Republic of the Philippines

Department of Education
CARAGA REGION XIII
SCHOOLS DIVISION OF SURIGAO DEL NORTE
GIGAQUIT DISTRICT
Gigaquit National School of Home Industries
Entrepreneurship 10

Name: ___________________________________ Date: ____________________________________

Yr. and Section: ___________________________ Score: ___________________________________

LEARNING ACTIVITY SHEET # 1

Quarter 4

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.

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 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.
Steps You May Follow in Selling
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 losing 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.

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.

Republic of the Philippines

 Department of Education
CARAGA REGION XIII
SCHOOLS DIVISION OF SURIGAO DEL NORTE
GIGAQUIT DISTRICT
Gigaquit National School of Home Industries
Entrepreneurship 10

Name: ___________________________________ Date: ____________________________________

Yr. and Section: ___________________________ Score: ___________________________________

Quiz # 1
Quarter 4

Directions: 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,

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.

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

b. Considering your list of prospects, explain why each one is in their respective rank?
____________________________________________________________________________________________
____________________________________________________________________________________________
____________________________________________________________________________________________
____________________________________________________________________________________________
____________________________________________________________________________________________
____________________________________________________________________________________________

Parent’s Signature:

_________________________
 Republic of the Philippines
Department of Education
CARAGA REGION XIII
SCHOOLS DIVISION OF SURIGAO DEL NORTE
GIGAQUIT DISTRICT
Gigaquit National School of Home Industries
Entrepreneurship 10

Name: ___________________________________ Date: ____________________________________

Yr. and Section: ___________________________ Score: ___________________________________

Performance Task # 1
Quarter 4

Directions: Using the knowledge and insights you have learned from this lesson, do an ACTUAL
SELLING of 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.

Your No. of Prospects No. of Prospects Who No. of Products Sold/

Product/Service Approached No. of Purchased Your Service Secure
Products/Services

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.

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

_______________________________________________________________________________________________

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

Parent’s Signature:

_________________________