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LAP-SE-810, Typecasting (Addressing Needs of Individual Personalities) (Download) LAP-SE-112, SE:810, Selling
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MBA Research Item #: LAP-SE-810 -

Make sure you know your customers! Successful salespeople know that in order to sell, they need to identify customer personality types and use appropriate sales techniques. Teach your students how to develop this important selling skill by exploring how to identify and handle different customer personality types. Together, master the power of personality! LAPs (Learning Activity Packages) are comprehensive instructional packages that include all elements of a performance-oriented lesson plan....

LAP-SE-811, Decisions, Decisions, Decisions (Helping Customers Make Buying Decisions) (Download) SE:811, Selling, LAP-SE-108
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MBA Research Item #: LAP-SE-811 -

A successful salesperson assists customers with all the "mini” decisions that add up to the final purchase decision. Teach your students how they can help their customers make them. LAPs are comprehensive instructional packages that include all elements of a performance-oriented lesson plan. Each LAP includes a student handout (with CopyIT! permission) that includes information about helping customers make buying decisions, a (So What?) discussion of why it's important to learn, and a short...

LAP-SE-828, Keep Them Loyal (Key Factors in Building Clientele) (Download) SE:828, LAP-SE-115, Selling
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MBA Research Item #: LAP-SE-828 -

Finding customers can be hard, but keeping them is even harder! Use this LAP to show your students why businesses and salespeople need to do more than just attract customers—they must turn them into a loyal clientele. Keep Them Loyal will show your students the many ways that building a clientele can benefit businesses and salespeople. In the Gray Zone, students will consider the ethicality of several unfair tactics used to gain customers’ business. LAPs (Learning Activity Packages) are...

LAP-SE-874, Objection Overruled (Converting Objections Into Selling Points) (Download) SE:874, LAP-SE-100
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MBA Research Item #: LAP-SE-874 -

One of a salesperson’s most important responsibilities is addressing customer objections. In this LAP students will learn common types of customer objections, how to distinguish between a real objection and an excuse, and how to convert customer objections into valid selling points. In The Gray Zone, students will examine a situation in which a salesperson stretches the truth in order to convert a customer objection into a selling point. LAPs are comprehensive instructional packages that...

LAP-SE-875, Up the Ante (Suggestion Selling) (Download) SE:875, LAP-SE-110
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MBA Research Item #: LAP-SE-875 -

It’s one thing to make a sale – but satisfying a customer’s needs and earning his/her trust can turn a normal sale into a win for everyone involved. In this LAP, students will discover the skill of suggestion selling and how it benefits customers, businesses, and salespeople. They will learn how to successfully suggest products based on customer needs and wants, as well as how to suggest products respectfully. In the accompanying activities, students will role-play different suggestion selling...

LAP-SE-883, Whats the Motive? (Determining Buying Motives) (Download) SE:883, Selling, LAP-SE-109
Price: $68.00
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MBA Research Item #: LAP-SE-883 -

Do you remember the last thing you bought? More specifically, do you remember why you bought it? This LAP explores the concept of buying motives⁠—what they are and how they affect everyday life. Students will also learn effective techniques for identifying a prospect’s buying motives that will help them succeed both as a salesperson and a business owner. LAPs (Learning Activity Packages) are comprehensive instructional packages that include all elements of a performance-oriented lesson plan....

LAP-SE-895, Wrap it Up (Closing Sales) (Download) SE:895, LAP-SE-107, Selling
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MBA Research Item #: LAP-SE-895 -

Just as your students would never write a text message without hitting “send,” a salesperson should never interact with a customer without attempting to close the sale. In this LAP students will discover the importance (and benefits) of closing sales effectively – and will learn how to prepare for any sales situation by mastering several different closing techniques. In the Gray Zone, students will consider the ethics of closing a sale when the salesperson isn’t quite “sold” on the product...

LAP-SE-932, Sell Right (Selling Policies) (Download) SE:932, LAP-SE-121
Price: $68.00
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MBA Research Item #: LAP-SE-932 -

A company’s selling policies are essential components of its sales practice. In this LAP, students will discover the importance of selling guidelines as well as the various kinds of policies that businesses use to help salespeople succeed. Students will also learn about federal regulations that shape company selling policies such as the Federal Trade Commission Act and the Sherman Act. LAPs are comprehensive instructional packages that include all elements of a performance-oriented lesson...

