Recent Scheme of Work on Salesmanship

Syllabus for Senior Secondary




FIRST TERM
SSS 1 SSS 2 SSS 3
WEEK 1: Revision
WEEK 1: Revision
WEEK 1: Revision
WEEK 2

Theme: Principles Of Salesmanship

Topic: History of Salesmanship

Sub-Topic:
Content:
1. History of salesmanship
2. Development of Salesmanship in Nigeria.
WEEK 2

Theme: Pricing And Demand

Topic: Pricing

Sub-Topic:
Content:
1. Pricing
2. Factors affecting product pricing
WEEK 2

Theme: Export And Import

Topic: Export Trade and Import Trade

Sub-Topic:
Content:
1. Export trade
2. Import trade
3. Barriers of trade
WEEK 3

Theme: Principles Of Salesmanship

Topic: Concept of salesmanship

Sub-Topic:
Content:
1. The concept of salesmanship
2. Basic terms in salesmanship i.e. selling, consumer satisfaction, and profit maximization.
WEEK 3

Theme: Pricing And Demand

Topic: Pricing (Cont.)

Sub-Topic:
Content:
1. Pricing
2. Factors affecting product pricing
WEEK 3

Theme: Export And Import

Topic: Export Trade and Import Trade

Sub-Topic:
Content:
1. Export trade
2. Import trade
3. Barriers of trade
WEEK 4

Theme: Principles Of Salesmanship

Topic: Functions of a salesman and his/her characteristics

Sub-Topic:
Content:
1. Functions of salesman.
2. The characteristics and qualities of a good salesman.
a. Motivation
b. Friendliness
c. Confidence, etc.
3. Duties of a salesman to:
a. Customers
b. Company
c. Government
d. Public or it’s environment.
WEEK 4

Theme: Pricing And Demand

Topic: Demand

Sub-Topic:
Content:
1. Demand.
2. Demand and pricing.
3. Laws of demand.
4. Relationship between demand and pricing.
WEEK 4

Theme: Export And Import

Topic: Export Trade and Import Trade

Sub-Topic:
Content:
1. Export trade
2. Import trade
3. Barriers of trade
WEEK 5

Theme: Principles Of Salesmanship

Topic: Difference between Salesmanship and Marketing

Sub-Topic:
Content:
1. Salesmanship and marketing compared and contrasted.
2. Skills needed in salesmanship.
WEEK 5

Theme: Pricing And Demand

Topic: Demand (Cont.)

Sub-Topic:
Content:
1. Demand.
2. Demand and pricing.
3. Laws of demand.
4. Relationship between demand and pricing.
WEEK 5

Theme: Export And Import

Topic: Export Trade and Import Trade

Sub-Topic:
Content:
1. Export trade
2. Import trade
3. Barriers of trade
WEEK 6

Theme: Principles Of Salesmanship

Topic: Job Opportunities in salesmanship and Marketing

Sub-Topic:
Content:
1. Entrepreneurship
2. Self-reliance
3. Job opportunities in salesmanship
WEEK 6

Theme: Pricing And Demand

Topic: Cost ease

Sub-Topic:
Content:
1. Cost.
2. Analysis and Theory of cost.
WEEK 6

Theme: Export And Import

Topic: Basic Concepts & Documents used in export and import trade

Sub-Topic:
Content:
1. Document of trade.
2. Terms of trade.
3. Balance of payment.
WEEK 7

Theme: Principles Of Salesmanship

Topic: Job Opportunities in salesmanship and Marketing (Cont.)

Sub-Topic:
Content:
1. Entrepreneurship
2. Self-reliance
3. Job opportunities in salesmanship
WEEK 7

Theme: Pricing And Demand

Topic: Cost ease (Cont.)

