Sales+and+Workplace+Communications




 * Core and Critical Competencies**


 * Week of... || Monday || Tuesday || Wednesday || Thursday || Friday ||
 * August 21 || No School || No School || =Standard:=

=Learning Target:=

=Activities:=

[|Types of Communication]- Nonverbal, Verbal, Visual

Sell to Mr. Combs and the class Pick your Favorite Restaurant and sell us on why we should go there. Handle the Objections and Feedback. Use a Variety of forms of communication to sell to us.

Role Plays - Businesses and Products Research

Determine what will be the businesses that you will be most comfortable with throughout the semester for role plays. - Identify at least 3. (One of which includes services and one needs to be a Hotel/Conference Center)

Determine what will be the products/services that you will be most comfortable with throughout the semester for role plays. Identify at least 3 from the businesses chosen besides the hotel/conference center -

Conduct Research - Gather Links, Resources to prepare you for later on - Due Monday = = =Check for Understanding:=

= = || =Standard:=

=Learning Target:=

=Activities:=

Sell your Favorite Restaurant

Discussion and Observations

Share Past Sales Experiences

Share Perspectives of Sales People

Sales Videos - Examples of the Perspectives we think

Salesperson Myths https://www.slideshare.net/IS2Marketing/13-pervasive-and-totally-wrong-myths-about-sales-reps

Workplace Experiences

The good and the bad - When do things go well and when are they difficult

Discuss how we will discuss Workplace Communication in our sales learning.

Final Form of Communication Interpersonal Communication

=Check for Understanding:=

= = || =Standard:= Analyze the elements of the marketing mix and understand how they are used in the development of products and services for customers.

=Learning Target:= Students will understand how Sales is an element of the Marketing Concept and necessary in helping businesses reach the customer.

=Activities:=

Defining Personal Selling

= =

=Check for Understanding:=

= = || Analyze the elements of the marketing mix and understand how they are used in the development of products and services for customers.
 * August 28 || =Standard:=

=Learning Target:= Students will Identify the elements that make up the product/service.

=Activities:= Value added Strategies

Discussing the Marketing Concept

The Marketing Mix

Product Discussion

=Check for Understanding:=

Discover the 8 Parts of the Product
|| =Standard:= Analyze the elements of the marketing mix and understand how they are used in the development of products and services for customers.

=Learning Target:= Students will determine the tools/resources necessary for businesses to be able to reach the customer.

=Activities:= Share the Products and Businesses Identified - Discuss links and if more sources need to be identified.

Product Elements - 8 Parts

Types/Kinds of Product - Product Lines

Discuss Product Assignment

Place - Distribution Channel and Channel Members Transportation

=Check for Understanding:= || =Standard:=

Analyze the elements of the marketing mix and understand how they are used in the development of products and services for customers.

=Learning Target:= Students will identify the impact of pricing decisions made by the business. =Activities:= Place Continued Distribution Channel and Channel Members Transportation

Place Assignment

Objectives
 * Price**

=Check for Understanding:=

For the previous product, How does the product reach the customer?
Discuss the following 1. When and where will the product be made, exchanged, bought, used, made? 2.) What will affect the distribution of the product? 3.) What services or other actions must be performed for the exchange to happen. 4.) Special Handling for the Product 5.) Transportation 6.) When and Who will perform the activities || =Standard:=

Analyze the elements of the marketing mix and understand how they are used in the development of products and services for customers.

=Learning Target:= Students will know the elements of the Promotional Mix and how the business uses the mix to communicate with the customer.

=Activities:= Pricing Influences Discounts/Strategies - Max and Min

Types of Promotion - Advertising, Sales/Consumer Promotion, Public Relations, Sponsorship, Selling, Direct Marketing
 * Promotion**

=Check for Understanding:=

1. Identify the objective of the price
2. What influenced the price. 3. Identify the Discounts/Promotions Used || =Standard:= Analyze the elements of the marketing mix and understand how they are used in the development of products and services for customers.

=Learning Target:= Students will know the elements of the Promotional Mix and how the business uses the mix to communicate with the customer.

=Activities:= Complete Promotional Mix Discussion Advertising, Sales/Consumer Promotion, Public Relations, Sponsorship, Selling, Direct Marketing

Adv. and Disadvantages

Evaluate the Promotional Mix for the Sample Product.

Students will be using their current product to analyze how their product and the business who manufacturers that product uses promotion to assist in connecting with the consumer. Their objective is to try and find an example of each type of promotional activity. If they are unable to find an example for one of the forms of promotion we discussed, please have them discover another example of that activity for another product.

