Monday-

Topics:  Selling process

Activities:  Students to take notes over the selling process and participate in class discussions.  Assignment:  Students to imagine they are trying to sell season tickets to their local ballpark. After they present the product to their prospects, a middle-aged married couple, they tell you they are very interested but are concerned they might be out of town on some of the weekends when there are home games, and they don’t want their tickets to go to waste. What solutions could you offer to overcome their objections? Discuss answers with class.

Tuesday-

Topics:  Selling process

Activities:  Students to take notes over the selling process and participate in class discussions.  Assignment:  Students to answer the following on notebook paper.  Be prepared to share answers with class.

• What is the difference between a prospect and a customer?
• Consider the last major purchase you made. Did the salesperson use the seven steps? In what ways could he or she have done a better job? What eventually sold you on the product?
• Think of a personal interaction in which you sold someone on an idea (e.g., a vacation, a choice of movies, or a date). Explain how the seven steps applied to this particular situation.

Wednesday-Friday

Topics:  Selling methods

Activities:  Students to take notes over selling methods and participate in class discussions.  Assignments to follow.