Detailed Lesson Plan in Entrepreneurship 10

I. Objectives
a. Content Standard: The learners demonstrate understanding of the steps and
selling strategies of actual selling of products or service.
b. Performance Standard: The learners shall be able to share personal encounter
of actual selling of products or services using the sales management strategies.
c. Learning Competencies / Objectives:
Given several activities the learners are expected to do the following with
80% proficiency:

 Identify the steps and selling strategies of actual selling of products

and services.
 Appreciate the importance of selling strategies.
 Apply the actual sales management strategies.
 Do the actual selling of products or services.

HELPFUL
II. Content
Performing Actual Selling of Products or Services

III. Learning Resources

a. References:
 Competency Based – Learning Material (Entrepreneurship) Module
No. 06, pages 3 – 9
 https://blog.close.com/sales-strategies
 https://www.youtube.com/watch?v=j3gjssPe-xQ
b. Materials
 Power point Presentation
 Video clip
 Tarpapel

IV. Procedures
A. Reviewing previous lesson/presenting the new lesson:

Teacher’s Activity Learner’s Response

Alright class, this is just a recap of what
we have discussed last meeting, anyone
from the class who can tell briefly what we
do last meeting?

Yes, John Dave. Sir we discuss about the business trial

run design.
Very good John Dave.
Then what is business trial run design
structure or BUTRUD? Yes, Rhoderick. Sir the structure of the BUTRUD starts
with the business name, business owner, the
location, our target goals, the timetable, price
flexibility, our markets or clients and lastly
the advertisement or promotion.
Very good Rhoderick.
 Is it important to have BUTRUD?
Any idea? Yes, Jirah?
Very well said Jirah.
Sir yes, it is very important to have first
a BUTRUD before we apply it on an actual.
BUTRUD serves as a guide or plan of the
business that we are going to start.

Alright class, eyes on the screen I

want you to observed the video and later on (the class will now watch the video)
answer my question. (the teacher will now
play the video of sales motivation)

B. Establishing a purpose of the lesson

Teacher’s Activity Learner’s Response

What can you say about the video?
Yes, Jomari. Sir the video is all about a race of the two
groups to reach the finish line.
Very good Jomari. Any other idea? Sir the video talks about the struggle of
Yes John Dave. a group in achieving its goal.

Do you think they used strategies to Sir what the other group do, they help its
reach their goals? Or what did the other other to make the work easier. They used
group do to reach first? Yes, Rachel? also a strategy that will not be a burden to
the group, unlike on the other group which is
the boss was on the cart instead of helping
its member to push it.

Very good Rachel, it is true that being

helpful is a good characteristic of a leader,
not only to the leader but to all within the
organization also.

Like in every company, the success

of its business lies within his/her people.
That is why all companies have their selling
strategies or steps in selling to boast their
sales.

Do you know those steps and No, sir.

strategies used in a business?

C. Presenting examples / instances of the new lesson / discussing new

concepts:

Teacher’s Activity Learner’s Response

Then that would be our discussion for
today. But before that let us familiarize first
the following business terms that we will be
using the entire lesson.
Please read the first term Joshua. Selling – is the last step in the chain of
commerce where a buyer exchanges cash
for a seller’s goods or services
 Next, yes Daniel. 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
Very good Joshua. How about the services sold on credit.
other one, Jeff Kent can you read please?
Price Value – is the market value, or
agreed exchange.
The fourth one, read Jester.
Selling techniques – is the process of
approaching prospective customers or
Thank you, Jester, and the last clients who were not expecting such an
one, please read Jerra Mae. interaction.

Class, to be a good seller, you must

be good in asking questions to determine the
customer’s needs and desire. This will help
you gain customers who will be willing to pay
for your products or services. To do this, we
must follow the following steps most
businesses do.

What is the first step Angielyn? Sir the first step is prospecting, it consists of
identifying potential customers, aka
prospects.

How do we do prospecting? Yes Nel
Mike?
Very good Nel Mike, How about
referral? Can we consider it as prospects?
Sir by using a telephone directory from their
we can get a possible prospect through its
information.

Shanica, your idea? Yes, sir, we can consider referral as a

prospect also since it is coming from our
existing clients.

Very good Shanica, the second Second step is the sales presentation, it is
steps is, read Christine. the time when you are presenting your
product or service to your customers with the
objective to stimulate further their interest.

Thank you, Shanica. Through this The four types of sales presentation are:
sales presentation it helps you discover what Stimulus response, formula selling, canned
your customers want and need. There are presentation and need presentation.
four types of sales presentation, please read
Margelyn.

The third steps is Handling question, Handling questions – wherein you need to
can you read Angel. be patient and demonstrate interest in you
clients’ need.
Yes, it is true, in this step, usually
your clients or prospects are objecting based
on cost, benefits or both. They also do it
because they do not see the necessity to
buy.

Then the next step, please read Jean. Closing – in this stage you will ask your
clients orders and secure their commitment
to purchase.

