How to Sell
0425 Marketing Applications
TOPIC OR UNIT OF STUDY
Channel Management & Selling
CONTENT STANDARD(S) AND OBJECTIVE(S)
 Coordinate channel management with other marketing activities (Discuss & Activity 2)
 Explain the nature of channel-member relationships (Activity 2)
 Discuss motivational theories that impact buying behavior (Activity 2)
 Prospect for customers (Activity 2)
 Qualify customers/clients (Activity 2)
 Conduct pre-visit research (e.g., customer’s markets/products, customer’s competitors, and
competitors’ offerings) (Activity 2)
 Book appointments with prospective clients (Activity 2)
 Prepare sales presentation (Activity 2)
 Use a presentation software package to support sales presentation (Activity 2)
 Address needs of individual personalities (Activity 2)
 Determine customer’s buying motives for use in selling (Activity 2)
 Facilitate customer/client buying decisions (Activity 2)
INTRODUCTION
Building knowledge of subjects helps when it is personalized, so today we are going to research a sales
career. Following this research a guest speaker who works in the field will relate their duties to the class
to help your understanding. Think of your researched career to help you understand as you reflect on
this activity.
ESSENTIAL QUESTION
How do sales people prepare for client appointments, determine who to target, and help motivate
clients to buy their products? What tools and research are needed for this?
INTEGRATION OF ACADEMICS, TECHNOLOGY, ENTREPRENEURSHIP
To complete this project, students will use basic terms and concepts, to complete the following
academic, technology, and entrepreneurship activities:
1. Academic activities – critical thinking and writing skills;
2. Technology activities –use of MOS Word and PowerPoint;
3. Entrepreneurship activities – learn skills from a sales rep that you would apply to your own sales
company, and then create your own sales presentation.
STUDENT INVOLVEMENT IN PLANNING PROCESS
Students will research their own sales position & show owner qualities as they reflect on speech and
research.
TASK(S)
Discover and write career details with internet search in Activity 1
90 min
Discuss textbook terms as a group in the introduction of Activity 2
30 min
Outline key points from guest speaker in Activity 2
60 min
Combine information from research and speaker in a reflective paper in Activity 3
90 min
RESOURCES
Websites:
http://www.strategiccompass.com/index.jsf
http://westvirginia.strategiccompass.com/
TECHNOLOGY USE
Computers, Websites listed above, and Microsoft Word software.
EVALUATION
#1 – Activity 1 - Discover and write career details with internet search
22 pts
#2 – Activity 2 - Discuss textbook terms & Outline key points from guest speaker
n/a
#3 – Activity 3 - Combine information from research and speaker in a reflective paper in 30 pts
Total points for these activities
52 pts
Authentic assessments will be evaluated with the rubrics that are located on each activity.
TIMELINE
Block scheduling-3 days, periods-6 days. This includes time for lecture, textbook readings, and
discussions. Depending on student’s ability, extended time may be needed on some projects.
Day 1 Discover and write career details with internet search in Activity 1
90 min
Day 2 Discuss textbook terms as a group in the introduction of Activity 2
30 min
Outline key points from guest speaker in Activity 2
60 min
Day 3 Combine information from research & speaker in a reflective paper in Activity 3 90 min
CONCLUSION
At the conclusion of this activity students will have built knowledge of sales activities from an
entrepreneurs standpoint. They will have researched careers then connected them through a reflective
activity.
Career Research
Use one of the following websites to choose three sales jobs and complete the following table:
http://www.strategiccompass.com/index.jsf
http://westvirginia.strategiccompass.com/
Job
Summary
Pay
Education
Job Outlook
Environment
After you have completed the table choose one of those occupations to further examine. Write a one
page report on that occupation.
Points
5
5
5
2
2
2
2
Content
Points Earned
Introduce position by explaining the job duties.
Explain how to become one
What are some similar jobs and describe the work environment
What are some marketing channels you would use in this position
How would you get your customer base?
How would you be able to address the needs of your clients?
Why would clients purchase your product?
Total Points _____ of 22 pts
Guest Speaker
Pre-visit activity: Review the textbook concerning selling and channel management, have class
discussion. (1, 2)
Take notes of the discussion here:
This is the question list that the Drug rep will address. Use this sheet for notes during the guest
speakers presentation. (CSS #s addressed are marked)
 Who are your customers? (4)

How do you choose what doctors to visit? (5)

How do you book the appointments and find clients? (6, 7)

What types of things do you do before you visit doctors? (6)

What are some things you do to motivate doctors to prescribe your drug? (3)

Show us your sales presentation. (8, 9)

How do you know a particular doctor will prescribe your drug? (10, 11, 12)
Reflection
Using the notes from the guest speaker and your career research, write a two-three page reflection
paper. Use section headings for each CSS topic covered. Review the following rubric for details needed
in the reflection.
Topic
CSS’s
covered
5 points
4 points
All 12 CSS’s labeled
and covered
All 12 CSS’s
covered but some
grouped together
All CSS’s good show
content knowledge
& evidence of
understanding.
Details from the
guest speaker or
discussion are
used.
Content
detail
All 12 CSS’s show
content knowledge
& evidence of
understanding.
Good details from
the guest speaker
and discussion are
used.
Spelling
and
Grammar
Spelling and word
usage is correct
throughout paper.
Good sentence and
paragraph
structure used.
Thoughts flow well
throughout.
Paper
format
1” Margins.
12 pt Arial (max
font).
Single spaced with
12 pt spacing after
paragraphs.
Name & date in top
margin with page #.
Bold left align
headings for each
CSS.
Connection to the
researched career
is used in at least 5
of the CSS points.
Printed &
submitted on or
prior to the due
date.
Connection
to career
Timely
submission
Total Points
Spelling and word
usage is mostly
correct throughout
paper. (max 2
errors)
Good sentence and
paragraph
structure used.
Flows well.
One of the 5 paper
formats is
incorrect.
Connection to the
researched career
is used in at least 4
of the CSS points.
Submitted
electronically on
due date, but print
copy is 1 day late.
3 points
2 points
1 point
11 of 12 CSS’s
covered
10 CSS’s covered
9 CSS’s covered
All CSS’s show
some content
knowledge &
evidence of
understanding.
Some details from
the guest speaker
or discussion are
used.
Spelling and word
usage is mostly
correct paper. (max
4 errors)
Sentence and
paragraph
structure used.
Flows well through
most.
Two of the 5 paper
formats is incorrect
11 of 12 CSS’s show
content knowledge
& some
understanding.
Some details from
the guest speaker
or discussion are
used.
10 of 12 CSS’s show
content knowledge
& some
understanding.
Some details from
the guest speaker
or discussion are
used.
Spelling and word
usage errors. (5-8
errors)
Sentence and
paragraph
structure
somewhat used.
Fragmented
thoughts.
Three of the 5
paper formats is
incorrect.
Spelling and word
usage errors (more
than 9).
Poor sentence
/paragraph
structure used.
Fragmented
thoughts.
Connection to the
researched career
is used in at least 3
of the CSS points.
Printed &
submitted 1 day
after the due the
due date.
Connection to the
researched career
is used in at least 2
of the CSS points.
Submitted
electronically 1 day
late, but print copy
is 2 days late.
Connection to the
researched career
is used in at least 1
of the CSS points.
Printed &
submitted 2 days
after the due date.
Four of the 5 paper
formats is
incorrect.
____ of 30