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LAP-PD-077, No Problem (Demonstrating Problem-Solving Skills) (Download) PD:077, Professional Development, Decision Making, Leadership, Co-op, LAP-PD-017
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There’s more than one way to solve any problem! This LAP explains some common tools used in problem solving, including intuition, the seven-step approach, and brainstorming. It also details three categories of problems, describes the differences between types of problems, and illustrates why problem solving can help people accomplish their personal and professional goals. LAPs are comprehensive instructional packages that include all elements of a performance-oriented lesson plan. This LAP...

LAP-PD-126, Ideas in Action (Innovation Skills) (Download) PD:126, Professional Development, Entrepreneurship, LAP-PD-018
Price: $68.00
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Innovation. It drives business and economic growth. Businesses create, design, and redesign to compete in today’s changing market. This LAP, Ideas in Action (Innovation Skills), will teach your students the importance of innovation and how companies achieve it. Videos and activities expose students to some inventive products from the past as well as the newer innovations of 4D printing, autonomous driving, and virtual reality. LAPs are comprehensive instructional packages that include all...

LAP-PD-066, Own Your Own (Career Opportunities in Entrepreneurship) (Download) PD:066, Professional Development, LAP-PD-004
Price: $68.00
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Do you have what it takes? It takes a lot to be a successful entrepreneur, including passion, determination, and creativity. This LAP explains characteristics and skills that all entrepreneurs need. It also details the benefits and risks of entrepreneurship and describes the differences between entrepreneurs, small-business owners, and managers. LAPs are comprehensive instructional packages that include all elements of a performance-oriented lesson plan. Each LAP includes a student handout...

LAP-PR-001, Spread the Word (Nature of the Promotional Mix) (Download) PR:003, Promotion
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Promotion consists of all the communication activities that inform potential customers about goods, services, images, or ideas. Advertising, personal selling, publicity, and sales promotion make up the elements of an organization’s promotional mix. But what exactly are these elements? How do businesses choose which promotional mix will lead them to success? This LAP will engage your students in a thorough understanding of the promotional mix, the factors that affect the choice of a promotional...

LAP-PR-002, Razzle Dazzle (Nature of Promotion) (Download) PR:001
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How do businesses let customers know about new products? How do special interest groups communicate their ideas? How do companies maintain or improve their images? The answer is promotion. This LAP explains who uses promotion, what makes it effective, and its many benefits. It also details the three most common objectives of promotion. LAPs are comprehensive instructional packages that include all elements of a performance-oriented lesson plan. Each LAP includes a student handout (with CopyIT!...

LAP-PR-003, Ad-quipping Your Business (Types of Advertising Media) (Download) PR:007, Promotion
Price: $68.00
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Advertisements are all around us—on television, on the Internet, on billboards, and more. This LAP explains how businesses use newspapers, radio, broadcast media, the Web, direct mail, and other types of advertising to inform people about their products. It also details the trends and technology that are changing the advertising world. LAPs are comprehensive instructional packages that include all elements of a performance-oriented lesson plan. Each LAP includes a student handout (with CopyIT!...

LAP-PR-004, Know Your Options (Product and Institutional Promotion) (Download) PR:002
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We’re surrounded by promotional messages every day—but how many people can identify the types of promotion? This LAP explains the difference between product and institutional promotion, highlights the uses of institutional promotions, and details the three types of institutional promotion. It also describes the advantages and disadvantages of promotional activities. LAPs are comprehensive instructional packages that include all elements of a performance-oriented lesson plan. Each LAP includes...

LAP-PR-175, Scoring Customers Through Sponsorships (Sport/Event Sponsorships) (Download) PR:175, LAP-PR-017, Promotion, Sports Marketing
Price: $68.00
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Events of all types depend on sponsors for support. However, sponsors benefit too! Scoring Customers Through Sponsorships (Sport/Event Sponsorships) explains the many benefits that sponsors receive. This LAP also explains the risks sponsors face and how they carefully select and pursue beneficial sport/event sponsorships. Activities, videos, and much more teach students how sponsorships can be a win-win—providing benefits for sponsors and for sport/event organizations. LAPs are comprehensive...

LAP-PR-187, Whats the Big Idea? ("Out-of-the-Box" Sales Promotions for Sports/Events) (Download) PR:187, LAP-PR-018, Promotion, Sports Marketing
Price: $68.00
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Item #: LAP-PR-187 -

"Out-of-the-box” sales promotions catch people's attention, create excitement for the game or event, and stand out from the crowd of competitors. Teach your students how to identify great ideas for these one-of-a-kind opportunities. LAPs 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 "out of the box" sales promotions for sports/events, a (So...

