Lesson Plan
Level:
Course Name:
Topic:
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3
Semester:
1
MARKETING
9-11
Week Number:
Week 9 - Knowing the Product and Customer Chapter 12 (p.211-215)
Weeks 10-11 - Preparation for selling Chapter 12 (p.216-222)
At the completion of level B, the student will be able to:
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Describe the definition and goals of selling
Understand the various sales situations encountered in the business world
Define feature benefit selling
Understand the difference between rational and emotional buying decisions
Discover sources for developing product information
Prospect sources and methods
Develop leads
Understand how to prepare for the sale in both business-to-business and retail selling
Level B Procedures
Discuses with the students (what is selling). Introduce the three types of sell ing
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(personal selling. Business- to- business selling, telemarketing selling)
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Have the student to give an examples for each types of selling
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Write and discuss their answer on the board.
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Lecture: introduce the goals of selling p.211
Note: Those salespeople accomplish those goals by offering customer service which involves
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solving customers problems and b understanding their needs and wants
Lecture: define the following terms: (feature-benefit selling)(product features customer
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benefit p.212
Activity: in a group of three let each group to select a product and let one of each
group to create a feature-benefit chart for a particular product. The sales person should
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act like a salesperson and try to give enough information that customers needed to
make the purchase. 213
Lecture: (customer buying motives) define the following term: Rational motive
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Emotional motive. Give appropriate examples for each type. Note: successful salespeople
determine customer rational and emotional motive in a potential buying situation p.214
Lecture: (customer decision making) explain the three levels of decision making;
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Extensive limited, and routine decision-making p.214-215
Activity: Have the students to give examples of goods and services for each level o f
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decision-making.
Lecture :(preparation) write the definition of preapproach on the board and explain
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how salespeople can prepare for the sale, p.216.
Lecture (product information) Explain the four main sources of the product
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information. Using a product printed material, personal opinion, and formal training
Lecture: (prospecting sources and methods) define the word prospect and list the
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supply of prospect sources and methods of prospecting p.217-218
Lecture: how leads are developed? Define the following terms; referrals, endless chain
14 method and cold canvassing? p.218-219 figures 12-2 then explain the rest of the
prospect sources p.218
Have the students to list things that need to be done before selling if they were in
15 position of a salesperson. Then discuss that with them. On p.220-223 explain the
preparation for selling in both business to business and retail selling.
OPTIONAL ADDITIONAL ACTIVITIES
Level A Procedures
1 Have students to complete chapter 12-student activity workbook pagef97J vocabulary
Have students to complete chapter 12-student activity workbook page {98} fact and
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idea.
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Lesson Plan
Week Number
9
11
Required Syllabus Test Assessment
Description
Formative
Student Activity Workbook Chapter 12 p.99
 Marketing Application 1
Students workbook page 99
The model answers
(2POINTS FOR FACH =14POINTS)
Product Feature: built-in compact disk player and
stereo cassette deck. Customer Benefits: Easy to
curry, good looking, easy to store, and easy to use.
Product Feature: Sony Mega Bass sound system
Customer Benefits: getting a stereo system sound
which gives the customers high quality sound.
Product Feature: AMlFMstereo tuner.
Customer Benefits: you can get short and long waves radio
frequency which gives you a variety of channels.
Product Feature: Two-way power supply (six
DC9-volt batteries or household current)
Customer Benefits: easy to get power supply for example
i f you are side home you can use DC-9volt batteries
which are handy and easy to curry and use.
Product Feature: Two 4-inch speakers.
Customer Benefits: easy to curry
and easy to place and install.
Product Feature: yellow color.
Customer Benefits: more attractive look
Product Feature: Weight-9lbs. 4 oz with batterie's.. Customer Benefits: easy to carry.
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