Steps of the Sale
Marketing Dynamics
Marketing
Lesson Plan
Performance Objective
Students will understand how marketers use the selling process.
Specific Objectives
• Locate product information
• Approach a customer to open a sale
• Illustrate why the approach should have theme that is related to the presentation and the customer’s
buying motive.
• Incorporate questioning and probing techniques
• Prepare sales presentation
• Demonstrate how to overcome objections
• Demonstrate how to close a sale
Terms
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Pre-Approach – preparing for the sale
Prospecting – process of finding qualified customers
Service Approach –approach of prospective customers asking to perform a service
Greeting Approach – approach of prospective customers with a greeting
Merchandise Approach – approach of prospective customers discussing products
Objections – customers concerns or questions before buying
Boomerang method – objections are redirected back at the customer
Superior point method – admitting disadvantages of your product while showing an advantage
Third party method – using referrals or testimonials to overcome objections
Time
When taught as written, this lesson should take approximately 4-5 days to teach.
Preparation
TEKS Correlations:
This lesson, as published, correlates to the following TEKS. Any changes/alterations to the activities may result in the
elimination of any or all of the TEKS listed.
130.347 (c) Knowledge and Skills
(2) The student knows the nature of business and shows its contributions to society.
(A) comprehend the ramifications of business conduct;
(7) The student integrates listening, reading, speaking, writing, and nonverbal skills effectively.
(A) communicate effectively in a business setting.
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(B) develop effective business correspondence.
(C) use technology in receiving and sending business communication.
(D) apply written directions to achieve tasks.
(F) employ communication styles appropriate to target audience.
(G) handle telephone calls in a business like manner.
(H) make oral presentations.
(8) The student knows how to use self-development techniques and interpersonal skills to accomplish
marketing objectives.
(A) identify and practice effective interpersonal and team-building skills involving situations
with coworkers, managers and customers.
(B) develop short- and long-term personal goals
(C) identify and use time-management principles
(D) participate in leadership and career development activities
(9) The student applies information technology as n effective marketing tool.
(A) demonstrate word-processing skills
Interdisciplinary Correlations:
English-English III
• 111.32(b)(1)(E). Interpret and make decisions, predictions, and critical judgments from functional
relationships.
• 110.33(b)(12) Reading/Medial Library. Students use comprehension skills to analyze how words,
images, graphics and sounds work together in various forms to impact meaning. Students will continue
to apply earlier standards with greater depth in increasingly more complex texts.
• 110.33(b)(13) Writing/Writing Process. Students use elements of the writing process (planning,
drafting, revising, editing, and publishing) to compose text.
Math-Algebra I
• 111.32(b)(1)(E). Interpret and make decisions, predictions, and critical judgments from functional
relationships.
Occupational Correlation (O*Net - http://www.onetonline.org/)
Job title: Sales Managers
O*Net Number: 11-2022-00
Similar Job Titles: Sales Manager, Vice President of Sales, Director of Sales, District Sales Manager, Regional
Sales Manager, Sales Supervisor, General Manager, Sales and Marketing Vice President, Sales Representative,
Store Manager
Tasks:
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Resolve customer complaints regarding sales and service.
Oversee regional and local sales managers and their staffs.
Plan and direct staffing, training, and performance evaluations to develop and control sales and service
programs.
Determine price schedules and discount rates.
Review operational records and reports to project sales and determine profitability.
Monitor customer preferences to determine focus of sales efforts.
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Prepare budgets and approve budget expenditures.
Confer or consult with department heads to plan advertising services and to secure information on
equipment and customer specifications.
• Direct and coordinate activities involving sales of manufactured products, services, commodities, real
estate or other subjects of sale.
• Confer with potential customers regarding equipment needs and advise customers on types of
equipment to purchase.
Soft Skills: Active Listening, Reading Comprehension, Critical Thinking, Speaking, Coordinating, Active
Learning.
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Accommodations for Learning Differences
It is important that lessons accommodate the needs of every learner. These lessons may be modified to
accommodate your students with learning differences by referring to the files found on the Special
Populations page of this website.
Preparation
• Review and familiarize yourself with the terminology, website links, and digital presentations.
• Teacher will have assignments and website information ready to distribute to students.
Instructional Aids
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Textbook
Display for digital presentation, websites for assignments and class discussion
Instructor Computer/Projection Unit
Online Websites
Introduction
The main purposes of this lesson are to help students understand
• The steps of the sale.
• The proper way to present a product
• How to overcome objections
ASK: Ask students if they can think of situation when they wanted their parents to agree to something and
spent time planning how to present it to their parents and how to come up with answers to any objections
they think their parents might come up with?
SAY: Explain that in nut shell, that is what sales people do every day. They plan out what they are going to say
and try to think in advance of reasons that the customers won’t buy so they can be prepared to overcome
those objections.
ASK: Ask students what they think is the first thing that sales people need to do when trying to make a sale?
SAY: Explain that the very first step is finding customers. How you go about finding customers is different
depending on what you are selling and to whom you are selling. For instance if you are in business-toCopyright © Texas Education Agency, 2014. All rights reserved.
