School Polytechnic University of the Philippines Grade Level Grade 12

Teacher Melanie L. Aydalla Learning Area Sales and Marketing

Demo Teaching Date January 13, 2024 School Year/Semester 2023-2024/ Semester 1

A Complete Guide to Standard Selling Process

Teaching Time 9:000am Unit Topic
for B2B and B2C

I. Learning Objectives
A. Content Standard Demonstrate understanding of the concept of standard selling process for Business to Business (B2B) and Business to Customer (B2C)

B. Performance Standard The learners shall be able to analyze persuasive techniques used selling process and apply them in creating their own sales pitches.

C. Big Idea Potential salespeople recognize that the standard selling process is very vital to becoming an effective marketing arm for a company.

II. CONTENT
A. Topic A Complete Guide to Standard Selling Process
for B2B and B2C

B. References Complete Guide to the 7-Step Selling Process

A Complete Guide to the 7-Step Selling Process | Indeed.com

III. PROCEDURE
A. Motivation and Initiatory Watch, Think, and Share Activity
Activity
Have you ever tried to sell or convince people to buy your product or service? Or have you ever had the experience of being convinced
by a salesperson or sales agent to buy a product or service that you don't really need?

I want you to focus on the brief but famous movie with the title "The Wolf of Wall Street" and see how it opens up your idea of what
should be considered when selling a product. Come and join me with your imagination, and let your creativity shine in selling products
and services. But, before watching, here is a guide question that you need to answer after watching a movie clip.

(2196) The Wolf of Wall Street - Sell me this pen. - YouTube

Guide Question:

Share your personal experience of a persuasive sales pitch that influenced your decision to purchase a product or service?

B. Presentation of the Aim Today, we will learn about the concept of Inclusive Education and the teaching practices that we can do in our classrooms to ensure inclusive
teaching and learning.

C. Students’ Activity Collaborative Activity (Discovery Approach)

Students will be grouped into 4. Each will be given copies of DepEd Order No. 23, series 2022 which is about the implementation of
inclusive education in schools. They will read the material to be able to answer the Guide Questions.

Guide Questions:
1. What is Inclusive Education?
2. Who are considered Learners with Disabilities (LWDs)?
3. Think of one teaching practice you can use in class that shows equity among students.
D. Analysis Analytical Questions

1. As a teacher, how can we practice inclusivity in class?

2. What specific teaching practices we can use that will allow equal opportunity for learning for all our students?
E. Application
As future teachers, the first week
of classes is crucial in
establishing relationship, routines,
classroom management, etc. with
your students. A good start will
help you finish successfully your
first school year. In preparation,
write a reply to the letter sent by
one of students. In writing,
consider you are not just writing
to one, but to all of your students.
You can use the salutation,
Dearest Grade 7- Jose Rizal students,

(Social-Emotional Learning,
Creative Thinking, Problem
Solving, Communication)
(Integration with English
subject)
F. Assignment Home Task (Deeper Learning/Experiential Learning)

Conduct a simple fieldwork to look for school-age children in your place just within your Barangay who did not enroll this school year.

Tell your experience by writing a 3-paragraph essay on the result of whether all school-age children in your area are enrolled or if there
are who are not. Do not mention the name of children for Data Privacy but you may include the gender, age, and reason. The last
paragraph should contain your reflection. Use A4 size, Arial 11, and 1.5 spacing. Turn-in your work on or before our next meeting in
our Google Classroom.

Melanie L. Aydalla
Teacher
Subject: Sales and Marketing
Grade Level: Grade 12
Objective: Demonstrate understanding of the concept of the selling process to grade 12 students

Learning across curriculum:

1) English - Persuasive Writing: Students will learn how to effectively communicate their ideas and arguments, which is crucial in sales and marketing. They will
understand the importance of using persuasive language and techniques to convince potential customers.
2) Math - Financial Analysis: Students will learn how to analyze financial data and calculate profit margins, sales projections, and return on investment. These
skills are essential in sales and marketing to evaluate the success of a campaign or product.
3) Psychology - Consumer Behavior: Students will study human behavior and understand the factors that influence consumer decision-making. This knowledge
will help them develop effective marketing strategies that appeal to the target audience.

Review Motivation:
1) Role-Playing: Divide the class into groups and assign each group a different product or service. Each group will create a sales pitch and present it to the class.
This activity will allow students to actively engage in the selling process and showcase their creativity and communication skills.
2) Interactive Quizzes: Create an interactive quiz using online platforms or classroom response systems. The quiz will include questions related to sales and
marketing concepts. This activity will create a competitive and engaging environment, motivating students to actively participate and demonstrate their
understanding of the topic.
3) Guest Speaker: Invite a successful salesperson or marketing professional to share their experiences and insights with the class. This will provide real-life
examples and inspire students to pursue careers in sales and marketing.

Activity 1: Sales Pitch Creation

[Teaching Strategy: Cooperative Learning]
Materials: Product samples, laptops or tablets, presentation software
Significance: Students will work in groups to create a sales pitch for a specific product or service. They will apply their understanding of the selling process and
persuasive techniques to develop an effective pitch.
Instructions:
1) Assign each group a different product or service.
2) Research the target audience, market trends, and competitors.
3) Develop a sales pitch that highlights the unique selling points and benefits of the product/service.
4) Create a visually appealing presentation using appropriate software.
Rubric:
- Content and clarity of the pitch: 20 pts.
- Use of persuasive techniques: 15 pts.
- Presentation skills: 10 pts.
Assessment Questions:
1) What are the key elements of a successful sales pitch?
2) How can you adapt your sales pitch to different target audiences?
3) Explain the importance of using persuasive language in a sales pitch.

