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 plan. This LAP includes a student handout (with CopyIT! permission) that includes information about selling policies, a (So What?) discussion of why it's important to learn, ideas (Make it Pay!) for immediate application, and a short (Gray Zone) case addressing ethical issues. The instructor section features a comprehensive discussion guide, complete practice- (short answer) and post-tests (multiple-choice) with descriptive keys, student activities, and more.
As an added bonus, instructors will receive a second version of the student guide—in color and designed specifically for use on electronic devices. This additional student guide is easier for instructors to share with students via email, shared drive, or learning management system and easier for students to view and read electronically. Click here for a sample of the bonus student section.
Bring your discussions to life with our PowerPoint presentation featuring a broad range of graphics and special effects to help keep students interested. This professionally produced presentation consists of 29 slides.
Feedback
"The group activities will allow for great group discussion, and individual activities are great for information reinforcement. The problems presented are thought provoking and can lead to jump-off discussions." - Lynn Pitchford, Tabb High School, VA