Impact on the Consumer

Impact on a Sale

=Check for Understanding:= Discussion on the Impact of the Promotional Mix

Complete Product Analysis due for Tuesday = = ||
 * September 4 || =No School=

= = || =Standard:= Analyze the elements of the marketing mix and understand how they are used in the development of products and services for customers.

=Learning Target:= identify all parts of the Marketing Mix and their impact on a business' products.

=Activities:= Discuss Promotional Analysis

Advertising, Sales/Consumer Promotion, Public Relations, Sponsorship, Selling, Direct Marketing Adv. and Disadvantages

Evaluate the Promotional Mix for the Sample Product. - Share Examples

Discuss Impact on the Consumer

Impact on a Sale

Marketing Mix Assessment

Begin to complete the Assessment Marketing Mix Assessment Discussion

= = =Check for Understanding:=

=Marketing Mix Assessment - Due Friday= || =Standard:= Communicate in a clear, complete, concise, correct, and courteous manner on personal and professional levels.

Use technology to enhance the effectiveness and efficiency of communication. =Learning Target:= Identify each part of the communication process and understand its impact on whether or not the message was received effectively.

=Activities:= Communication Process - What is it and its Parts

Communications Discussion - What needs to happen in each step no matter the communication

=Check for Understanding:=


 * Describe a Communication Scenario that was effective and take us through the communication process?**


 * Describe a Communication Process that wasn't effective and take us through the process.**

=Marketing Mix Assessment - Due Friday=

Discussion and recognition of the communication process in real settings || =Standard:= Communicate in a clear, complete, concise, correct, and courteous manner on personal and professional levels.

Use technology to enhance the effectiveness and efficiency of communication. =Learning Target:= Identify each part of the communication process and understand its impact on whether or not the message was received effectively.

=Activities:= Study Hall - Marketing Mix Project

=Check for Understanding:=

=Marketing Mix Assessment - Due Tomorrow=

Discussion and recognition of the communication process in real settings || =Standard:= Communicate in a clear, complete, concise, correct, and courteous manner on personal and professional levels.

Use technology to enhance the effectiveness and efficiency of communication.

=Learning Target:= Identify each part of the communication process and understand its impact on whether or not the message was received effectively.

=Activities:= Finish Communication Process Discussion

Prepare for Observation

Observation of a Class - Discussion

Debrief

=Check for Understanding:=


 * Submit Observation Notes**


 * Include Noise and Feedback in both.**

Describe whether or not you felt the communication process was effective or not based on your observation. Reference your notes in your explanation. =Marketing Mix Assessment - Due Today=

= = ||
 * September 11 || =Standard:=

=Learning Target:=

=Activities:= Discuss each promotional tool and how effective the communication can be, what feedback is present and what could be the noise?
 * Promotional Communication Process**

Advertising, Sales/Consumer Promotion, Public Relations, Sponsorship, Selling, Direct Marketing

Check Communication Observation - Did students receive the message? Discuss

= =

=Check for Understanding:=

= = || =Standard:= Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and society

=Learning Target:= Identify the impact that sales has on career opportunities.

=Activities:=


 * Begin Foundations of Selling**

Consultative and Strategic Selling

Discuss Selling Strategies Relationship Strategy Product Strategy Customer Strategy Presentation Strategy

Partnering

Strategic Alliance http://www.foxbusiness.com/markets/2016/01/4/gm-lyft-announce-500m-investment-and-strategic-alliance.html

Begin Ch. 2 Career Opportunities

Sales Roles - The Unknown Positions

Day to Day of Sales Positions

=Check for Understanding:=

= = || =Standard:= Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and society =Learning Target:= Identify the impact that sales has on career opportunities. =Activities:= = =

=Check for Understanding:= Read p. 38-43 to identify the different areas of selling available for career opportunities. Then follow the instructions below.

|| =Standard:= Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and society =Learning Target:= Identify the impact that building relationships with customers and coworkers has on the ability to communicate effectively. =Activities:= Benefits and Disadvantages of Sales Positions

Industry Opportunities

Typical Sales Positions

Benefits and Disadvantages of Sales Positions

Learning to Sell - On the Job

Career Opportunities - Industry Areas

http://www.underarmour.jobs/why-choose-us/team/ - Example Video

How do company's recruit employees?

https://www.indeed.com/q-Sales-l-Des-Moines,-IA-jobs.html

Due Monday - Sales Job Opportunities

Sales Recruiter Work Time

=Check for Understanding:= || =Standard:= Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and society =Learning Target:=

=Activities:=

= =

=Check for Understanding:=

= = || Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and society =Learning Target:= Identify what companies use to recruit employees to their place of business.
 * September 18 || =Standard:=

=Activities:= Present their Recruiting Presentations. = =

=Check for Understanding:=

=Submit Sales Opportunities - Share Recruiting Pitches= || =Standard:= Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and society

=Learning Target:= Identify the impact that building relationships with customers and coworkers has on the ability to communicate effectively.

