MKT 005: Professional Salesmanship

Module #14 Student Activity Sheet

Lesson Title: Sales Management Methods Material: SAS

Learning Target: Reference:

At the end of the module, students will be able to: Jobber, D. & Lancaster, G. (2019). Selling
1. Examine the different types of sales methods and Sales management.

Productivity Tip: “Be curious, not judgmental.” - Walt Whitman

A. LESSON PREVIEW/REVIEW

Introduction

Good day! Let us continue our learnings. In this module, we will learn about Sales Methods.

Just a reminder, please read the learning target before you proceed to the succeeding activities. The
learning target is your goal. Remember, you need to achieve your learning target at the end of the lesson.

B. MAIN LESSON

Content and Skill-Building

Topic # 1 The Sales Method

Sales method is one of the sales techniques used by salespeople in order to increase sales revenue
most specially in terms of realizing expense over sales revenue. Sales people should find ways on how to
communicate with customers most especially nowadays customers are more educated and have many options
available for them.

There are many sales methods in order to close deals faster and sell more effectively, though incredibly
you do not necessarily need to choose, you can experiment with some of them or even apply multiple
methodologies to different parts of your sales process.

Sales methods are different ways on how to sell or offer the products or services. Some sales methods
are the following:

 Direct Sales Method- it is the sale of products or services involving person contact or face to face
selling. The potential buyers prefer to buy the products to a direct sales person contact. The buyers
directly approach the salesperson or vice versa.

 Pro Forma Sales- the term pro forma is a Latin word which means “as a matter of form” or: for the
sake of form”. The salespersons can use documents which contain details of the products or services
being offered to satisfy the minimum requirements of the potential buyers.

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 MKT 005: Professional Salesmanship
Module #14 Student Activity Sheet

 Agent-based Sales- the business organization hires an agent on a contract basis that will serve as
negotiator of the products or services in exchange of fixed commission or fee. Normally the sales’ agent
commission is computed based on the generated sales.

 Door-to-Door- the salesperson walks from the door of one house to another house. In this kind of
sales method the salesperson should be versatile and capable of quickly creating relationships with the
customers.

 Hawking- the salesperson sells the goods that can easily be transported. Typically the hawker sells the
goods along the busy street by shouting in loud voice and chit chatting with the passers to develop
rapport and convince the passers to buy the goods.

 Business-to-Business – it refers to a situation where one business makes a transaction with another.

 Electronic Sales – trading of goods or services through the internet or online selling.

 Request for proposal- it is a type of bidding procedure by a company who is interested in procurement
of goods or services from potential suppliers to submit business proposals.

Check for Understanding

Try to finish the exercise before going through the Answer Key at the last page. This will help in
checking if you have understood the lessons in this module before going to the next module.

Exercise 1. Choose your answers from the options below. Write your answers on the provided spaces.

Direct Sales Method Hawking Pro Forma Sales

Business-to-Business Request for proposal Electronic Sales

_________1.Typically the hawker sells the goods along the busy street by shouting in a loud voice
and chit chatting with the passers to develop rapport and convince the passers to buy
the goods.

_________2. It is a type of bidding procedure by a company who is interested in procurement of

goods or services from potential supplier to submit business proposals

_________3. The term pro forma is a Latin word which means “as a matter of form”

_________4. Refers to a situation where one business makes a transaction with another.

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 MKT 005: Professional Salesmanship
Module #14 Student Activity Sheet

_________5. It is the sale of products or services involving person contact or face to face selling.

Exercise 2. True or False

________1. Sales method is one of the sales technique uses by salespeople in order to increase sales
revenue most specially in terms of realizing expense over sales revenue

________2. The term pro forma is a Latin word which means “as a matter of cycle”

________3. Electronic Sales is trading of goods or services through the internet or online selling

________4. A sale cycle can be applied to almost any sales process

________5. Sales methods are different ways on how to sell or offer the products or services

C. LESSON WRAP-UP

Frequently Asked Questions

1. What are the different modes of Online Selling?

✔ Online shopping website

Participating in online marketplace which process third-party business to consumer or consumer to

consumer sales

✔ Business to business buying and selling

✔ Social media
✔ Email
✔ Engaging in prevailing market for launching new products or services

2. What are the possible concrete tips to put the challenger Sale method into action?

Create a plan for each conversation with a desired end goal and notes on how to get there.
Make sure there is always a two-way exchange of information and value. A transaction should be
mutually beneficial to each party. If not, walk away.

Thinking about Learning

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 MKT 005: Professional Salesmanship
Module #14 Student Activity Sheet

Congratulations for finishing this module! Shade the number of the module that you finished.

Did you have challenges learning the concepts in this module? If none, which parts of the module helped you
learn the concepts?
_______________________________________________________________________________________
________________________________________________________________________________________

Some question/s I want to ask my teacher about this module is/are:

________________________________________________________________________________________
________________________________________________________________________________________

Answer Key

Exercise 1:

1. Hawking
2. Request for proposal
3. Pro Forma Sales
4. Business-to-Business
5. Direct Sales Method

Exercise 2:

1. True

2. False (the term pro forma is a Latin word which means “as a matter of form”)

3. True

4. False (A sale method can be applied to almost any sales process)

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