Professional Documents
Culture Documents
Department of Education
PUBLIC TECHNICAL -VOCATIONAL
HIGH SCHOOLS
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HOW TO USE THIS MODULE
Welcome to the Module “Performing and Selling of Products or
Services”. This module contains training materials and activities for
you to complete.
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COURSE : ENTREPRENEURSHIP IV
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WHAT WILL YOU LEARN?
At the end of this lesson you are expected to efficiently sell your
product or service.
Selling price
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LESSON 2
LET US STUDY
WORDS TO STUDY
Selling is the last step in the chain of commerce
where a buyer exchanges cash for a seller’s
goods or services.
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knowledge will help you gain customers who will be willing to pay for
your product or service. On the other hand, you should be much more
knowledgeable about their product or service, then the prospects. You
must also offer valuable information and in sight to the decision
making process of your client.
SELLING STRATEGIES
SUCCESS
Closing
Handling Objections
Presentation
o Stimulus response
o Formula selling
o Canned
o Needs satisfaction
Prospecting
o Referrals
o Qualifying
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1. Prospecting – You can get prospects from a number of sources.
oftentimes, referral from existing customers is the best way.
What you only need to do is ask. On the other hand, qualifying
prospects is an activity where you are trying to determine
whether you are likely to buy. The importance of this is based
on the premise that not all prospects meet the criteria to buy.
2. Sales Presentation – It is the time when you are presenting
your product or service to your customers with the objective to
stimulate further their interest. Oftentimes, this activity begins
with open - ended questions. It helps you discover what your
customers want and need. There are at least four types of
presentation. One is stimulus –response where you try to offer
the necessary information (stimulus) at the right time to make
your clients buy (response). Secondly, formula selling is more
thorough in providing your product information. The advantage
of this is that it reduces the risk of loosing important
information. Thirdly, canned presentation is presenting what
you have memorized or just doing it by reading. Finally, need
presentation involves asking questions and listening to
customers answers to identify their needs and desires.
ACTIVITY
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Let us now consider the following steps in selling. This activity
aims to show your capability in actual selling by sharing your views
on given situations.
1. If your sari – sari store is in the slum area what selling strategy
would you employ? Explain why?
_______________________________________________________________
_______________________________________________________________
_______________________________________________________________
______________________________________________________________.
2. In your proposed Business,
neighbors friends
1. __________________________
2. __________________________
3. __________________________
4. __________________________
5. __________________________
LET US REMEMBER
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Using the knowledge and insights you have learned from this lesson,
do an ACTUAL SELLING of your product or service this week–end
(Saturday/Sunday). Prepare a report on the actual selling done for
presentation and submission. Use the table below as part of your
report.
POST TEST
Referring to the given strategies in selling, which one would
you employ as best suited for your Business Plan? Why?
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
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RESOURCES:
REFERENCES:
Module 6
Perform Actual Selling of Products or Services
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KEY TO CORRECTION
PRE-TEST/POST-TEST
1. Personal Selling
2. Selling
3. Price
4. Selling terms
5. Cold Calling
6. Selling Techniques
ACKNOWLEDGMENT
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Copyright Department of Education 2009
Writer/Facilitator:
ACKNOWLEDGMENT
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Copyright Department of Education 2009
Writer/Facilitator:
ACKNOWLEDGMENT
Copyright Department of Education 2009
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This module was based on the Writeshop on the Development of
the Competency-Based Curriculum (CBC) for Entrepreneurship for
Technical Vocational High School conducted at Marikina Hotel
Marikina City, July 1to 5, 2009
Writer/Facilitator:
TABLE OF CONTENTS
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Module Title: Performing Actual Selling of Products Page
Or Services
Let Us Remember . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Let Us Apply What You Have Learned . . . . . . . . . . . . . . . . . . . . 8
Post Test
Resources . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 9
References . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 9
Key to Correction . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10
Acknowledgement . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 11
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