Preparing for Sales Presentation

Lesson Content

• Lesson Plan Template:

  CTE Lesson Plan

• CTE Course Info and Benchmark Notes

  
  

  Course: 8812110: Principles of Entrepreneurship

  Focus CTE Benchmarks:

  • CTE-MKT.912.8812110.8.4 - Identify the steps of a sale.
  • CTE-MKT.912.8812110.8.1 - Identify ways to satisfy consumer needs.
  • CTE-MKT.912.8812110.8.3 - Discuss the principles of selling.

• Unit Outline

  
  

  This lesson is designed to be used with the case study, “Propoerly Preparing for a Sales Presentation.” See CPALMS resource ID#218842.

• Career Connection

  
  

  Students will build industry content knowledge by learning about selling. They’ll learn the steps of a sale, how to identify, address, and satisfy customer wants and needs, and the principles of selling. The case study is based on a B2B sales situation, so students will learn more about business-to-business sales.

  Students will develop durable skills of verbal communication by conveying information, thoughts, or ideas to others in their group.

• Learning Objectives

  
  

  Students will be able to:

  • Identify the steps of a sale.
  • Identify ways to satisfy consumer needs from the case study scenario.
  • Discuss the principles of selling.
  • Role-play a sales presentation.

• Prior Knowledge

  
  

  Students should be familiar with/able to:

  • Interact and collaborate with their classmates in pairs or small groups.
  • The steps of a sale.

• Guiding Questions

  
  
  • How do salespeople satsify consumer needs?
  • Why is it important for salespeople to identify and satisfy consumer needs?
  • Industry Quote: “You will get all you want in life, if you help enough other people get what they want.” – Zig Ziglar

• Procedure

  
  
  1. Introduction:
     • Respond to industry quote through partner talk.
     • “You will get all you want in life, if you help enough other people get what they want.” – Zig Ziglar. Teacher can have students discuss how this quote emphasizes the importance of helping others.
     • Students can discuss in small groups or with a partner what this quote means to them, and use it to tie in identifying ways to satisfy consumer needs/wants.

  2. Case Study:

  • • Have students read the case study, “Propoerly Preparing for a Sales Presentation” (see CPALMS resource ID#218842) in pairs or silently.

  3. Discussion:

  • • After students have read the case study Preparing for Sales Presentation, have students pair up or work in small groups to discuss each of these questions. Once students have discussed in pairs or small groups, have whole class discussion about the following questions:

      • What did you notice about the needs of the different veterinarian offices?

      • How should Tim prepare for his upcoming sales presentation?

      • How is B2B sales different than B2C sales?
      • Which steps of a sale has Time already completed?

  4. Integrated activity: Students can participate in a discussion using guiding questions and role-play as individuals in case study.

  1. • Students should discuss in small groups (of 2-4 students) how they would prepare for the sales presentation if they were in Tim’s shoes. They should also discuss how to satisfy consumers’ needs.

     • Students can role-play the sales presentation, with one student acting as Tim as the salesperson and one student acting as the office manager as the customer. To make it a safe environment for student learning, have students work one-on-one for the role-play and have all students involved in role-playing, rather than having an audience.
     • Use the Sales Role-Play attachment to help students prepare for the role-play by listing customer needs and how Tim can accomodate those needs and reflect on the role-play by listing what worked well and what didn't work well. Teachers should collect these for student assessment.
     • Teacher should walk around the classroom and monitor student role-plays.
  2. Closure and Future of Work:

     • Provide students with Sales Exit Ticket attachment.

     • Students will define the 3 principles of selling, explain how they applied to this case and activity. It also includes a future of work reflection, and reflect on their furutre work in sales, and how they can apply sales skills to other careers.

• Teacher Notes

  
  
  • Reflection assignment can be used as an assessment or home learning assignment.