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business (B2B) or industrial sales you may find your prospects by going through trade journals or chamber of
commerce membership lists. If you are in retail you may find your customers by advertising.
ASK: Ask if they have ever been treated rudely by a sales person? How did that affect their opinion of the
store or product?
SAY: Explain that it is very important that customers be treated well or they will not purchase from the
business. The average person will tell 2-3 people if they had a good experience, but they will tell 10-20 or
even more with the advent of social networking, if they had a bad experience. This will make it more difficult
to sell your products.
ASK: Ask students if they can remember a time when they had an excellent experience buying something?
SAY: Explain that by using the steps of sale properly, sales people are increasing their chances of enhancing
the customers experience and the bottom line is more profits for the business.
Outline
MI
Outline
I. Sources of Product Information
A. Direct Experience
B. Printed Material
C. Other People
D. Formal Training
II. Steps of the Sale
A. Pre-Approach
1. Prospecting
B. The Approach
1. Service Approach
2. Greeting Approach
3. Merchandise Approach
C. Determining Needs
D. Presenting the Product
1. Demonstrating the product
2. Overcoming Objections
a. Need
b. Product
c. Source
d. Price
e. Time
E. Closing the Sale
1. Trial Close
2. Specialized Closes
a. Which Close
b. Direct Close
c. Service Close
Instructor Notes
Teacher will lead the discussion of
material, using multimedia
presentations for the steps of the
sale.
Assign the guided practice
individually, in pairs or small groups
at the teacher discretion.
Students will complete
independent activities, whether
individually or in pairs or groups at
the discretion of the teacher.
Teacher will move about the
classroom and will monitor the
students’ progress while students
assume the role of self-director.
Explain the importance of closing
sales to the sales manager.
Explaining the products features
and how those features will benefit
the customer are essential to
making a sale.
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Multiple Intelligence Guide
Existentialist
Interpersonal
Intrapersonal
Kinesthetic/
Bodily
Logical/
Mathematical
Musical/Rhythmic
Naturalist
Verbal/Linguistic
Visual/Spatial
Application
Guided Practice
Product Knowledge Research
Students should choose a product in which they are interested. They will use different sources of information
to learn all they can about their products. They will also research products that are competitors for their
products. They will create a document that gives a detailed description of the product, the features and
benefits of the product and the competitor’s product. They should list advantages and disadvantages of their
product compared to their competitors,
Independent Practice
Sales Presentations
Students will assume the role of a sales representative and make a presentation to a potential buyer or group
of buyers. Students are encouraged to dress professionally for their sales presentation.
Students have a choice of making a presentation on:
• a product or service sold to a retail customer; OR
• an industrial product or service
They may have one minute to make introductory remarks to inform the buyers of the active role they are to
play and set the stage for a typical situation. They will have a total of 7 minutes maximum to complete the
presentation. The sales presentation will be graded using the attached sales presentation rating sheet.
Summary
Review
Sales are an integral part of a business. Without someone to sell their products or services, businesses would
not be able to operate. Therefore it the role of the sales person is a vital one. The steps of the sale are
important to make sure that the customer is taken care of and that the sales person has the greatest chance
of closing the sale. But sales people can always continue to improve and learn from past experiences. It is an
ever evolving art that not all people are suited for, but those who are have outgoing, enthusiastic and helpful
personalities.
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Evaluation
Informal Assessment
Instructor should observe the work ethic of individuals involved in class discussions and the independent
practice activity
Formal Assessment
Students will be evaluated on their Product Knowledge Research paper and their Sales Presentations.
Students will also be assessed on their use of the word processing skills and the neatness, formatting,
grammar and spelling of the papers.
Enrichment
Extension
Famous Sales People Research
Students will use the internet to research three famous sales people. They will write about how those people
became famous for their sales skills, what they did to further the sales profession, what products they sold or
companies they build and the legacies they left. They students will then compare and contrast the three
people they researched and what lessons they can learn from these people. The paper must be typed using
standard MLA stylebook. Students will be graded on neatness, professionalism, grammar and spelling.
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Steps of the Sale
Marketing Dynamics
Marketing
Product Information Sheet
Directions:
You have been hired to sell a new product or service to the buyers (the class). You will have seven minutes to
complete the presentation. The first minute of the presentation should set the stage for the presentation and
inform the buyers of the role they are to play. You will create an information sheet to correspond with your
presentation. The Product Information Sheet is due when the Sales Presentation is given and must be typed or
written neatly.
The format should be as follows:
1. The name of the product or service
2. Use of the product or service
3. Description of the product or service
4. Ten (10) features and ten (10) benefits resulting from use of product or service.
5. Three (3) approaches a salesperson may use.
6. Five (5) common objections and the methods for overcoming—actual statements.
7. Three (3) methods for closing the sale—actual statements.
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Steps of the Sale
Marketing Dynamics
Marketing
Independent Practice
Sales Presentation Rubric
Name: _____________________________________
Appearance – 5 points
Category
Points
Opening Statement – 5 points
Visual Aids – 10 points
Voice – 15 points
Handling Objections – 15 points
Trial Closes – 10 points
Closes 20 points
Product Knowledge – 20 points
Total Points Earned
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