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Junior and Senior level Ag Bus. | |Colorado Agriscience Curriculum

|Section: |Advanced Agribusiness |

|Unit: |Agricultural Sales |

|Lesson Title: |Closing the Sale |

|Colorado Ag Education Standards| |

|and Competencies |AGB11/12.06 - The student will demonstrate teaming skills through problem solving activities in agriculture |

| |business management. |

| | |

| |Identify situations where compromise is necessary. |

| | |

| |Give and receive constructive criticism. |

| | |

| |Conduct a sales/promotion activity. |

| | |

| |Prepare and present a group presentation. |

| | |

|Colorado Model Content |Math—Leave blank for now |

|Standard(s): | |

| |English—Leave blank for now |

|Student Learning Objectives: |English Standard 1: Students read and understand a variety of materials. |

| | |

| |English Standard 2: Students write and speak for a variety of purposes and audiences. |

| | |

| |English Standard 3: Students write and speak using conventional grammar usage, sentence structure, |

| |punctuation, capitalization, and spelling. |

| | |

| |English Standard 4: Students apply thinking skills to their reading, writing, speaking, listening, and |

| |viewing |

| | |

| |English Standard 5: Students read to locate, select, and make use of relevant information from a variety of |

| |media, reference, and technological sources. |

|Time: |One 50 minutes class |

|Resource(s): |Agribusiness. Gibson, Usry, Hass, Liles, Moore. (2001) Interstate Publisher |

|Instructions, Tools, Equipment,|Italicized words are instructions to the teacher, normal style text is suggested |

|and Supplies: |script. |

| |Equipment: Computer and Projection Unit for PowerPoint. |

| |Supplies (optional): A film clip of QVC (home shopping station) or an infomercial where a product is being |

| |sold. |

| |PowerPoint presentation. |

| |Lesson plan. |

| |Copies. |

| |Construction paper and markers or crayons. |

| |Slide 3 in the PowerPoint cut up. |

|Interest Approach: |Welcome to class amazing Ag Business minds. Who has seen an infomercial or watched QVC? |

| |Show infomercial or simply discuss the following questions. Can someone explain what they want you to do? |

| |What is the purpose of an infomercial? What do they do to try and get you to buy? What specifically do they|

| |do or say? What was most interesting about the commercial? What have you been tempted to buy? Why? |

| |Fabulous discussion! Today we are going to talk about how sales people get consumers to purchase items. |

|Objective 1: |The student will define closing a sale. |

| |Now when I say “Closing” we are going to break into groups of two. You will need to find someone who has the |

| |same type of shoes you have, example – boots, tennis shoes, sandals, etc. Please grab a piece of |

| |construction paper and take three minutes to determine a definition for closing the sale. Write it on the |

| |construction paper and be prepared to share you definition with the class. Any questions? Closing. |

| |Facilitate a discussion on the definitions they came up with. Hopefully they should each have the word |

| |agreement or a similar word in them. Then either you or a student could capture the words they come up with |

| |on the writing surface. You all came up with great definitions. |

| |Now lead them to objective 1 with the PowerPoint or class discussion and have them capture the definition in |

| |their notebooks. |

| |1. What is closing a sale? |

| |It is one of the final steps in the selling process when the salesperson asks the customer if he or she is |

| |ready to buy. |

| |You should close the sale when the customer is highly interested in product. |

|Objective 2: |The student will demonstrate the nine different ways to close a sale. |

| |Now that we know the definition of closing a sale, lets take a closer look at the different ways to close a |

| |sale. Please capture the following in your notebooks. |

| |How do you close a sale? |

| |There are nine different ways to close a sale. |

| |Direct Close |

| |A direct close is when a salesperson asks for the order. |

| |Briefly restate the products benefits. |

| |No nonsense approach. |

| |Best used when you feel the customer is going to buy the product. |

| |Summary Close |

| |A summary close is when the salesperson summarizes the features, advantages, and benefits of the product. |

| |You must use another type of close to truly close the sale with this type of close. |

| |Alternative Choice Close |

| |The alternative choice close gives the customer a choice of products rather than asking them to buy or not to|

| |buy. |

| |Order Blank Close |

| |The order blank close uses an order blank to get more information from the customer on what they want in |

| |their product. |

| |This close is used best when the salesperson has a hard time keeping the buyer focused on the sale. |