=Activities:= Ch. 3 - Building a Relationship

Relationship Strategies

- Emotional Intelligence - Yourself and Others http://psychology.about.com/od/personalitydevelopment/a/emotionalintell.htm

= =

=Check for Understanding:=

= = || =Standard:= Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and society

=Learning Target:= Identify the impact that building relationships with customers and coworkers has on the ability to communicate effectively.

=Activities:= - Adding Value - Partnering

Developing the Relationship Strategies with different groups of people.

Scenarios with each one

Four Key Groups - Selling and the Workplace Customers/Peers Secondary Decision Makers/Supervisors Support Staff Managers

=Check for Understanding:= Discussion and Role Plays = = || =Standard:= Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and society

=Learning Target:= Identify the impact that building relationships with customers and coworkers has on the ability to communicate effectively.

=Activities:= Win-Win Philosophy

Character/Integrity

Nonverbal Messages sent during communicating - What the Receiver actually hears.

Role Plays

The First Impression - Different Occurrences - In Person, Over the Phone, Video Conferencing, References, Email. How does that change your ability to establish a relationship?

Role Plays

Non Verbal Messages that are present in each form.

Entrance and Carriage

= =

=Check for Understanding:= Discussion and Role Plays = = || =Standard:= Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and society

=Learning Target:= Identify the impact that building relationships with customers and coworkers has on the ability to communicate effectively.

=Activities:= Homework - Read the following articles and summarize the keys about building relationships.

http://www.insightsquared.com/2013/07/11-tips-for-building-and-maintaining-sales-relationships/

http://www.marketingprofs.com/articles/2013/11420/five-tips-for-creating-relationships-that-drive-sales

Respond to the reading below, why does the "Challenger" perform better for the business than the relationship builder?

https://hbr.org/2011/09/selling-is-not-about-relatio = =

=Check for Understanding:=

= = || Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and society
 * September 25 || =Standard:=

=Learning Target:= Identify the impact that your nonverbal forms of communication have on interactions.

=Activities:= Non Verbal Communication and the First Impression

Greetings

Eye Contact

Appearance

Voice

Facial Expression http://greatergood.berkeley.edu/ei_quiz/#1

http://kgajos.eecs.harvard.edu/mite/#

http://well.blogs.nytimes.com/2013/10/03/well-quiz-the-mind-behind-the-eyes/?_r=0

http://testyourself.psychtests.com/testid/3764

=Check for Understanding:= Discussion and Participation || =Standard:= Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and society

=Learning Target:= Identify the impact that body language has on the outcome of your actions and ability to communicate.

=Activities:= Discuss the impact of relationship building in sales. How much does the success of the interaction depend on it?

Body Language Video and Write up a Reflection on what you heard. Do you agree or disagree with the comments that were made?

http://www.salesengine.com/sales/ted-talks-for-salespeople/

Body Language Video Discussion

Manners during the Relationship Building Process

= =

=Check for Understanding:= Discussion and Participation = = || =Standard:= Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and society

=Learning Target:= Understand what effective conversational strategies look like.

Identify the conversational strategies to use during an interaction.

=Activities:= Finish Manners Discussion

Conversational Strategies Role Plays - Different Scenarios

Using Here and Now/Observations

Compliments

Mutual Interests

Acquaintances = =

=Check for Understanding:= Discussion and Participation = = || =Standard:= Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and society

=Learning Target:= Understand what effective conversational strategies look like.

Identify the conversational strategies to use during an interaction.

=Activities:= Comments on Here and Now Compliments Mutual Interest/Acquaintances

= =

=Check for Understanding:= Discussion and Participation || =No School= || Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and society
 * October 2 || =Standard:=

=Learning Target:= Engage in a Conversation using the strategies learned.

Discuss the impact on the sale and effectiveness of the communication.

=Activities:=

=Practice Role Play with Pam=

Conversational Strategies - Discuss Product should not be the purpose to the conversation.

=Check for Understanding:=

Discussion and Participation || =Standard:= Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and society

=Learning Target:= Identify the keys to the scenario in building a relationship.

=Activities:=



Role Play - Prep and work on your Outline for the role play - What do you want to accomplish?

Practice for the Role Play experience

How can you avoid making it seem like 20 questions when trying establish a relationship

=Check for Understanding:=

=Role Play Prep= || =Standard:=

=Learning Target:= Identify the keys to the scenario in building a relationship.