LAP-SM-001, Manage This! (Concept of Management) (Download) SM:001, LAP-SM-003, Strategic Management, Planning
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MBA Research Item #: LAP-SM-001 -

This LAP walks students through the basics of management—what managers do, what skills they need, and what types of resources they manage—as well as what levels of management most companies have. LAPs (Learning Activity Packages) are comprehensive instructional packages that include all elements of a performance-oriented lesson plan. This LAP includes a student handout (with CopyIT! permission) that includes information about management, a (So What?) discussion of why it's important to learn,...

LAP-SM-007, Plan Now, Succeed Later (Nature of Business Plans) (Download) SM:007, Management, Planning, Entrepreneurship, LAP-SM-001
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MBA Research Item #: LAP-SM-007 -

Teach your students what a business plan is, what goes into its different components, and how it benefits startup and existing businesses. LAPs (Learning Activity Packages) are comprehensive instructional packages that include all elements of a performance-oriented lesson plan. This LAP includes a student handout (with CopyIT! permission) that includes information about nature of business plans, a (So What?) discussion of why it's important to learn, ideas (Make it Pay!) for immediate...

LAP-SM-013, Plan for Success (Creating a Business Plan) (Download) SM:013, Strategic Management, Planning, Entrepreneurship, LAP-SM-002
Price: $68.00
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MBA Research Item #: LAP-SM-013 -

Teach your students how to create a business plan that gets results, regardless of the business’s product, size, or stage of development. LAPs (Learning Activity Packages) are comprehensive instructional packages that include all elements of a performance-oriented lesson plan. This LAP includes a student handout (with CopyIT! permission) that includes information about creating a business plan, a (So What?) discussion of why it's important to learn, and a short (Gray Zone) case addressing...

LAP-SM-064, Put It All Together (Managerial Considerations in Organizing) SM:064, Strategic Management
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MBA Research Item #: LAP-SM-064 -

Managers of all types of businesses must spend a portion of their time organizing. But what exactly do managers do when they are organizing? To teach your students about managerial organizing, check out our latest LAP, Put It All Together (Managerial Considerations in Organizing). This LAP discusses the importance of organizing as a management function, as well as the process managers use to organize their businesses. LAPs are comprehensive instructional packages that include all elements of a...

LAP-SM-065, Dream Team Maker (Staffing) (Download) SM:065, LAP-SM-004, Strategic Management, Planning, Human Resources
Price: $68.00
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MBA Research Item #: LAP-SM-065 -

Staffing is one of the five functions of management that are essential for organizational success. This LAP explores the staffing process and takes a deeper look at how managers develop human resources management strategies. LAPs (Learning Activity Packages) are comprehensive instructional packages that include all elements of a performance-oriented lesson plan. This LAP includes a student handout (with CopyIT! permission) that includes information about staffing, a (So What?) discussion of...

LAP-SM-066, Take Action (Managerial Considerations in Directing) (Download) SM:066, LAP-FI-008
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MBA Research Item #: LAP-SM-066 -

Directing is considered the “heart” of management. When managers are directing, they are guiding workers to achieve goals. This LAP explains what directing is, the importance of directing, and activities included in this management function. LAPs (Learning Activity Packages) are comprehensive instructional packages that include all elements of a performance-oriented lesson plan. This LAP includes a student handout (with CopyIT! permission) that includes information about managerial...

LAP-SM-075, Prepare for the Worst; Expect the Best (Nature of Risk Management) (Download) SM:075, LAP-FI-008
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MBA Research Item #: LAP-SM-075 -

All business is risky. But smart businesses manage their risk. Help your students understand how businesses use risk management to avoid loss, create strategy, and increase profits. Prepare for the Worst; Expect the Best explains how risk management is used to identify, monitor, and evaluate past and future risks. Cyber security, drones, computer animation, and space exploration are used to explore some cutting-edge technologies businesses use to manage risk today. LAPs are comprehensive...

LAP-SM-400, Measure Up! (Managerial Control) (Download) SM:004
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MBA Research Item #: LAP-SM-400 -

Managerial control is essential for organizational success. In this LAP, students will discover what managerial control is and how managers utilize control in real life. They will learn the various types of controls that can be put in place as well as the characteristics of effective controls. In the Gray Zone, students will examine a situation in which managerial control is taken too far. LAPs (Learning Activity Packages) are comprehensive instructional packages that include all elements...