Salesmanship – SS1, SS2 & SS3 Curriculum; Scheme of Work; Assessment Tests

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ASSURE Educational Services has put-together the scheme of work on Salesmanship  – SS1, SS2 and SS3 based on the National Curriculum and the syllabus of WAEC and NECO. All the topics highlighted in the National Curriculum and the syllabus of WAEC and NECO have been accommodated in our Scheme of Work.

End of term Assessment Tests in SS1, SS2 and SS3 alongside Overall Assessment Tests are available. Schools may adopt our scheme of work because of its simplicity and ease of monitoring of academic activities.

The Scheme of Work stated below is inexhaustible. Schools are encouraged to input weeks and periods of completion of topics in accordance with the academic calendar, number of students and available classes.

SS1 Salesmanship – 1st Term Scheme of Work

Class Term Main Topics Sub-Topics Contents
SS1 1st Term PRINCIPLE OF SALESMANSHIP  Introduction To Salesmanship i. Definition of salesmanship.
ii. History of salesmanship.
iii. Development of salesmanship in Nigeria
iv. Importance of salesmanship.
Concept Of Salesmanship i. Explanation of basic terms in salesmanship;
(a) Selling,
(b) Consumer satisfaction,
(c) Profit maximization.
ii. The meaning and application of the concept of salesmanship.
iii. The objectives of the salesman to;
(a) the company,
(b) Himself,
(c) Customer,
Characteristics Of A Salesman Motivation, Friendliness, Confidence,
Persuasiveness and Politeness.
Functions Of A Salesman to: i. Customers,
ii. Company,
iii. Government,
iv. Public or its environment.
Salesmanship And Marketing i. The relationship between salesmanship and marketing,
ii. The differences between salesmanship and marketing,
iii. The skills needed in salesmanship.
Job/ Career Opportunities In Salesmanship i. Relevance of salesmanship as a course of study
ii. Self reliance/employment
Types Of Salesman i. Industrial Salesman,
ii. Sales Representative/ marketing Representative
iii. Retail salesman,
iv. Wholesale Salesman,
v. Functions of each type.

SS1 Salesmanship 1st Term Lesson Notes; Evaluation Tests
Lesson One: History of Salesmanship – Click Here!
Lesson Two: Concept of Salesmanship – Click Here!
Lesson Three: Functions and Characteristics Of A Salesman – Click Here!
Lesson Four: Salesmanship And Marketing – Click Here!
Lesson Five: Job Opportunities And Salesmanship – Click Here!
Lesson Six: Types Of Salesmanship – Click Here!
Evaluation Tests on SS1 Salesmanship 1st Term Lesson Notes – Click Here!

SS1 Salesmanship – 2nd Term Scheme of Work

Class Term Main Topics Sub-Topics Contents
SS1 2nd Term SALES MANAGEMENT Sales management i. Definition of sales management,
ii. Roles and techniques of a sales manager,
iii. Sales decisions,
iv. Factors affecting sales,
v. Company objectives and sales force decision,
vi. Roles of sales force.
Sales Forecasting i. Definition of sales forecast,
ii. Methods of sales forecasting,
iii. Uses and users of sales forecasting,
iv. Advantages and Disadvantages of Sales forecasting,
v. Meaning of market survey,
vi. Importance of market survey to salesman and producer.
ii. Types of advertising
iii. Types of advertising media,
iv. Advantages and disadvantages
v. Reasons for advertising to the company and the salesman.
Communication Process i. Definition,
ii. Means,
iii. Importance of communication to salesman.
iv. Barriers in communication.
Branding  And  Packaging i. Definition of Branding and Packaging,
ii. Types,
iii. Importance,
iv. Advantages and disadvantages.
Promotion i. Definition,
ii. Types
iii. Sales Incentives
(a) Gift items,
(b) Discounts- Trade/ Cash, seasonal, quantity
iv. Importance of promotion to salesman
v. Advantages and disadvantages of promotion.

SS1 Salesmanship 2nd Term Lesson Notes
Lesson 1: Sales Management – Click Here
Lesson 2: Sales Forecasting – Click Here!
Lesson 3: Advertising – Click Here!
Lesson 4: The Communication Process – Click Here!
Lesson 5: Branding – Click Here!
Lesson 6: Packaging – Click Here!
Lesson 7: Promotion – Click Here!

