MARKETING EDUCATION LEARNING PLAN COURSESales and Marketing

APPROXIMATE # OF DAYS: 10 Days CONCEPT/TOPIC: The Selling Process

Instructional Area s!: Selling, Customer Relationship, In ormation Management, !motional Intelligence, Communications, "uman Resources# Per"or#ance Ele#ents: 1# !mploy sales processes and techni$ues to enhance customer relationships and to increase the likelihood o making a sale# %# &c$uire product kno'ledge to communicate product (ene its and to ensure appropriateness o the product or the customer# )# !mploy sales processes and techni$ues to enhance customer relationships and to increase the likelihood o the sale#

Mar$etin% Stan&ar&s Measure#ent Criteria! to 'e assesse&: !*plain the +ature and Scope o the selling process ,S!- 0./0 ,CS0 !*plain the role o customer ser1ice as a component selling relationships ,S!- 0230 ,CS0 &c$uire product in ormation or use in selling ,S!-03%0 ,CS04 &naly5e product in ormation to identi y product eatures and (ene its ,S!- 1060 ,SP0 !*plain the selling process ,S! ./0 ,CS0 Discuss moti1ational theories that impact (uying (eha1ior# Marketing Essentials Book, Comp ters RE!OURCE! Tea"#er !t $ent Tanya Torres-Steen Marketing !ssentials Te*t Computer 7a( and Printers Computer &ccess 9ump Dri1e (u#an Resources 8uest Speakers

PROCE!!%ACTI&ITIE! A"tions To Take' ,"ome'ork, 7eadership &cti1ity, Community Ser1ice, Industry:Community !*perience;<o( shado', internship, etc#0 E&ALUATION TEC(NI)UE!' Assessment A"ti*it+, Assessment Tool,

=ritten Sales Manual >ral Sales demonstration or !mployee >rientation &ssessed (y a Ru(ric ,Created (y Teacher0

Retail Sales Manual Pro)ect Su##ar* Students 'ill (e re$uired to complete a sales manual and per orm a sales presentation# The 'ritten sales manual must (e 'ord processed 'ith a 1%pt ont, ormatted pro essionally, and include the ollo'ing items- title page, ta(le o contents, eature (ene it chart, preapproach section, approach section, determining needs section, handling o(<ections section, closing step, suggestion selling, and conclusion# !ach section in the sales manual should ha1e a di1iding page 'ith and appropriate illustration# Pages may (e dou(le-spaced or attracti1eness# >nce the 'ritten sales manual is completed the students must prepare or their sales presentation, (ased on the product they chose or their sales manual# This pro<ect is (ased solely on implementing communication strategies (y identi ying the o(<ecti1e and purpose o communication in sales# Pro)ect Da* + The sales pro<ect is introduced and students understand the importance o communication in personal selling# Students are introduced to the unit o sales 'hich includes a lecture on the ollo'ing steps o a sale- pre-approach, determining needs, handling o(<ections, closing, suggestion selling, ollo'-up and relationship marketing# Students understand the need or a eature (ene it chart and are pro1ided 'ith an e*ample ,e#g# page 122 o the Marketing Essentials (ook0# ?or home'ork, students need to select a product o their choice to (e used or the sales manual# Products must (e real and 1ia(le ,e#g# electronics, (ikes, cars, etc#0

Da* , &t the (eginning o class, the instructor should re1ie' the need or a eature (ene it chart and the steps o a sale# >nce clari ying $uestions ha1e (een ans'ered, then students should (egin the pro<ect# Students need to create a eature (ene it chart or the product they ha1e chosen# Instructor needs to go o1er student dra t and then students can proceed to the ollo'ing steps o the sales manual# Students should (egin the pre-approach section o the sales manual# Students must identi y the selling situation as retail# Then discuss ho' a sales person should prepare to sell the product# Students must pro1ed speci ic e*amples and polices or their selling situation#4

Da* The instructor needs to check student status on the (eginning o the pro<ect and ans'er any clari ying $uestions# Students should (egin the approach section o the sales manual# Students must e*plain ho' to approach a customer properly and pro1ide a e' suggested sample approaches in dialog orm# Students need to (egin the determining needs section o the sales manual# =ithin this section, they need to include a (rie description o the importance o this step and the techni$ues used in it# Prepare a list o ten $uestions that could (e used to determine a customer@s needs# Aegin 'ith general $uestions regarding indented use and pre1ious e*perience# !nd 'ith speci ic $uestions a(out the particular eatures o the product, such as cooler, si5e, design, and $uantity desired# Buestions should (e (ased upon the eature (ene it chart that 'as created on Day %#4 Da* . >nce students complete the determining needs section, they should continue through the handling o(<ections section# Students need to e*plain the importance o this step# Students must also include an o(<ections analysis sheet or the product used in the eature (ene it chart# Students need to (egin the closing step section# Students must include discussions o the step0s importance and timing# They 'ill 'rite our di erent dialogs to demonstrate 'hen and ho' to close the sale or the product# !ach dialog must demonstrate a di erent speciali5ed closing method#4 Day C Students 'ill (egin the suggestion-selling section# They 'ill 'rite and introduction or the suggestion selling step o a sale# Include discussions o the step@s importance and timing# The student 'ill list all o the related merchandise that can (e used or suggestion selling 'ith the selected product# They 'ill 'rite e*actly 'hat should (e said to suggest one o the related items o merchandise# Students need to ollo' all the rules or suggestion selling#4 Da* / Students are to 'rite the conclusion or the sales pro<ect# In this section students are to stress the importance o relationship marketing#4 Da* 0 This day should (e set aside or students to 'ord process the rest o their sales pro<ect, and design their title page, ta(le o contents, and di1ider pages# Students should ind appropriate graphics and include them to add a pro essional touch# Da* 1 The students should ha1e their sales manual completed and (e preparing or their sales presentation# Student should sign up or one o the t'o days assigned to make presentations# Students must (e allo'ed time or practice presentations# Da* 2 Student presentations (egin# Da* +3 Student presentations concluded#

4Instructor must allo' computer time or students to 'ork on 'ord processing# Assess#ent Per ormance Indicator