The selling process is a complex procedure that varies
across industries, products, and customers. In this LAP, students will gain
valuable insight into the selling process that will help them in their current or
future roles as salespeople. They’ll learn what steps are involved, how those
steps are implemented differently across situations, and why the sales process
matters to salespeople, companies, and customers.
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 the selling process, 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 19 slides.