=Activities:= Practice and prepare with partners and Mr. Combs

=Check for Understanding:=

=Role Play Prep= || =Standard:= Analyze the role that ethical decisions play in the conduct of sales person and employee in the business environment.

=Learning Target:= Demonstrate knowledge of a successful first impression in building relationships.

Understand what companies do to provide direction and guidance in terms of demonstrating ethical behavior as it pertains the business and its activities.

=Activities:= =Film - Role Plays=

While the role play is being filmed, complete the following work:

Read pages: 77-90 - Take Notes on the Following:

What are Ethics?

Factors that Influence our Ethics

Company Policies and Practices - Sharing Information - Reciprocity - Bribery - Gifts - Entertainment - Business Defamtion - Online Policies/Internet Usage

Personal Values vs Company Values - The Conflict

=Check for Understanding:=

=Relationship Building Role Play= || =Standard:= Analyze the role that ethical decisions play in the conduct of sales person and employee in the business environment.

=Learning Target:= Understand what companies do to provide direction and guidance in terms of demonstrating ethical behavior as it pertains the business and its activities.

=Activities:= Begin Ethics in Selling

Ethics Discussion - Dilemmas and identifying Ethical Scenarios and how you would react.

What are business ethics? Why in selling do they become a major point of discussion?

Discuss the Sales Standards - Discuss each Standard

http://www.nasp.com/pr/aboutUs/standardsOfConduct.asp


 * Assignment**
 * Add your Own Standards to the National Standards - What are 2 other standards you would tell all sales people to follow?**

= =

=Check for Understanding:=

= = || Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and society
 * Assignment**
 * Add your Own Standards to the National Standards - What are 2 other standards you would tell all sales people to follow?**
 * October 9 || =Standard:=

=Learning Target:= Reflect on Relationship Role Plays and learn from the experience.

=Activities:= Watch Role Plays and Discuss

=Check for Understanding:= Self Assess their Experience || =Standard:= Analyze the role that ethical decisions play in the conduct of sales person and employee in the business environment. =Learning Target:=

=Activities:= Ethics Discussion - Kickbacks and Exaggerated Sales

Ethics in Selling Discussion

Character - Importance in the Sales Relationships

Conflicts of interest - Examples

Discuss Ethical Conflicts that companies will look out for.

Bribery = = || =Standard:= Analyze the role that ethical decisions play in the conduct of sales person and employee in the business environment. =Learning Target:= Discover Characteristics of Ethics in the workplace
 * Entertainment**

Understand how to approach each situation uniquely.

=Activities:=
 * Gift Giving - What's Appropriate?**
 * Reciprocity**
 * Internet - Privacy Policies**
 * Confidential Information**


 * Company Policies - Code of Conduct - Look through Examples**

Value Conflicts - Discuss how to handle them

=Check for Understanding:= http://www.caseys.com/code_of_conduct

http://files.shareholder.com/downloads/UARM/3797087690x0x873823/38F030C7-5348-4CC6-B8CD-81D68B2F496C/Code_of_Conduct_2016.pdf

http://www.att.com/Common/about_us/downloads/att_code_of_business_conduct.pdf


 * Assignment - Read through the Company Policies Above - Describe their Code of Conduct Highlights, recognize what we discussed and identify other inclusions you found important.**


 * Entertainment, Customer Information, Gift Giving, Bribery, Privacy etc...**

= = || =Standard:= Analyze the role that ethical decisions play in the conduct of sales person and employee in the business environment. =Learning Target:= Identify real examples of how ethical practices can be seen in the workplace setting.

=Activities:= Discuss Corporate Policy Findings

Contracts - Written vs Oral Purpose?

Expressed vs Implied Warranties

Non-Complete Clause - Why do companies have employees sign them?

Personal Philosophy 1.) Exchange of Value 2.) Relationship and Task Coexist 3.) Honesty with Self and Others - Integrity

=Check for Understanding:= Application - Prepare Answers for Tomorrow's Practice Analyze the role that ethical decisions play in the conduct of sales person and employee in the business environment. =Learning Target:= Connect Company Codes of Conduct with the Sales Scenario.
 * 1,3,4 || =Standard:=

Act with a high level of integrity during the interaction no matter the circumstance.

=Activities:= Role Play Samples - Prep and Practice

Go through Example Scenarios with each other.

What would you say? How would you keep the customer?

Practice Ethical Scenarios using the Applications #1,3,4. and a sample scenario.



= =

=Check for Understanding:= Assessment - Part 1 - Instructions NASP - Standards

Provide a real world example for each of the Standards of the NAPS.

Requirements

1.) The example should demonstrate the standard in action 2.) Explain the importance of the standard 3.) Explain how it meets the standard.


