Author:
MBA Research and Curriculum Center
Subject:
Career and Technical Education, Business and Information Technology, Marketing, Management and Entrepreneurship
Material Type:
Lesson Plan
Level:
High School
Tags:
  • Lesson
  • Marketing
  • Personal Selling
  • Reading
  • Sales
  • Sales Process
  • Selling
  • License:
    Creative Commons Attribution Non-Commercial
    Language:
    English

    Education Standards

    The Selling Process - Lesson and Activity

    Overview

    This briefing introduces students to the concept of the selling process and its phases. It walks through the steps in the selling process. First, use the briefing (found in Task 1) to teach students about this concept. Then, each student should observe a sales presentation in which the salesperson used a selling process. Given a list of the components of the selling process, students should identify what was said or took place during the presentation that constituted each phase of the selling process and discuss the responses with the class. This lesson is a part of the Marketing Principles Course Guide. To download it, visit mbastatesconnection.mbaresearch.org and select "Course Guides" under "Curriculum and Instruction."

    Discuss the selling process.

    Using the attached briefing, lead the class in a lesson about the selling process.

    Learn about the selling process.

    Observe a sales presentation.

    Each student should observe a sales presentation in which the salesperson used a selling process. You can have students shadow a salesperson, or you can find an example video online. Given a list of the components of the selling process, students should identify what was said or took place during the presentation that constituted each phase of the selling process.

    Observe a sales presentation in which the salesperson used a selling process. Identify what was said or took place during the presentation that constituted each phase of the selling process.

    Discuss responses as a class.

    Lead the class in a discussion of their observations of the selling process.

    Discuss your responses and observations with the class.