Remind Students of Field Trip on April 23Rd to Hope Mills: Industries That Focus On

MM 6622

Week 10

Lesson Plans for April 8th, 2013

Remind students of field trip on April 23rd to Hope Mills: Industries that focus on Entertainment

WOW:

Duty station: Vocational wing at bathroom am 7:30 to 7:55

Outside classroom door during class changes, girls bathroom

Unit: CHANNEL MANAGEMENT, SELLING, PROMOTION, MARKETING-INFORMATION MANAGEMENT,

COMMUNICATION, AND ECONOMICS using problem solving and critical thinking skills.

Name of Lessons: “Fit the Trigger, like a Maslow Would”

Monday
“Fit the Trigger” / Understand sales processes and techniques to enhance customer relationships and to increase the likelihood of making sales.
Discuss motivational theories that impact buying behavior (SE:359)
Career level: Specialist
Bell ringer, time cards, review from previous lesson (4.01)
4.01
4.01
4.02 / Coordinating channel management with other marketing functions (CM:007) [p. 5-77]
Nature of channel member relationships (CM:008) [p. 5-79]
Motivational theories (SE:359) [p. 5-81]
a.Define the terms motivation, valence, perceived probability
b.Explain reward-measurement theory (i.e., motivation equals the benefits of buying).
c.Describe types of internal and external rewards that motivate buyers.
d.Explain why the two dimensions of valence (the importance or value) of the reward and perceived probability need to be considered in risk-measurement theory.
e.Describe how salespeople can apply the reward-measurement theory to motivate customers.
f.Discuss behavior choice theory (i.e., the motivation is the situation).
g.Explain the choice process customers use to decide how they will buy (i.e., identify situation [self-orientation or company-orientation], evaluate personal relevance, evaluate alternative actions and requirements, and choose behavior strategy).
Resources: Text and online sources
ARUP Laboratories. (n.d.). Progressive sales skills: Understanding buyer behavior. Retrieved May 26, 2011, from
Consumer behavior. (2009, September 12). Retrieved May 26, 2011, from
Holma, A. (n.d.). Adapting to changing buying behavior—a challenge for relationship management. Retrieved May 26, 2011, from
Nikitina, A. (2007). What are 7 psychological triggers that make people buy? Retrieved May 26, 2011, from
Perner, L. (1999-2010). Consumer behavior: The psychology of marketing. Retrieved May 26, 2011, from
Raamakant S. (2006, July 30). How to make people buy using motivational triggers. Retrieved May 26, 2011, from
tutor2u.net. (n.d.). Buyer behavior: Decision-making process. Retrieved May 26, 2011, from
Using 7 psychological triggers that make people buy. Students are to develop products that fit the tigger.
Tuesday / Continue with 4.02 from previous lesson
Bell ringer, time cards, review from previous lesson
h.Distinguish between offensive and defensive behavior strategies (i.e., offensive strategies maximize gain, while defensive strategies minimize loss).
i.Describe role theory (i.e., the motivation is the norms or expectations).
j.Explain buying determinant theory (i.e., variety of factors motivate customers—individual factors, organizational factors, market factors, and environmental factors).
k.Discuss how Maslow’s hierarchy of needs can be used to understand customer motivation when buying.
Activity:
Based on Maslow, find products that fit each level of needs
Wednesday / Bell ringer, time cards, review from previous lesson
Activity from curriculum:
Work with your teammate to select one of the following products to sell:
iPadLaptop computerWireless reading device (e.g., Kindle)
iPhoneWii console and gamesGPS car navigation system
BlackberryGas motored scooterCar
Round 1:
Obtain product knowledge of the selected product, and develop a feature-benefit chart for the product.
Round 2:
Identify two potential target markets for the selected product, and determine what would motivate those target markets to buy the product. Keep in mind that different markets often have different motivations for buying the same product. Write a description of each target market, and submit them to your teacher.
Round 3:
Identify ways to prospect for and access those target markets.
Thursday / Bell ringer, time cards, review from previous lesson
Relate Wednesday activity to 4.02 customer buying motives, tiggers, maslow
4.04 Address needs of individual personalities (SE:810, SE LAP 112)

21st Century Skills

/ Social & Cross-Cultural Skills 1; Critical Thinking & Problem Solving 1,2

Objectives

/ a.Explain why salespeople should be able to recognize types of customer personalities.
b.Explain the importance of acting appropriately for different customer personality types.
c.Identify types of customer personalities.
d.Describe the characteristics of decisive personalities.
e.Describe the characteristics of impulsive personalities.
f.Describe the characteristics of fact-finder personalities.
g.Describe the characteristics of practical or frugal personalities.
h.Describe the characteristics of informed personalities.
i.Describe the characteristics of difficult personalities.
j.Describe actions to take in handling each type of customer personality.
k.Discuss guidelines for handling all personality types.
l.Handle difficult types of customer personalities.
Have students write script between a salesperson and 3 of the personalities d-i
Role play
Friday / Bell ringer, time cards, review from previous lesson
Quiz on 4.01 and 4.02
4.04 Facilitate customer/client buying decisions (SE:811, SE LAP 108)
Career level: Specialist
Information 5-8; Interpersonal 11; Systems 15; Basic Skills 1-2,5-6; Thinking Skills 7,12; Personal Qualities 15
Social & Cross-Cultural Skills 1; Critical Thinking & Problem Solving 1,2
a.Define the following terms: buying decision, need decision, product decision, place decision, price decision and time decision.
b.Identify types of buying decisions.
c.Identify factors affecting place decisions.
d.Cite factors affecting price decisions.
e.List factors affecting time decisions.
f.Explain the importance of salespeople's helping customers to make buying decisions.
g.Describe guidelines to follow in order to facilitate customers’ buying decisions.
h.Assist customer in reaching favorable buying decisions.
As teacher leads, students are to take notes using a graphic organizer of their choice.