 * You may skip standard 6.**

http://www.nasp.com/pr/aboutUs/standardsOfConduct.asp

= = ||
 * Due Monday**
 * October 16 || =Standard:=

=Learning Target:=

=Activities:=

Ethics Role Play Response - Verbal Response

What will you say to make sure the customer continues to stay with your company?

While waiting - Respond to the the Scenarios on the Worksheet regarding ethical situations.

=Check for Understanding:=

=Role Play - Ethics=

Ethical Situations Analysis || =Standard:= Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and society =Learning Target:=

=Activities:= Begin Product Strategies

- Product Strategies - Product Options - Product Configuration

Becoming a Product Expert

- Data & Specifications - Maintenance and Service - Price - Guarantees - Delivery = = Product Expert - Prepare for the Quiz Friday - Class will pick the product

Begin to become a product expert for a product of your choosing for the role play experience. - Complex product that will take multiple meetings, retail based:

Mattress/Home Theater/Car/Computer/Bike/etc...

=Check for Understanding:=

= = || =Standard:= Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and society =Learning Target:=

=Activities:= Know your Competitors - Compare and Contrast

Comparative Analysis - Products and Stores

Know your Company - Discover a Company

Company Culture and Organization Verizon - Company Culture http://www.verizon.com/about/

Company Support - With Customer http://www.verizonwireless.com/support/

=Check for Understanding:=

= = || =Standard:=

Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and society =Learning Target:=

=Activities:=
 * Policies at the Business - Extended Warranty, Services, Return Policy, etc..**

Apple Return Policy https://www.apple.com/shop/help/returns_refund

Apple Warranties https://www.apple.com/legal/warranty/

Apple Care https://www.apple.com/support/products/iphone.html

Support/Customer Service https://support.apple.com/

=Check for Understanding:=

= = || =Standard:= Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and society =Learning Target:=

=Activities:= Product Expert - Quiz

Identify the competitive advantages that your products/services or the competitive advantage of your business.
 * Know your Competition**


 * Attitudes towards Competitors**

How to gain Knowledge about the competition and happenings of the industry
 * Industry Experts** -

Cell Phone Industry - What's happening? https://www.pcworld.com/article/3144749/mobile/10-smartphone-trends-to-watch-in-2017.html

= =

=Check for Understanding:=

= = || Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and society
 * October 23 || =Standard:=

=Learning Target:= Demonstrate product expertise by creating literature to assist your customers in learning more about a product. =Activities:= Work on the Literature for your product

=Check for Understanding:=

= = || =Standard:= Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and society

=Learning Target:= Discover how to use product knowledge as a way to connect with the customer.

=Activities:= Gaining Knowledge

Connecting the Feature with Customer by emphasizing its benefits

Role Plays with Feature/Benefit of products discovered with different customers.

Sample Products

Bridge Statements - Sentence Examples

http://www.tempurpedic.com/mattress/

http://www.bestbuy.com/site/apple/ipad/pcmcat1490119590513.c?id=pcmcat1490119590513

=Check for Understanding:=


 * Practice**

Create 8 Bridge Statements for a product of your choice to connect features to benefits. || =Standard:= Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and society

=Learning Target:= Discover how to use product knowledge as a way to connect with the customer.

=Activities:= Discuss Bridge Statements

Connecting the Product to the Customer

How to and Techniques

Use relationship building and knowledge of the customer to your benefit.

=Check for Understanding:=

= = || =Standard:= Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and society

=Learning Target:= Identify relationship building skills in creating a discovery process from the customer in identifying the right product features and the benefits they are looking for.

=Activities:= Feature Benefit - Role Play Practice

=Check for Understanding:= Feature Benefit Practice = = || =Standard:= Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and society

=Learning Target:= Identify relationship building skills in creating a discovery process from the customer in identifying the right product features and the benefits they are looking for.

Demonstrate how to use a written proposal to assist in creating a sale.

=Activities:= Work on Brochure, Study Company policies, Prepare how the role play might go, Ethics, Relationship strategies, product

Finish Feature Benefit Practice

Mattress and iPhone

Written Proposals - Function and Purpose -

How to use them and what they look like.

=Check for Understanding:=

=Create a Sample Written Proposal - iPhone 8= || Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and society
 * October 30 || =Standard:=

=Learning Target:= Identify relationship building skills in creating a discovery process from the customer in identifying the right product features and the benefits they are looking for.

Demonstrate how to use a written proposal to assist in creating a sale.