| |Impeding Event Close |

| |The impeding event close uses an event to make the consumer buy. |

| |These events include change in shipping rates, price increase, or a shortage of the product. |

| |The event must be based on truth or the buyer – salesperson relationship is harmed. |

| |Call Back Close |

| |The call back close is used with large sales. This close allows the consumer time to get additional |

| |information, think about their decision, or work out credit issues. |

| |This close requires that the salesperson returns to finish the sale. |

| |Trial Order Close |

| |The trial order close is used when you want a customer to try out a product to close the sale. |

| |This is the easiest close but some products cannot be used and returned such as fertilizer, seed, etc. |

| |Balance Sheet Close |

| |The balance sheet close requires that the salesperson creates a list of pros for buying the product and the |

| |customer creates a list of cons for not buying the product. |

| |Another method of closing is also required for this closing. |

| | |

| |Now that we have the nine ways of closing a sale in our notebooks, we are going to demonstrate each method. |

| |Cut out the different ways to close a sale on Slide 3 in the PowerPoint Presentation to allow students to |

| |randomly draw a way to close the sale. When I say “Demo” please get into groups of two by finding someone |

| |who has the same color eyes as you. “Demo” |

| |Now each group is going to draw one of the ways to closing a sale. You and your partner are going to come up|

| |with a minute presentation on how you would close the sale for our ___________________ (include the type of |

| |fundraisers you do examples – fruit sales, sausage sales, etc.) fundraiser utilizing the type of sale you |

| |drew. You will have 5 minutes to come up with your presentation. Dazzle me with your brilliance! |

| |Allow student to present their presentations. Recap the key points with the class regarding types of sale |

| |after each presentation. |

| |You guys amaze me! Nice job! Let’s take a look at why we need to close a sale. |

|Objective 3: |The student will explain why closing a sale is important. |

| |Please take 1 minute to think about why closing a sale is important. When you have an idea please stand. |

| |Once all students are standing continue. |

| |Can I have a volunteer? Thank you ____________. Please record all of our answers on the writing surface. |

| |Elicit responses. Excellent job! Please capture the following. |

| |PowerPoint Slide 12 Why is closing a sale important? |

| |Closing the sale is the most important part of the sales process because it is the reason people sale. If |

| |you don’t get someone to buy your product there is no reason to sell it. |

| |Great job students! Closing a sale is essential to make sure you actually get a sale. |

|Review/Summary: |Please choose one of the types of closing you think suits your personality the best and explain why you |

| |choose that type of close. |

|Application--Extended Classroom|Have students watch around them for people closing sales on TV, at school, at work, etc. Ask them to write |

|Activity: |down several examples of where they have seen people closing sales in their every day lives. |

|Application--FFA Activity: |Encourage students to participate in the Ag Sales CDE. |

|Application--SAE Activity: |Have students evaluate how they sell items in their SAE. For example if they have an entrepreneurship where |

| |they market beef animals, how do they typically sell their animals. If they were to directly sell them to an|

| |individual what type of closing might work best for them and why. If they are a placement individual have |

| |them look at a product or service that is sold and evaluate how they might close a sale utilizing the |

| |different closing sale techniques. |

|Evaluation: |See Evaluation Below |

|Evaluation Answer Key: | |

| |It is one of the final steps in the selling process when the salesperson asks the customer if he or she is |

| |ready to buy. |

| |Student answers will vary. |

| |Some products cannot be used and returned such as fertilizer, seed, etc. |

| |Closing the sale is the most important part of the sales process because it is the reason people sale. If |

| |you don’t get someone to buy your product there is no reason to sell it. |

| |T |

| |F |

| |T |

| |T |

| |F |

| |T |

Closing the Sale Evaluation

Name: _________________________

Date: __________________________

1. What is closing a sale?

2. What type of closing a sale do you prefer and why?

3. What is the problem with the trial order close?

4. Why is closing a sale important?

5. T F A direct close is when a salesperson asks for the order.

6. T F A summary close is when the salesperson gives the customer a choice of products rather than asking them to buy or not to buy.

7. T F The order blank close uses an order blank to get more information from the customer on what they want in their product.

8. T F The alternative choice close gives the customer a choice of

Products.

9. T F The impeding event close requires the salesperson to repeat the call.

10. T F The balance sheet close requires a list of pros and cons for buying or not buying the product.

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