SS1 Salesmanship – 3rd Term Scheme of Work

Class Term Main Topics Sub-Topics Contents
SS1 3rd Term PRICING AND DEMAND Pricing i. Definition,
ii. Importance of price fixing.
iii. Methods/Strategies used in price determination,
iv. Advantages and disadvantages of price fixing.v. Effect of price changes and customers behaviour
vi. Problems of pricing.
Demand i. Meaning and types,
ii. Factors affecting demand,
iii. Laws of demand,
iv. Effects of a change in demand,
v. Market forces and pricing.
Cost  Base i. Definition of cost,
ii. Types of cost,
iii. Differences between types of cost.
iv. Determinant of cost,
v. Theory of cost
vi. Analysis/ Calculation of cost and profit.
Discounts i. Definition,
ii. Types,
iii. Importance and reasons for giving discounts to customers,
iv. Differences between the various types of discounts.

SS2 Salesmanship – 1st Term Scheme of Work

Class Term Main Topics Sub-Topics Contents
SS2 1st Term CONSUMER BEHAVIOUR Consumer i. Definition,
ii. Meaning of consumer market,
iii. Meaning of consumer behavior,
iv. Factor affecting consumer buying behavior
v. Types of buying decision,
Decision Process i. Meaning,
ii. Relationship between decision process and sales,
iii. Method of decision process,
iv. Hierarchy of needs
(a) Psychological needs,
(b) Sociological needs,
v. Factor affecting consumer decision making
vi. Effect of consumer decision on sales,
vii. Reasons for consumer decision
viii. Problems associated with consumer decision process.
Environmental Factors Affecting Consumer Behaviour i. Sociological factors:
(a) Urban and Rural community,
(b) Family income,
(c) Occupation,
(d) Education,
(e) Age,
(f) Sex,
(g) Race/ Nationality,
(h) Religion/culture,
ii. Characteristics of a conventional market,
iii. Customer attitudes and behavior.
Corporate  Buying Behaviour i. Meaning of Corporate/industrial buyer
ii. Factors that influence corporate/industrial buying behaviour:
(a) Quantity,
(b) Quality,
(c) Sources,
(d) Pricing,
(e) Delivery time.
Major Sale Influence i. Product quality,
ii. Price in relation to quality,
iii. Factors that stimulate sales,
iv. Promotion influencing sales
v. Corporate image
vi. Differences between price, product and promotion.

SS2 Salesmanship – 2nd Term Scheme of Work

Class Term Main Topics Sub-Topics Contents
SS2 2nd Term DISTRIBUTION Channels of Distribution i. Definition of distribution and channels of distribution,
ii. Various channels of distribution,
iii. Advantages and disadvantages of each channels of distributions
iv. Problems,
v. Factors affecting choice of channels distribution.
Retailer i. Definition,
ii. Functions
iii. Advantages of retailership to
(a) The producer
(b) The customer
Wholesaler i. Definition,
ii. Types,
iii. Functions to
(a) The producer,
(b) The consumer,
iv. Advantages and disadvantages of wholesale trade
Warehousing i. Meaning,
ii. Types,
iii. Advantages and Disadvantages.
Consumer Co-operative Societies i. Definition,
ii. Types,
iii. History of consumer co-operative societies,
iv. Functions of co-operative society to their member and the economy.
v. Advantages and disadvantages.
INTERNATIONAL TRADE Export trade and Import Trade i. Definitions,
ii. Types,
iii. Advantages and disadvantages
iv. Role of a salesman in import and export trade,
v. Differences between import trade and export trade.
vi. Barriers to international trade.
Basic concepts and documents used in import and export trade i. Definition of documents;
ii. Types of documents;
iii. Uses of each document;
iv. Examples of the document;
v. Explanation of the concepts:
(a) Principle of comparative advantages,
(b) Terms of trade,
(c) Terms of payment,
(d) Balance of trade and Balance of payment,
vi. Differences between Balance Trade and Balance of payment.

SS2 Salesmanship – 3rd Term Scheme of Work

Class Term Main Topics Sub-Topics Contents
SS2 3rd Term ENTREPRENEURSHIP AND FINANCE IN SALESMANSHIP Concept Of Entrepreneurship In Salesmanship i. Definition of entrepreneur and entrepreneurship,
ii. Differences between entrepreneurship and entrepreneur,
iii. Types of entrepreneur,
iv. Objectives of an entrepreneur,
v. Roles and Qualities of an entrepreneur
vi. The ways a salesman can be an entrepreneur,
vii. Problems of entrepreneurship,
viii. Advantages of entrepreneurship.
Finance  In Salesmanship i. Meaning of finance,
ii. Uses and importance of finance,
iii. Sources of finance to a salesman and an entrepreneur,
iv. Definition of financial Institutions
v. Types of financial institutions
vi. Role of financial institutions to salesman and entrepreneur


SS3 Salesmanship – 1st & 2nd Term Scheme of Work – Revision

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