=Activities:= Discuss the Role Play - Product Expertise

Prepare for the Role Play

Practice Written Proposal

=Check for Understanding:=

=Create a Sample Written Proposal - iPhone 8= || =Standard:= Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and society

=Learning Target:= Identify relationship building skills in creating a discovery process from the customer in identifying the right product features and the benefits they are looking for.

Demonstrate how to use a written proposal to assist in creating a sale. =Activities:= Perform Role Plays - First Meeting

At the end prepare a written proposal for the interaction and what you learned - Due by the next role play

Begin Ch. 6 - Strategies that add value to the Sale.

Read p. 124 - 141

=Check for Understanding:=

=Product Expert Role Plays= || =Standard:= Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and society

=Learning Target:= Identify relationship building skills in creating a discovery process from the customer in identifying the right product features and the benefits they are looking for.

Demonstrate how to use a written proposal to assist in creating a sale. =Activities:= Perform Role Plays - First Meeting

At the end prepare a written proposal for the interaction and what you learned - Due by the next role play

Begin Ch. 6 - Strategies that add value to the Sale.

Read p. 124 - 141

=Check for Understanding:=

=Product Expert Role Plays= || =Standard:= Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and society

=Learning Target:= Evaluate relationship building skills in creating a discovery process from the customer in identifying the right product features and the benefits they are looking for.

Create a written proposal to assist in creating a sale.

=Activities:=

Discuss Role Plays - Specifically Relationship Building and how you were able to connect product expertise to the customer

=Check for Understanding:=

=Self Evaluation= || =Standard:= Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and society

=Learning Target:=

=Activities:= Discuss Role Plays - Specifically Relationship Building and how you were able to connect product expertise to the customer



=Check for Understanding:=

= = || Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and society
 * November 6 || =Standard:=

=Learning Target:= Learn what adding value looks like for the customer.

=Activities:= How to effectively add value to the Sales Interaction, what did they read and learn. - Check Notes

Product Positioning, Product Differentiation, Customer Expectations,

=Check for Understanding:=

= = || =Standard:= Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and society =Learning Target:= Where in the Total Product and Value be added.

=Activities:= Price - Discuss the elements of the different strategies Discover Examples

Discuss the Competitive Analysis

=Check for Understanding:=

=Competitive Analysis= || =Standard:= Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and society =Learning Target:= Where in the Total Product and Value be added. =Activities:= Product Life Cycle

Pricing Strategies

Value Added

Discuss Instructions for Value Added Strategy

=Check for Understanding:=

= = || =Standard:= Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and society =Learning Target:= The Total Product and where Value can be added.

=Activities:= https://www.dickssportinggoods.com/s/weekly-ad

The Total Product - Preparation for short Role Play Generic Expected Value Added Value Added

=Check for Understanding:=

= = || =No School= = = = = = =

= = || Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and society
 * November 13 || =Standard:=

=Learning Target:= The Total Product and where Value can be added.

=Activities:= Value Added Strategy - Practice with Box of Chips

Discuss each element of the product.



=Use Pricing, Competition, Product Positioning and Customer Expectations.= = = =Check for Understanding:=

= = || =Standard:= Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and society

=Learning Target:= The Total Product and where Value can be added.

=Activities:= =Value Added Practice - Kleenex Box Practice=

=Use Pricing, Competition, Product Positioning and Customer Expectations.=

=Value Added Strategy Role Play - The 2nd Meeting Added Strategy=

= = =Check for Understanding:=

= = || =Standard:= Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and society

=Learning Target:= Demonstrate Value Added Strategies in the sales interaction.

=Activities:= Preparation for 2nd Role Play

Discuss Role Play prep, Written Proposal, Send Communication and Prepare updated Brochures.

=Check for Understanding:=

= = || =Standard:= Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and society

=Learning Target:= Demonstrate Value Added Strategies in the sales interaction.

=Activities:= =Role Play #2=

=Check for Understanding:=

= = || =Standard:= Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and society

=Learning Target:= Demonstrate Value Added Strategies in the sales interaction.

=Activities:= =Role Play #2=

=Check for Understanding:=

= = || Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and society =Learning Target:= Identify where value added strategies were present in the role play.
 * November 20 || =Standard:=

=Activities:= Buyer Behavior Check

Value Added Role Plays - Watch and Learn

=Check for Understanding:=

= = || =Standard:=

Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and society =Learning Target:=

Identify where value added strategies were present in the role play. =Activities:= Buyer Behavior Check

Value Added Role Plays - Watch and Learn

=Check for Understanding:=

Self Assess - Value Added Role Plays || =No School= = =

= = || =**No School**= = =

= =

= = || =No School=

= = || Analyze the characteristics, motivations, and behaviors of consumers. =Learning Target:= Identify what influences a buyer to make the choices they do.
 * November 27 || =Standard:=

=Activities:=

Begin Buyer Behavior Discussions

Developing a Customer Strategy

Consumer vs. Business Buying Behaviors

Complexity of the Buyer

Potential Influences

Maslow’s Hierarchy of Needs Make connections to each of the levels of Maslow's and how it might impact the decisions of the buyer.