Nice Jean, this is the very important

part of the selling process, closing.
Oftentimes, you will be the one to initiate the
closing. Assurance is their already once you
close the deal with your clients.

Last step is building long-term Building long-term relationships – is said to

relationships, can you read Jirah. be the beginning of your long-term
relationship with the customer.

Thank you Jirah, class why it is said to Sir, it is said to be the beginning because
be the beginning? Anyone from the class, once we closed the deal then that is the time
yes Rachael Mae. also that we start in building our relationship
with them, with this we can get a repeat order
and referral also.
Very good Rachel. Upon knowing
these steps in selling we can now apply this
in our future endeavor especially if we start
our own business.

Now let us come with the selling

strategies wherein we can use this in our
sales presentation. There are four types of
selling strategies that we can used; first, can
you read Jenny Rose. Cold Calling – the process of approaching
prospective customers or clients who were
not expecting such an interaction.
Who can give an example of a cold
calling strategies given the definition that it is
the process of approaching prospective
customers who were not expecting such an
interaction? Volunteer? Yes John Dave? Sir an example of a cold calling is tele-
marketing wherein you will call a prospect
customer and ask important information
where you can use in sending your proposal.

How about door to door selling? Can In my opinion sir, yes, we can consider it
we consider it as cold calling? Joshua, your since in door to door selling what we do is go
stand? to a place where we can get prospect hoping
to get information for our prospective clients.

Very good Joshua, next strategy is Consultative Selling – emphasize

consultative strategy. Read, Honeylette. customer’s needs and meeting those needs
with solutions combining products or
services.
 What is your understanding when you
say consultative selling? Yes Rhoderick? Sir as far as I know consultative selling is that
we act as a consultant to our prospective
clients.
Very good Rhoderick, in what way we Sir example during our sales presentation I
can be a consultant? Can you give a will ask him questions that would create a
concrete scenario or example? need of my products thru this I can give
him/her solutions to his problems by using
our products.

Very Nice Rhoderick, you will create a

need for you to sale your product. You will
serve as the consultant.

The third one, please read Jorika. Direct Selling – face to face presentation,
demonstration and sale of product or
services, usually at the home or office of a
prospect by the independent direct seller.

Anyone who can give example of a Sir example of direct selling is the one that
direct selling? Yes John Dave. going to our home promoting their products.

Very good John Dave.

D. Developing Mastery

Teacher’s Activity Learner’s Response

Alright class, I will divide you into
five groups and its group will choose its
leader. I want you to fill up these bank
forms and the group who will finish it quickly
will be declared the winner. Few reminders
only class, every member should cooperate
with its leader, don’t be noisy and observe
sportsmanship. This activity will last only for
10 minutes. Is that clear class? Yes sir.

(the teacher will post the business (the learners will now perform
transactions of ABC company.) the task.)

E. Finding practical application of concepts and skills in daily living.

Teacher’s Activity Learner’s Response

Class is it important to open an
account at the bank? Then why? Yes, John
Dave.
Yes sir, it is very important or helpful
specially if we have a business. Aside from
the interest that the bank offers to its
depositor, it is also convenient in every
business transaction when we use a check.

Very good John Dave.

F. Making generalization and abstractions about the lesson.

Teacher’s Activity Learner’s Response

 Alright class, what are the two
types of accounts and its difference? Yes
Jomari.
Very good John Dave. How about
the bank forms? The deposit and withdrawal
slip? Any volunteer? Yes chona.
Very good Chona.
Sir, the two types of accounts are
savings account and current account. The
difference of the two is that current accounts
have an added feature, the used of bank
checks.
Sir deposit slip are bank forms for
deposit transaction and withdrawal slips are
bank forms also for withdrawal transactions.

G. Application

Teacher’s Activity Learner’s Response

Now class, we’re going to have a
game which we call “Do This!”
I have here a dice, you are going
to throw it away then what ever will appear
on the top of the dice then that is what you
are going to do.
Is it clear? Yes sir.

Then let us start.

H. Evaluating Learning

Teacher’s Activity Learner’s Response

Alright class, please get ½ sheet of
paper lengthwise and answer the following
question.
I. Explain briefly the following question.

1. What is passbook?
2. What is ATM Card? Yes sir.
3. Differentiate savings account from
current account?

II. Filled-up withdrawal slip and deposit slip

in the given transaction.

1. Lifestyle Variety shoppe made two

deposits last February 19, 2019 in its
BDO current account with account
number 612543151879. A cash
deposits amounting to 10,000.00
composed of 10 pieces of 1,000.00
pesos bill, then a check deposit
amounting to 125,000.00 composed
of two check issued by BDO and
Chinabank.
2. Lifestyle Variety Shoppe withdraw
from its savings account
(SA#000213455513) at BDO.
 J. Assignment

Teacher’s Activity Learner’s Response

Alright class, for your assignment
bring an example of a bank check. Print it in
a A4 size of bond paper. Is that clear class? Yes sir.

That’s all for today class, please

stand up, pick up the pieces of papers under
your chair. See you next meeting.

Goodbye class. Goodbye sir.