1. Week March 30, 2015 – April 3, 2015 DECA NEWS: CAREER FAIR IS FRIDAY! Be sure to visit all of the people here to help you with your future! Sign up for Meet in the Middle so you can get a free t-shirt! And sign up for Relay for Life team – Free t-shirt if you turn in over $100 by April 10 – online! And get ready for Officer Campaigning!!! Due This Week: Unit 5 (Chapters 12, 13, 14, 15, 16) Vocabulary & Assessments DUE LAST WEEK! UNIT 5 TEST DUE THURSDAY! SELLING PROJECT DUE April 1st

2.  Early Work: What are seven methods of answering objections?  Today’s Objective: Selling Products & ServicesSelling Products & Services  Activities  Vocabulary Vocabulary  Quiz 5  Work on Sales Project  Homework: Be ready to sell on Wednesday! ☞ Point of the Day: Looking for new customers is called prospecting – Keep Your Eyes Open! The most wasted of all days is one without laughter! Magic Monday Morning – Manners Moment

3.  Early Work: What are three ways to determine customer needs?  Today’s Objective: Selling Products & ServicesSelling Products & Services  Activities  Be sure to turn your test in by Thursday  Continue/Finish work on your project  Video Clip  Homework: Presentations tomorrow!! ☞ Point of the Day: Sales people earn commission, straight salary, or a combination of these. The free thinking of one age is the common sense of the next. Tough Tuesday – Name that Company

4.  Early Work: How do you make the product presentation come alive?  Today’s Objective: Selling Products & ServicesSelling Products & Services  Activities  Presentations today  OR turn in your sales  Homework: Finish and turn in your Unit 5 Test ☞ Point of the Day: To prepare for the sale, you must know your product and company policies. Live by your words. Wicked Work Wear Wednesday & Role Play Day!

5.  Early Work: Newspaper Day – The Free Lance Star What are Objections? What are the 5 most common in sales settings?  Today’s Objective: Selling Products & ServicesSelling Products & Services  Activities  Presentations Continue  Turn in your UNIT 5 TEST today!  Homework: finish your journal early! ☞ Point of the Day: The way you physicaly present a product to the customer presents an image of its quality. The ultimate measure of a man is where he stands at time of challenge and controversy. Thundering Thursday – Share a Weird Fact today!

6.  Early Work: What are the four specialized methods for closing the sale?  Today’s Objective: Selling Products & ServicesSelling Products & Services  Activities  Career Fair Today  Journal – “What do I think about Customer Service – more than just manners?”  Homework: Have a great Spring Break! ☞ Point of the Day: ANPOCS + RELATIONSHIPS HAVE PASSION FOR ALL YOU DO! Foxes Friday - The Week’s Wrap-Up & Good News!

7. All Vocab & Assess DUE FRIDAY 3/27/15  Customer relationship management  Call Report  Sales Quota  Personal selling  Organizational selling  Cold Call  Telemarketing  Extensive decision making  Limited decision making  Routine decision making  Merchandising  Feature-benefit selling  Product features  Physical Features  Extended Product Features  Customer benefits  Selling Points  Buying Motives  Rational motives  Emotional motives  Patronage Motives  Prospecting  Prospect  Referrals  Endless-Chain Method  Cold canvassing  Greeting approach  Service approach  Merchandise approach  Nonverbal communication  Open-ended questions  Layman’s terms  Objections  Excuses  Objection analysis sheet  Substitution method  Boomerang method  Superior-point method  Third-party method  Closing the sale  Buying signals  Trial close  Which close  Standing-room-only close  Direct close  Service close  Suggestions selling  Sales check  Layaway  On-approval sale  Cash-on-delivery (COD) sale  Sales tax  Allowance  Universal Product Code (UPC)  Point-of-sale (POS) system  Till  Opening cash fund ASSESSMENTS: Pg 291 - #2-9 Pg 315 - #2-9 Pg 335 - #2-9 Pg 359 - #2-9 Pg 385 - #2-9

8. Selling Products & Services  97 - Identify the various types of selling and the tools used for each.  98 - Explain the importance of customer service.  99 - Describe how to receive and handle customer complaints.  100 - Explain customers' buying motives.  101 - Demonstrate the selling process for a selected product or service.  102 - Explain the function of a planogram in selling merchandise.  103 - Process a sale. CTE Competencies Linked to SOLs

9. Now you are a Super Salesperson! You have all the tools and know all the steps to be great at sales. Will you use these?

10.  R-E-S-P-E-C-T EVERYTHING!!!  Your supplies – bring your stuff every-day! Bring your book every-day! Bring your notebook & composition book every- day! Bring pen/paper/thinking cap/open mind ever-day!  Place all bags on the floor under your table!  Wait for Teacher instruction before beginning activity!  Passes out of Class - No Exit First 10/Last 10  One person out of room at a time  Pass Board – USE IT!  Keep it short!  Stay in your seat until you are dismissed from class – the bell tells Teacher when class is over; Teacher then dismisses you.  No talking while Teacher or others have the floor.  Watch your language and mind your manners, please.  All School Rules will be followed without question.