=Check for Understanding:= || =Standard:= Analyze the characteristics, motivations, and behaviors of consumers. =Learning Target:= Understand the Motivations and Influences on the Buyer

=Activities:=

Group and Outside Influences

Buying Motives

=Check for Understanding:= Buying Motive Examples || =Standard:= Analyze the characteristics, motivations, and behaviors of consumers.

=Learning Target:= Identify the Motives that influence the buyer and their behaviors in purchases.

Activities:

Discuss

Emotional vs. Rational Patronage vs. Product

=Check for Understanding:= || =Standard:= Analyze the characteristics, motivations, and behaviors of consumers.

=Learning Target:= Identify how consumers make decisions and the steps that they go through.

=Activities:= Buying Decisions Theories Discuss use for the salesperson

Need-Satisfaction Theory Discuss use for the salesperson

Learn and Recognize the Decision Making Process Buying Decision Process Identify each step and what occurs in each step

How does that decision making process chance in the buying decisions.

Discuss types of Purchasing Decisions 1.) Routine 2.) Limited 3.) Extensive

=Check for Understanding:= =What are examples of each type of decision and how do they fit the decision making process.= || =Standard:= Analyze the characteristics, motivations, and behaviors of consumers. =Learning Target:= Anlayze customers in recognizing how they work through the buying decision.

=Activities:=

Finish the Types of Decisions

Discovering Buying Motives in Customers - Observations, Questions, Active Listening.


 * Buyer Behavior Check**

Brooks Brothers - Scenario Example using Discovering Techniques.

Prepare for Buyer Behavior Role Play - Product Knowledge and Expertise.

Iowa Realty Scheels Staples

=Check for Understanding:= Buyer Behavior Observation - || Analyze the characteristics, motivations, and behaviors of consumers. =Learning Target:= Anlayze customers in recognizing how they work through the buying decision.
 * December 4 || =Standard:=

=Activities:= Buyer Behavior Check and Discussion of Observations

Discuss Scenarios - Perform Prep Work

Buyer Behavior Role Play Prep - Product Expertise

=Check for Understanding:=

= = || =Standard:= Analyze the characteristics, motivations, and behaviors of consumers. =Learning Target:= Anlayze customers in recognizing how they work through the buying decision.

=Activities:=

Role Play - Buyer Behavior Assessment

Submit Buyer Behavior Observations

=Check for Understanding:= = = || =Standard:= Analyze the characteristics, motivations, and behaviors of consumers. =Learning Target:= Analyze customers in recognizing how they work through the buying decision.

=Activities:= Buyer Behavior Role Plays

=Check for Understanding:=

= = || =Standard:= //Demonstrate initiative and self–direction through high achievement and lifelong learning while exploring the ways individual talents and skills can be used for productive outcomes in personal and professional life.// =Learning Target:= Understand the the hiring process and selling "You" to the organizations in which you want to work.

=Activities:= https://www.thebalance.com/recruitment-and-hiring-process-2062875
 * The Hiring Process**

Communication Skills Before, During and After the interview.
 * Discuss the following:**

Networking
 * Building Relationships**

Job Application Resume
 * The Product Expert**

Portfolios, Experiences, Internships
 * Differentiation and Value Added**

=Check for Understanding:=

= = || =Standard:= //Demonstrate initiative and self–direction through high achievement and lifelong learning while exploring the ways individual talents and skills can be used for productive outcomes in personal and professional life.// =Learning Target:=

=Activities:= =Discuss the Interview - What is the purpose? How does it resemble a sales interaction.=

"Buyer Behavior" Hiring Committees, Managers, Fellow Employees,

Interview Process and Typical Steps

Elevator Speech - How to sell yourself to the business
 * Interview Skills and Preparation**

Advice and Guidance

https://www.youtube.com/watch?v=kayOhGRcNt4

http://www.forbes.com/sites/nextavenue/2013/02/04/the-perfect-elevator-pitch-to-land-a-job/

http://idealistcareers.org/a-quick-guide-to-writing-your-elevator-pitch-with-examples/

https://www.wellesley.edu/sites/default/files/assets/departments/cws/files/elevatorspeech.pdf

=Check for Understanding:= Write and Record your Elevator Speech - How would you respond to the questions "Tell me about yourself?" = = || = = =Learning Target:= Creating your identify in your Elevator Speech
 * December 11 || =Standard:=
 * //Demonstrate initiative and self–direction through high achievement and lifelong learning while exploring the ways individual talents and skills can be used for productive outcomes in personal and professional life.//**

=Activities:= Discuss the Elevator Speech - Peer Review and Feedback

1.) Don't discus Personal Information

2.) Identify Experiences and Express how they would impact a future employer.