LAP-PR-136, Play to the Fans (Building Fan Support) (Download) PR:136, LAP-PR-019, Promotion, Sports Marketing
Price: $68.00
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Show your students how sport/event businesses use PR and publicity to influence public perceptions. The images created by events, sports, and the athletes and entertainers who appear at them have a tremendous impact on fans. Play to the Fans (Building Fan Support) will teach your students the strategies sport/event businesses use to create and maintain a positive image, build goodwill, and manage unpredictable publicity through effective PR efforts. Videos, activities, and more reveal...

LAP-SE-874, Objection Overruled (Converting Objections Into Selling Points) (Download) SE:874, LAP-SE-100
Price: $68.00
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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-374, Show and Tell (Product Demonstration) (Download) SE:374, LAP-SE-103
Price: $68.00
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When it comes to convincing customers of their need for products, “seeing is believing.” In this LAP, students will gain hands-on experience planning and executing a product demonstration. They will learn how to select the right product to demonstrate, how to choose the appropriate product features to highlight, and how to handle interruptions during the demonstration. LAPs are comprehensive instructional packages that include all elements of a performance-oriented lesson plan. This LAP...

LAP-SE-895, Wrap it Up (Closing Sales) (Download) SE:895, LAP-SE-107, Selling
Price: $68.00
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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-811, Decisions, Decisions, Decisions (Helping Customers Make Buying Decisions) (Download) SE:811, Selling, LAP-SE-108
Price: $68.00
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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-883, Whats the Motive? (Determining Buying Motives) (Download) SE:883, Selling, LAP-SE-109
Price: $68.00
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Item #: LAP-SE-883 -

Buying motives affect us every day – whether we know it or not. From a trip to our favorite grocery store to that new pair of shoes we just had to have, every purchase we make is driven by underlying motives. In this LAP your students will gain an in-depth understanding of buying motives – what they are, why they’re so important to salespeople, and how to effectively identify them. LAPs are comprehensive instructional packages that include all elements of a performance-oriented lesson plan....

LAP-SE-875, Up the Ante (Suggestion Selling) (Download) SE:875, LAP-SE-110
Price: $68.00
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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-114, Get Specific (Recommending Specific Products) (Download) SE:114, Selling, LAP-SE-111
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Item #: LAP-SE-114 -

Part of being a salesperson involves recommending specific products to customers based on their needs and wants. Sounds easy – but it can be more complicated than it seems! In this LAP, students will learn how to recommend products in various tricky situations, such as when the product that a customer requests is out of stock, or doesn’t suit his/her unique needs. In the Gray Zone, students will examine the ethicality of “trading up,” or recommending a product that is more expensive than...

LAP-SE-810, Typecasting (Addressing Needs of Individual Personalities) (Download) LAP-SE-112, SE:810, Selling
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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-109, Find Features, Boost Benefits (Feature-Benefit Selling) (Download) SE:109, LAP-SE-113
Price: $68.00
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Item #: LAP-SE-109 -

Customers have lots of choices in today's competitive market, so how can your students make their products stand out? With this LAP, your students can learn to use feature-benefit selling to translate their product features into benefits. 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 feature-benefit selling,...

LAP-SE-828, Keep Them Loyal (Key Factors in Building Clientele) (Download) SE:828, LAP-SE-115, Selling
Price: $68.00
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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-001, Digging for Sales (Prospecting for Customers) (Download) SE:001, Selling, LAP-SE-116
Price: $68.00
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Item #: LAP-SE-001 -

Prospecting for customers is a vital component of successful selling. In this LAP, students will learn why prospecting is so important and how they can demonstrate this necessary skill. In the activities, students will practice prospecting by identifying potential customers for a product they are selling. 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!...

LAP-SE-017, Sell Away (The Nature and Scope of Selling) (Download) SE:017, LAP-SE-117, Careers
Price: $68.00
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Item #: LAP-SE-017 -

Your students might not think selling has much to do with their lives. But good sales skills can help them at home, at school, and on the job, even if they don't work in sales! Help your students learn the traits of successful salespeople with Sell Away. 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 the...

LAP-SE-057, Follow Up! (Follow-Up Strategies) (Download) SE:057, LAP-SE-119, Selling
Price: $68.00
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Item #: LAP-SE-057 -

It's not over until it's over! Follow-up is an important part of selling. With your students, explore topics like why follow-up is important, what follow-up looks like, and how successful salespeople determine which follow-up strategies to use. By delving into the ‘who, what, when, where, why, and how’ of follow-up, your students can add this beneficial skill to their selling toolboxes in no time! LAPs (Learning Activity Packages) are comprehensive instructional packages that include all...

LAP-SE-932, Sell Right (Selling Policies) (Download) SE:932, LAP-SE-121
Price: $68.00
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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...