1. Course Outline 6 units over 2 years 100% coursework, no exams
All work submitted MUST be your own (plagiarism)
All work MUST meet set deadlines
Aim is to do 1 unit per term.
Lesson structure

2. Pet hates…! Talking when I am talking!
Talking when someone else is talking!
Not taking part in group discussions – letting others do all the work!
Sneaky eating!!!!
Sneaky mobiles!!!!

3. Questions to think about....
Why are sales important to a business?
Why do you think a business needs sales people?

4. LESSON TITLE: The Role of Sales Staff (P1)
CF: Communication (P4), to communicate your ideas effectively through using a range of different tools.
LEARNING OBJECTIVES:
LO1) Describe in basic terms, why sales are important to a business (Guided - Regular)
LO2) Explain the role of sales staff in a business (Regular - Strong)
LO3) Evaluate how beneficial sales staff are to a business (Advanced)

5. STARTER: Questions to think about…
(10mins)
TASKS: Brainstorm possible ideas under given themes
Complete P1 criterion
Extension: Evaluate how beneficial sales staff are to a business (LO3).
PLENARY: Gap-fill activity (10mins)

6. LO2: The Role of Sales Staff
First point of contact/to represent the company
Gathering feedback
Develop
customer
care
Provide info to customers
To find out what the customer wants and to match products
To sell products/ services
Purpose Of
Sales
Personnel

7. LO2: The Role of Sales Staff
To sell products/services -
Products: tangible, services: intangible
A good sales person will match the product to the customer’s needs/wants.
Sales staff sell products/services which bring in sales revenue for the business.
Sales staff can cross-sell for example if
a customer was buying an iPhone, the sales person
could recommend s/he buys a case to go with it.
- Sales staff can up-sell, by suggesting a better, more expensive alternative to the customer.
BACK

8. LO2: The Role of Sales Staff
To find out what the customer wants/needs- Some features are more important to some people than others: Price Availability Features/performance Appearance Personal circumstances Additional benefits i.e. guarantee
BACK

9. LO2: The Role of Sales Staff
Providing info/services to customer -
The sales person provides information about a product/service to try and persuade the customer to buy it.
Info such as how it works, features etc
The sales person explains how buying the product/service will meet all the customer’s needs.
BACK

10. LO2: The Role of Sales Staff
Developing Customer Care -
Looking after the customer.
Being friendly and approachable.
Making sure the customer leaves the store happy and thinking they have had a good experience.
‘Customer is always right’ approach.
BACK

11. LO2: The Role of Sales Staff
Gathering Feedback -
Getting as much information about the customer can help sales people respond directly to their needs.
For example: a mobile phone sales person could find out from a customer what their job is, if they worked as a manager, they could try and sell them a Blackberry or iPhone or iPad.
BACK

12. LO2: The Role of Sales Staff
Representing the Company -
The face of the company
An ambassador
First point of contact
BACK

13. LESSON TITLE: The Role of Sales Staff (P1)
CF: Communication (P4), to communicate your ideas effectively through using a range of different tools.
LEARNING OBJECTIVES:
LO1) Describe in basic terms, why sales are important to a business (all)
LO2) Explain the role of sales staff in a business (most)
LO3) Evaluate how beneficial sales staff are to a business (some)

14. P1: Referencing
All resources must be referenced accurately! You work MUST be OWN!!! In your text: [source: accessed 22 July 2011] In your bibliography: Stretch, B. (2007) BTEC National Health and Social Care, Oxford, Heinmann Education Limited