Republic of the Philippines

Department of Education
PUBLIC TECHNICAL -VOCATIONAL
HIGH SCHOOLS

Unit of Competency : Perform Actual Selling of Products or

Services
Module Title : Performing Actual Selling of Products or
Module No. 6 Services

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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.

The unit of competency “Perform Managerial Functions”

contains the knowledge, skills and attitudes required for the course
Entrepreneurship.

You are required to go through a series of learning activities in

order to complete each of the learning outcomes of the module. Follow
these activities on your own and answer the Self-Check at the end of
each learning activity.
If you have questions, don’t hesitate to ask your teacher for
assistance.

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COURSE : ENTREPRENEURSHIP IV

UNIT OF COMPETENCY : Perform Actual Selling of

Products or Services

MODULE TITLE : Performing and Selling of

Products or Services

MODULE DESCRIPTION : This lesson deals with the actual

selling of products or services.

SUGGESTED DURATION : 10 Hours

SUMMARY OF LEARNING OUTCOME

Upon completion of the module the students should be able to:

LO1 Perform actual selling of products or services.

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 WHAT WILL YOU LEARN?

At the end of this lesson you are expected to efficiently sell your
product or service.

WHAT DO YOU ALREADY KNOW?

PRE TEST
Let us find out how much have you already know about
actual selling of products or services. Complete the
statements below honestly. Write the words on the blank provided to
complete the statement. Choose the answer from inside the box.

Selling price

Personal selling selling terms

Selling techniques cold calling

____________________ 1. A seller’s attempt to persuade a buyer to make

a purchase.
____________________ 2. Last step in the chain of commerce where a
buyer exchanges cash for seller’s goods or
service.
____________________ 3. Market value or agreed exchange value that
will purchase a definite quantity weight or
other measure of goods or service.
_____________________4. Length of time a seller allows a buyer to pay
for the goods or services sold on credit.
____________________ 5. The process of approaching prospective
customers or clients who were not expecting
such an interaction

LESSON 2

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 ACTUAL SELLING OF PRODUCT OR SERVICE

WHAT IS THIS LESSON ABOUT?

This lesson deals with the actual selling and application

of sales management strategies to your business.

WHAT WILL YOU LEARN?

At the end of this lesson you should be able to:

1. Do the actual selling of your enterprise be it a product or a

service.
2. Apply sales management strategies.

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.

Personal Selling is a seller’s attempt to persuade a buyer to

make a purchase.

Selling Terms is the length of time a seller allows a buyer to

pay for the goods or services sold on credit.

Price is the market value, or agreed exchange

value
that will purchase a definite quantity, weight
or other measure of goods or services.

Selling Techniques is the process of approaching prospective

customers or clients who were not expecting
such an interaction.

Most successful entrepreneurs believe that there are ideal

techniques in actual selling. However, based on the experiences of
successful entrepreneurs our module offers some selling strategies
which might be useful for your enterprise. A good seller is good in
asking questions to determine the customer’s needs and desires. This
knowledge will help you gain customers who will be willing to pay for

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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

1. Cold Calling - the process of approaching prospective

customers or clients who were not expecting such an
interaction.

2. Consultative Selling – emphasize customers’ needs and

meeting those needs with solutions combining products or
services.

3. Direct Selling – face to face presentation, demonstration and

sale of products or services, usually at the home or office of a
prospect by the independent direct seller.

4. Persuasive Selling – It calls for the ability of the seller to

persuade his buyer according to the compelling reasons why
the buyers need to buy your enterprise.

To gain success in selling, the following steps may be followed

SUCCESS

Build Long – Term Relationship

Closing

Handling Objections

Presentation
o Stimulus response
o Formula selling
o Canned
o Needs satisfaction

Prospecting
o Referrals
o Qualifying

Steps You May Follow in Selling

SELLING

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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.

3. Handling questions – Usually, prospects are objecting based on

costs, benefits or both. They also do it because they do not see
the necessity to buy. Others do the objection because they want
the deal to be more beneficial for them. In this step you need to
be patient and demonstrate interest in you clients’ need.

4. Closing – This is one of the important steps because in this

stage you will ask your clients orders and secure their
commitment to purchase. Oftentimes, you will be the one to
initiate the closing.

5. Build Long –Term Relationships – Let it not be said that the

closing is not the end of selling but the beginning of your long
-term relations with the customers. It involves follow - up sales
to see to it that they are satisfied with your enterprise. William
A. O’Connell came up with a conclusion in his research that
conducting the follow – ups is necessary to obtain repeat sales
from existing customers. It also costs about half the amount
needed to close a sale with a new customer.

ACTIVITY 1

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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. Copy the questions and answer in one whole
sheet of paper.

1. If your sari – sari store is in the slum area what selling strategy
would you employ? Explain why?
_______________________________________________________________
_______________________________________________________________
_______________________________________________________________
______________________________________________________________.
2. In your proposed Business,

a. List down at least five possible prospects where number one

is your major prospect and number five is your least prospect.
You may choose from the box below or you may write your own.

relatives church mates schoolmates

neighbors friends

1. __________________________
2. __________________________
3. __________________________
4. __________________________
5. _________________________

LET US REMEMBER

Selling is believed to be an art of persuasion. There are

suggested steps where you can go through to sell your product or
service successfully.

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LET US APPLY WHAT YOU HAVE LEARNED
ACTIVITY 2
Below is a Reflection Chart which will determine whether you
will continue or not as an entrepreneur. Rank yourself accordingly
from scale of 1 to 5 where 1 has a value of 2 points, 2=4, 3=6, 4=8 and
5=10 points. If you get a total of 6 and above, then, you are a
promising entrepreneur. Copy and answer in one whole sheet of
paper.

Finally, state your reasons why you want to continue as an

entrepreneur or not. You may share your experience.

REFLECTION CHART OF THE WOULD-BE ENTREPRENEUR

1 2 3 4 5
1. I am a risk taker.
2. I can easily decide for others.
3. I easily get mad at problems.
4. I feel irritated if I failed to meet
my expectations.
5. I am glad to meet people.
( ) I want to continue to become a successful entrepreneur because
____________________________________________________________________.

( ) I do not want to continue as an entrepreneur because

____________________________________________________________________.

HOW MUCH HAVE YOU LEARNED?

POST TEST
Referring to the given strategies in selling, which one would
you employ as best suited for your Business Plan? Why?
_____________________________________________________________________
_____________________________________________________________________
_____________________________________________________________________