Unit of Competency : Perform Actual Selling of Products or
Services
Module No. 6
Module Title : Performing Actual Selling of Products or Services
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Republic of the PhilippinesDepartment of Education
PUBLIC TECHNICAL -VOCATIONALHIGH SCHOOLS
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 ofProducts or Services
MODULE TITLE : Performing and Selling of Products or Services
MODULE DESCRIPTION : This lesson deals with the actualselling 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.
____________________ 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.
___________________ 6. Body of methods used in the profession of sales.
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Selling price
Personal selling selling terms
Selling techniques cold calling
LESSON 2
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
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
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WORDS TO STUDYSelling 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 prospectivecustomers or clients who were not
expecting
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.
To gain success in selling, the following steps may be followed
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SELLING
SUCCESS
Closing
Handling Objections
Build Long – Term Relationship
Presentation o Stimulus responseo Formula sellingo Cannedo Needs satisfaction
Prospecting o Referralso Qualifying
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 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.
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ACTIVITY
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?
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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relatives church mates schoolmates
neighbors friends
LET US APPLY WHAT YOU HAVE LEARNED
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.
No. of Prospects Approached
No. of Prospects Who Purchased Your
Products/Services
No. of Products Sold/ Service Secured
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 ENTREPRENEUR1 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?
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POST TESTReferring to the given strategies in selling, which one would you employ as best suited for your Business Plan? Why?_______________________________________________________________________________________________________________________________________________________________________________________________________________
RESOURCES:
Resources depend upon the project plan made by students based on their business enterprise.
REFERENCES:
- Almonte, Crispina B. et.al. Learningfrom small business. Anvil Publishing Inc. 2007
- Mullins, John W. The new Business Road Test, Prentice Hall, Great Britain 2003
- Manu, George et.al. How to Elaborate One’s Own business. International Training Center of the ILO, 2005
- O’Connell, William A. “The Shapes of Things to Come” Sales and Marketing Management, January 1990 pp 36 - 41
- www.agripinoy.net/making-hollow-blocks-from-farmwaste.html
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Module 6Perform Actual Selling of Products or Services
KEY TO CORRECTION
PRE-TEST/POST-TEST
1. Personal Selling2. Selling3. Price4. Selling terms5. Cold Calling6. Selling Techniques
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ACKNOWLEDGMENT
Copyright Department of Education 2009
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, May 25 – 30, 2009
This learning instrument was developed by the following personnel:
Dr. Reynaldo M. ValdezJones Rural SchoolGroup Leader
Dr. Celedonia T. TenezaBenigno Aquino High School
Mr. Gilbert CamayangCabrroguiz National School of Arts and Trade
Mr. Alfonso P. Rodriguez Jr.Muntinlupa Business High School
Mr. Fernando C. AgustinBukig National Arts and Trade School
Mrs. Leona M. TomasSan Pedro National High School
Writer/Facilitator:
Mr. Rene G. DelfinoMuntinlupa Business High School
Editor: Dr. Estrellita Evangelista
Encoder: Mrs. Marisol E. Saldivar
Funding: Department of Education
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ACKNOWLEDGMENT
Copyright Department of Education 2009
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, June 5 -7, 2009
This learning instrument was developed by the following personnel:
Dr. Reynaldo M. ValdezJones Rural SchoolGroup Leader
Dr. Celedonia T. TenezaBenigno Aquino High School
Mr. Alfonso P. Rodriguez Jr.Muntinlupa Business High School
Writer/Facilitator:
Mr. Rene G. DelfinoMuntinlupa Business High School
Editor: Dr. Estrellita Evangelista
Encoder: Mrs. Marisol E. Saldivar
Funding: Department of Education
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ACKNOWLEDGMENT
Copyright Department of Education 2009
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
This learning instrument was developed by the following personnel:
Dr. Reynaldo M. ValdezJones Rural SchoolGroup Leader
Dr. Celedonia T. TenezaBenigno Aquino High School
Writer/Facilitator:
Mr. Rene G. DelfinoMuntinlupa Business High School
Editor: Carolina F. Chavez, Aida T. Galuran, Beatriz A. Adriano
& Dr. Corazon C. Echano
Encoder: Mrs. Marisol E. Saldivar
Funding: Department of Education
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TABLE OF CONTENTS
Module Title: Performing Actual Selling of Products Page Or Services How to use this module . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1
Summary of Learning Outcome . . . . . . . . . . . . . . . . . . . . . . . . . 2
What Will You Learn What Do You Already Know Pre – Test . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3
Lesson 1: Actual Selling of Products or Service . . . . . . . . . . . . . 4
What is this Lesson About What Will You Learn . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4
Let Us Study . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4-7 Selling strategies Steps You May Follow in Selling
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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