SUBJECT: SELLING Year II/ 3 Periods Week Behavioral Contents (Period) Objectives

Week 10 23 27 July 2012 1st - 2nd period The students should be able to define and explain the meaning of objection; and identify the reasons for objections and explain each: 1. the hidden objection 2. the stalling objection 3. the no-need objection 4. the money objection 5. the product objection 6. the source objection The students should be able to participate in the activity.

LESSON PLAN SUBJECT CODE: 2201-2201 Teaching & Learning Process

The teacher will ask about objection and how the students handle objections. The teacher will define and explain objection and identify the reasons of objections and explain each. 1. Negative psychological factors 2. To get rid of salesman 3. Lack of money 4. Product or service not needed 5. Need not recognized 6. Desire for more information 7. Habit or custom 8. Value not equal to sacrifice The teacher will give the instruction and facilitate the students in the activity.

TEACHER: Ms. Elsette Instructive Evaluation Note Materials

Textbook OHP Chalk Writing Board Oral Recitation Students notes Attendance Activity

Chapter 5 Handling Objections Six Major Categories of Objections 1. 2. 3. 4. 5. 6. The Hidden Objection The Stalling Objection The No-need Objection The Money Objection The Product Objection The Source Objection

3rd period

Activity: a. Front page: Write your experience of disagreeing or refusing to buy the salesmans product or service. - Why did you refuse his (salesmans) offer? b. Back page: Share your experience of being refused to or turned-down when you wanted something but didnt get it. - How did you feel? - What did you do to overcome the feeling?

SUBJECT: SELLING Year II/ 3 Periods Week Behavioral Contents (Period) Objectives
Week 11 30 July 03 August 2012 1st - 2nd period The students should be able to identify and explain the principles of handling objections: 1. Clarify the objection 2. Classify the objection 3. Maintain control of the interview 4. Dont argue 5. Be diplomatic 6. Fit answers to prospect 7. Dont magnify 8. Capitalize the objection The students should be able to participate in the activity. Principles of Handling Objections: 1. Clarify the objection 2. Classify the objection 1. Maintain Control of the Interview 2. Dont Argue 3. Be Diplomatic 4. Fit Answers to Prospect 5. Dont Magnify 6. Capitalize the Objection

LESSON PLAN SUBJECT CODE: 2201-2201 Teaching & Learning Process

The teacher will identify and explain the principles of handling objections: 1. Clarify the objection 2. Classify the objection Maintain control of the interview 3. Dont argue 4. Be diplomatic 5. Fit answers to prospect 6. Dont magnify 7. Capitalize the objection The teacher will give the instruction and facilitate the students in the activity.

TEACHER: Ms. Elsette Instructive Evaluation Note Materials

Textbook OHP Chalk Writing Board Oral Recitation Students notes Attendance Activity

Activity: Role Playing Students will be asked to work in pair and choose one principle of handling objection to show in the class.

3rd period