargaining and explains effective bargaining techniques such as research, setting limits, patience, active listening, and knowing when to walk away. The teacher highlights the importance of ethical bargaining.

Pupils’ Activity: Students listen, take notes, and share their experiences with bargaining in everyday life.

Learning Point: Effective bargaining techniques

Step 4: Discussion on Pricing Influence

Time: 7 minutes

Teaching Skill: Discussion/Elaboration

Teacher’s Activity: The teacher discusses various methods of pricing (e.g., cost-plus, competitive, value-based) and explains how these methods set the initial price point, influencing both selling strategies and the scope for bargaining. The teacher uses examples of organizational goods.

Pupils’ Activity: Students participate in the discussion, asking how different pricing methods affect their willingness to buy or bargain.

Learning Point: Pricing methods and influence

Step 5: Advertising Skills Demonstration

Time: 7 minutes

Teaching Skill: Demonstration/Guided Practice

Teacher’s Activity: The teacher explains how advertising skills support the selling process by creating awareness and desire. The teacher then asks students to work in small groups to demonstrate a short advertising pitch for one of the provided organizational goods, highlighting its benefits.

Pupils’ Activity: Students work in groups to prepare and demonstrate their advertising skills through short pitches for the organizational goods.

Learning Point: Advertising in selling

Step 6: Role-play and Practice

Time: 7 minutes

Teaching Skill: Role-play/Application

Teacher’s Activity: The teacher sets up simple role-play scenarios where students practice selling and bargaining for the organizational goods. The teacher observes and provides constructive feedback on their application of skills.

Pupils’ Activity: Students actively participate in role-play, practicing selling and bargaining techniques learned during the lesson.

Learning Point: Application of skills

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. What are selling skills?
2. Mention three key selling skills.
3. Explain two effective bargaining techniques.
4. How do pricing methods affect selling and bargaining?
5. In what ways can advertising skills support the selling process?

Pupils’ Activity: Pupils answer orally and in writing.

Learning Point: Assessment of understanding

Step 8: Note-Taking

Time: 4 minutes

Teaching Skill: Guided Writing

Teacher’s Activity: The teacher guides pupils/students to copy the essential Board Summary notes into their notebooks, ensuring clarity and accuracy of the content on selling and bargaining skills, pricing, and advertising.

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

Learning Point: Recording lesson content

Step 9: Conclusion

Time: 1 minute

Teaching Skill: Summarising

Teacher’s Activity: The teacher briefly summarises the importance of developing strong selling and bargaining skills for success in merchandising and encourages students to practice these skills in their daily interactions.

Pupils’ Activity: Students listen and reflect on the lesson’s main points.

Learning Point: Reinforcement of key concepts

Continuous Assessment/Further Study

Type: Homework/Practice Exercise

Instruction: Answer the following questions in your notebook:

1. Imagine you are selling a new mobile phone. Describe how you would use at least three selling skills to convince a customer to buy it.
2. You want to buy a textbook from a vendor, but the price is higher than you expected. Outline the steps you would take to bargain for a lower price.
3. Research and identify two different pricing methods used by businesses in your community. Explain how each method might influence a customer’s decision to buy or bargain.
4. Create a short slogan and a brief description for an imaginary product that demonstrates good advertising skills.

Lesson Keywords

• Selling – The act of persuading a customer to buy goods or services.
• Bargaining – Negotiating the price or terms of a transaction.
• Merchandising – The activity of promoting the sale of goods, especially by their presentation in retail outlets.
• Pricing – The process of determining the value a producer will receive in exchange for products and services.
• Advertising – A marketing communication that employs an openly sponsored, non-personal message to promote or sell a product, service or idea.
• Persuasion – The act of causing someone to do something through reasoning or argument.
• Negotiation – Discussion aimed at reaching an agreement.

Differentiation

For struggling learners, the teacher will provide simplified role-play scenarios and focus on one or two key skills at a time. For advanced learners, the teacher will challenge them with more complex bargaining situations or ask them to analyze case studies of successful sales campaigns.

Suggested Lesson Videos

For further understanding, search on YouTube for:

• “Selling and bargaining skills for students”
• “Effective sales techniques explained”
• “Negotiation skills in business”

Teacher Guide for Using This Lesson Plan

Before the lesson, ensure you have a variety of organizational goods available for demonstration and role-play. Prepare simple scenarios for students to practice selling and bargaining. Begin by engaging students with their prior knowledge of buying and selling. Guide them through the definitions and practical applications of selling and bargaining skills, integrating discussions on pricing methods and advertising’s role. Encourage active participation in discussions and role-play activities. Pay attention to common errors in communication and negotiation during the practical sessions, providing immediate constructive feedback. Students should copy the Board Summary notes after the evaluation to consolidate their learning. Ensure all students understand the ethical considerations in selling and bargaining. For faster learners, encourage them to think about cross-cultural bargaining differences. For slower learners, offer more direct guidance during role-play and simplify the concepts.