Activity 2: Financial Analysis

[Teaching Strategy: Problem-Based Learning]
Materials: Financial statements, calculators, laptops or tablets
Significance: Students will analyze financial data to evaluate the success of a sales and marketing campaign. They will apply their mathematical skills to calculate
key financial metrics.
Instructions:
1) Provide students with financial statements of a company before and after a sales and marketing campaign.
2) Calculate the profit margin, sales growth rate, and return on investment (ROI).
3) Analyze the data and write a report evaluating the effectiveness of the campaign.
Rubric:
- Accuracy of calculations: 20 pts.
- Analysis of financial data: 15 pts.
- Evaluation of campaign effectiveness: 10 pts.
Assessment Questions:
1) What financial metrics are important to evaluate the success of a sales and marketing campaign?
2) How can financial analysis help in decision-making for sales and marketing strategies?
3) Explain the concept of return on investment (ROI) and its significance in sales and marketing.

Activity 3: Consumer Behavior Case Study

[Teaching Strategy: Case Studies]
Materials: Case study scenarios, laptops or tablets
Significance: Students will analyze real-life case studies of consumer behavior and apply their understanding of the selling process. They will identify factors that
influence consumer decisions and develop strategies to effectively market to different consumer segments.
Instructions:
1) Provide students with case study scenarios involving different consumer behavior situations.
2) Analyze the factors influencing consumer decisions and identify marketing strategies that would be effective in each case.
3) Present their analysis and recommendations to the class.
Rubric:
- Analysis of consumer behavior: 20 pts.
- Identification of effective marketing strategies: 15 pts.
- Presentation skills: 10 pts.
Assessment Questions:
1) What are the key factors that influence consumer behavior?
2) How can marketers use consumer behavior insights to develop effective marketing strategies?
3) Explain the concept of segmentation and targeting in marketing.

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ANALYSIS:
Activity 1 - Students demonstrated a clear understanding of the selling process through their sales pitches. They effectively used persuasive techniques and
showcased their presentation skills. This activity connected to the objective by allowing students to apply their knowledge in a practical and creative way.
Activity 2 - Students accurately calculated financial metrics and analyzed the data to evaluate the effectiveness of a sales and marketing campaign. This activity
connected to the objective by integrating mathematical skills with sales and marketing concepts.
Activity 3 - Students analyzed real-life case studies of consumer behavior and identified effective marketing strategies. This activity connected to the objective by
deepening their understanding of the factors that influence consumer decisions and how to effectively target different consumer segments.

ABSTRACTION:
The main point of the objective is for grade 12 students to demonstrate their understanding of the concept of the selling process. They should be able to apply
persuasive techniques, analyze financial data, and comprehend consumer behavior to develop effective marketing strategies. By understanding these concepts,
students can become successful sales and marketing professionals in the future.

APPLICATION:
Task 1 - Students will create a social media marketing campaign for a product or service. They will develop engaging content, target specific consumer segments,
and measure the campaign's success using analytics tools.
Task 2 - Students will conduct a market research survey to gather data on consumer preferences and behaviors. They will analyze the data and develop
recommendations for a company's marketing strategy.

ASSESSMENT:
[Teaching Strategy: Inquiry-Based Learning]
[Instructional Materials: Survey questionnaires, laptops or tablets]
Question 1: How can you effectively measure the success of a social media marketing campaign?
Question 2: What are the key insights you gained from the market research survey?
Question 3: Explain the importance of continuous learning and adaptation in sales and marketing.

Assignment:
1) Assignment Overview: Students will analyze a real-life sales and marketing campaign and write a critical analysis report. They will evaluate the effectiveness of
the campaign, identify strengths and weaknesses, and provide recommendations for improvement.
2) Assignment Question: Choose a recent sales and marketing campaign and critically analyze its effectiveness. Evaluate the messaging, target audience, and
overall impact. Provide recommendations for improvement based on your analysis.
Please note that the rubrics, assessment questions, and assignment questions provided above are just examples. They can be adjusted or modified based on the
specific needs and requirements of the class.

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1) English Language Arts: Students will analyze persuasive techniques used in advertising campaigns and apply them
to their own sales strategies. This connects to the objective as it enhances their understanding of effective
communication in selling products or services.
2) Mathematics: Students will calculate profit margins, sales projections, and discounts. This connects to the objective
as it helps them understand the financial aspects of selling and pricing strategies.
3) Social Studies: Students will examine the impact of globalization on sales and marketing. This connects to the
objective as it broadens their understanding of the global market and the need for unique strategies in selling
products or services.

ENGAGE:
1) Teaching Strategy: Role-Playing
Instructional Materials: Product samples, props
1) Idea - Divide the class into pairs and assign each pair a product or service. Each pair will then create a short role-
play scenario where they demonstrate the standard selling process and unique strategies for their assigned product or
service.
2) Idea - Conduct a Guess the Product activity where students are shown images or descriptions of products and they
have to guess the unique selling point or strategy behind each one.
EXPLORE:
Activity 1: Sales Pitch Competition
Teaching Strategy: Cooperative Learning
Materials: Flipchart paper, markers, timer
Significance: This activity allows students to apply the standard selling process and develop unique strategies in a
competitive and collaborative setting.
Instructions: Divide the class into groups of 4-5. Each group will choose a product or service and create a sales pitch
presentation. They will present their pitch to the class, highlighting the standard selling process and unique strategies
they have developed. The rest of the class will provide feedback and vote for the best pitch.
Rubric:
- Content and clarity of the sales pitch (15 pts)
- Use of the standard selling process (10 pts)
- Creativity and uniqueness of strategies (10 pts)
Assessment Questions:
1) What are the key components of the standard selling process?
2) How did your group develop unique strategies to sell your chosen product or service?
3) How did you incorporate persuasive techniques in your sales pitch?