SS2 Second Term Salesmanship Lesson Note and Scheme of Work
SS2 Second Term Salesmanship Lesson Note and Scheme of Work
Salesmanship Lesson Note and Scheme of Work – SS2 First and Second Terms
First Term:
Week 1: Introduction to Salesmanship
Overview of Salesmanship
Importance in Business
Basic Principles
Activities:
Group discussions on the relevance of salesmanship
Role-play scenarios to demonstrate basic principles
Week 2: Understanding Customer Behavior
Studying customer needs
Psychological aspects of buying
Building customer relationships
Activities:
Market research project
Analyzing case studies on successful customer relationships
Week 3: Communication Skills in Sales
Effective communication techniques
Verbal and non-verbal communication
Handling objections
Activities:
Role-playing exercises for communication practice
Creating persuasive sales pitches
Week 4: Product Knowledge and Presentation
In-depth product knowledge
Presentation skills
Product demonstration techniques
Activities:
Research and presentation on assigned products
Practical demonstration sessions
Week 5: Sales Strategies and Planning
Developing sales strategies
Setting sales targets
Creating a sales plan
Activities:
Group projects on designing sales strategies
Setting individual and group sales targets
Week 6: Ethical Considerations in Sales
Understanding ethical issues in sales
Building trust with customers
Handling ethical dilemmas
Activities:
Ethical case studies discussion
Debates on ethical scenarios in sales
Week 7: Sales Negotiation Skills
Principles of negotiation
Bargaining techniques
Closing sales effectively
Activities:
Simulation exercises for negotiation skills
Role-playing sales negotiation scenarios
Week 8: Technology in Sales
Utilizing technology for sales
Online sales platforms
Social media marketing
Activities:
Creating and managing online sales profiles
Analyzing successful online sales campaigns
Week 9: Sales Team Management
Building and leading a sales team
Motivating sales personnel
Team collaboration
Activities:
Group projects on sales team management
Team-building activities
Week 10: Sales Metrics and Analysis
Key performance indicators (KPIs) in sales
Analyzing sales data
Improving performance based on metrics
Activities:
Analyzing real-world sales data
Creating improvement plans based on metrics
Week 11: Revision Week
Reviewing key concepts
Clarifying doubts
Practice tests and quizzes
Week 12: Examination Week
Conducting written and practical exams
Evaluation of student understanding
Week 13: School Dismissal Week
Reviewing overall performance
Providing feedback
Preparing students for the next term
Second Term:
Week 1: Advanced Sales Techniques
Upselling and cross-selling strategies
Advanced negotiation tactics
Overcoming sales objections
Activities:
Role-playing advanced sales scenarios
Case studies on successful upselling and cross-selling
Week 2: Global Sales and International Business
Understanding international markets
Cross-cultural communication in sales
Legal aspects of global sales
Activities:
Research projects on international markets
Simulations of cross-cultural sales negotiations
Week 3: Sales Forecasting and Planning
Forecasting sales trends
Budgeting for sales campaigns
Creating long-term sales plans
Activities:
Analyzing historical sales data for forecasting
Developing sales budgets for hypothetical scenarios
Week 4: Customer Relationship Management (CRM)
Implementing CRM systems
Utilizing data for customer retention
Personalizing customer experiences
Activities:
Practical exercises on CRM software
Creating personalized customer engagement plans
Week 5: E-commerce and Online Sales
Strategies for successful e-commerce
Managing an online sales platform
Integrating e-commerce with traditional sales
Activities:
Creating and managing an online store
Analyzing successful e-commerce strategies
Week 6: Sales Analytics and Big Data
Utilizing big data for sales insights
Data-driven decision-making
Improving sales efficiency with analytics
Activities:
Analyzing real-world sales data using analytics tools
Developing strategies based on data insights
Week 7: Personal Branding for Sales Professionals
Building a personal brand in sales
Social media presence for sales professionals
Networking and building industry connections
Activities:
Developing personal branding portfolios
Creating and managing professional social media profiles
Week 8: Sales Psychology and Persuasion
Understanding the psychology of persuasion
Influencing buyer behavior
Creating persuasive sales presentations
Activities:
Analyzing psychological principles in sales
Creating and presenting persuasive sales pitches
Week 9: Crisis Management in Sales
Handling customer complaints and crises
Maintaining professionalism under pressure
Turning negative situations into opportunities
Activities:
Role-playing crisis management scenarios
Developing crisis response plans
Week 10: Sales and Corporate Social Responsibility (CSR)
Integrating CSR into sales strategies
Building a socially responsible sales culture
Positive impact and reputation management
Activities:
Case studies on successful CSR initiatives in sales
Group projects on integrating CSR into sales plans
Week 11: Revision Week
Reviewing key concepts from the second term
Clarifying doubts
Practice tests and quizzes
Week 12: Examination Week
Conducting written and practical exams for the second term
Evaluation of student understanding
Week 13: School Dismissal Week
Reviewing overall performance for the second term
Providing feedback
Preparing students for the next academic session.