3.) Connect it to a real position

Research an Available Job in which you would want to work for the company.

Come with the job and requirements/duties tomorrow.


 * Save the link to the position and the company.**

=Check for Understanding:=

= = || =Standard:= =Learning Target:= Preparing for and how to answer common interview questions.
 * //Demonstrate initiative and self–direction through high achievement and lifelong learning while exploring the ways individual talents and skills can be used for productive outcomes in personal and professional life.//**

=Activities:=

Prepare for the Questions and Interview Experience http://www.forbes.com/sites/jacquelynsmith/2013/01/11/how-to-ace-the-50-most-common-interview-questions/

Written Responses to Questions:

1 2 4 7 8 19 20 28 45

Prepare for the Unknown and Knowledge of the Business.

Pretend that you are interviewing for your career and Sell yourself and what you are capable of in your responses.

=Check for Understanding:=

= = || =Standard:=
 * //Demonstrate initiative and self–direction through high achievement and lifelong learning while exploring the ways individual talents and skills can be used for productive outcomes in personal and professional life.//**

=Learning Target:= Preparing for the interview and understanding the typical parts and procedures of an interview.

=Activities:=
 * Elevator Speech and Interview Questions**


 * Prepare for the interview tomorrow by partnering up and asking each other the questions that they created written responses for however now they are providing the oral response.**


 * Give feedback to each other and come ready and dressed for the part tomorrow.**

Submit Written Responses, provide verbal answers for practice.

Give Feedback, talk about common challenges with interviews.

Waiting, First Impressions, Industry Jargon, Scenarios,

https://www.youtube.com/playlist?list=PLfLNWzHn9MZCxwISdpH939rN01WQljClH

Prepare for tomorrow's Interviews

=Check for Understanding:=

= = || =Standard:=
 * //Demonstrate initiative and self–direction through high achievement and lifelong learning while exploring the ways individual talents and skills can be used for productive outcomes in personal and professional life.//**

=Learning Target:=

=Activities:=

The Interview Day
= =

=Check for Understanding:=

= = || =Standard:=

=Learning Target:=

=Activities:=

=Feedback on Interviews=

Next Week - Field Trip on Wednesday

Begin to think about Meetings and Reserving Spaces

Barattas, Marriott, Embassy Suites, Sheraton

=Check for Understanding:=

= = ||
 * December 18 || =Standard:=

=Learning Target:=

=Activities:=

Prospecting

Type of Presentation Strategy

Preparing for the Sales Presentation

=Check for Understanding:=

= = || =Standard:=

=Learning Target:=

=Activities:=

Asking Questions - Discovery - Read p. 230 - 235

Presentation Strategies Read p. 255 - 271 = = Objections and Closing the Sale =Check for Understanding:=

= = || =Visit to Forte and Barattas in preparation for our final role play and gain perspective on what a Sales Professional does to be successful on a daily basis.= = = =Depart: 10:30 - Return at 1:00= || =Standard:=

=Learning Target:=

=Activities:= Discuss the Final Role Play - Expectations and Rubric

Overview of the Final Role Play

Discuss Closing the Sale/Methods Negotiating Buyer Concerns/Overcoming Objections = =

=Check for Understanding:=

= = || No School

= = ||
 * January 1 || No School || =Standard:=

=Learning Target:=

=Activities:= Instructions for Final Role Play ==

Continue Researching and prep for their final role plays - Business, Policies, Customer Prep, etc...
=Check for Understanding:=

= = || =Standard:=

=Learning Target:=

=Activities:=

Discuss Closing the Sale/Methods Negotiating Buyer Concerns/Overcoming Objections

=Check for Understanding:=

= = || =Standard:=

=Learning Target:=

=Activities:=

Discuss Closing the Sale/Methods Negotiating Buyer Concerns/Overcoming Objections

=Check for Understanding:=

= = || =Standard:=

=Learning Target:=

=Activities:=

=Check for Understanding:= ||
 * January 8 || **Conduct Final Role Play #1** || **Conduct Final Role Play #2** || =Finals - 1, 3, 5=

= = || =Finals 2, 4, 6= = = http://abc.go.com/shows/shark-tank/episode-guide/season-09/6-episode-6 || =Finals 7, 8, Makeup Final= = =

= = ||

