Active learning ideas
Sales is the engine that drives any business. This topic focuses on the sales process, from identifying potential leads to closing the deal and maintaining long-term relationships. Students learn about the 'sales funnel' and the different techniques used at each stage. They also explore the vital role of Customer Relationship Management (CRM) in building loyalty and generating repeat business.
Activity 01
In pairs, one student acts as a skeptical customer with a specific objection (e.g., 'it's too expensive'). The other student must use the 'Feel-Felt-Found' technique to address the concern without being pushy.
What are the stages of an effective sales funnel?
Activity 02
Students stand in two concentric circles. They have 60 seconds to pitch their business idea to the person facing them. When the timer rings, the outer circle moves, and they pitch to a new 'prospect' with a different persona.
How do businesses build long-term customer loyalty?
Activity 03
Groups research how a successful Canadian company (e.g., Roots, Sephora Canada) uses a loyalty program to collect data and keep customers coming back. They then design a simple CRM plan for their own venture.
Why is handling customer feedback crucial for growth?
A few notes on teaching this unit
Watch Out for These Misconceptions
You have to be an extrovert to be good at sales.
Good selling is more about listening than talking. Using 'Active Listening' exercises helps students see that understanding a customer's needs is the most important part of the process.
The sale ends when the customer pays.
That's just the beginning of the relationship. A 'Post-Purchase' brainstorming session helps students realize that follow-up and support are what lead to referrals and long-term success.
Methods used in this brief
Branding and Positioning
Create a strong brand identity and value proposition that resonates with the target audience. Students will explore the psychological impact of branding.
8 methodologies
The Marketing Mix (The 4 Ps)
Apply the concepts of Product, Price, Place, and Promotion to a specific business idea. Students will design a cohesive marketing campaign.
8 methodologies