Sub-Topic:
Content:
1. Cost.
2. Analysis and Theory of cost.
WEEK 7

Theme: Export And Import

Topic: Basic Concepts & Documents used in export and import trade

Sub-Topic:
Content:
1. Document of trade.
2. Terms of trade.
3. Balance of payment.
WEEK 8

Theme: Principles Of Salesmanship

Topic: Types of Salesmen

Sub-Topic:
Content:
Types of Salesman:
* Industrial salesman
* Sales representatives
* Retail salesman
* Wholesale salesmen
* Marketing representatives.
WEEK 8

Theme: Pricing And Demand

Topic: Discount

Sub-Topic:
Content:
1. Discount
2. Types and benefits
WEEK 8

Theme: Export And Import

Topic: Basic Concepts & Documents used in export and import trade

Sub-Topic:
Content:
1. Document of trade.
2. Terms of trade.
3. Balance of payment.
WEEK 9

Theme: Principles Of Salesmanship

Topic: Types of Salesmen (Cont.)

Sub-Topic:
Content:
Types of Salesman:
* Industrial salesman
* Sales representatives
* Retail salesman
* Wholesale salesmen
* Marketing representatives.
WEEK 9

Theme: Pricing And Demand

Topic: Discount (Cont.)

Sub-Topic:
Content:
1. Discount
2. Types and benefits
WEEK 9

Theme: Export And Import

Topic: Basic Concepts & Documents used in export and import trade

Sub-Topic:
Content:
1. Document of trade.
2. Terms of trade.
3. Balance of payment.

WEEK 10: REVISION AND EXAMININATION
WEEK 10: REVISION AND EXAMININATION
WEEK 10: REVISION AND EXAMININATION
SECOND TERM
SSS 1 SSS 2 SSS 3
WEEK 1: Revision
WEEK 1: Revision
WEEK 1: Revision
WEEK 2

Theme: Sales Management And Finance.

Topic: Sales management and factors affecting sales

Sub-Topic:
Content:
Sales Management
i. Definition
ii. Role
iii. Sales decisions
iv. Major factors affecting sales
v. Company objectives and sales force decision.
WEEK 2

Theme: Consumer Behavior

Topic: Consumer

Sub-Topic:
Content:
1. Consumer market.
2. Consumer buying behavior.
WEEK 2

Theme: Entrepreneurship In Salesmanship

Topic: Concept of Entrepreneurship in Salesmanship

Sub-Topic:
Content:
1. An entrepreneur
2. Types of entrepreneur
3. Roles and qualities of Entrepreneur
4. Problems of Entrepreneurship.
WEEK 3

Theme: Sales Management And Finance.

Topic: Sales management and factors affecting sales (Cont.)

Sub-Topic:
Content:
Sales Management
i. Definition
ii. Role
iii. Sales decisions
iv. Major factors affecting sales
v. Company objectives and sales force decision.
WEEK 3

Theme: Consumer Behavior

Topic: Decision process

Sub-Topic:
Content:
1. Decision process.
2. Relationship between decision process and sales.
3. Hierarchy of needs :
i. Psychological needs;
ii. Sociological needs.
WEEK 3

Theme: Entrepreneurship In Salesmanship

Topic: Concept of Entrepreneurship in Salesmanship (Cont.)

Sub-Topic:
Content:
1. An entrepreneur
2. Types of entrepreneur
3. Roles and qualities of Entrepreneur
4. Problems of Entrepreneurship.
WEEK 4

Theme: Sales Management And Finance.

Topic: Sales forecasting

Sub-Topic:
Content:
Sales forecasting.
WEEK 4

Theme: Consumer Behavior

Topic: Decision process (Cont.)

Sub-Topic:
Content:
1. Decision process.
2. Relationship between decision process and sales.
3. Hierarchy of needs :
i. Psychological needs;
ii. Sociological needs.
WEEK 4

Theme: Entrepreneurship In Salesmanship

Topic: Concept of Entrepreneurship in Salesmanship (Cont.)

Sub-Topic:
Content:
1. An entrepreneur
2. Types of entrepreneur
3. Roles and qualities of Entrepreneur
4. Problems of Entrepreneurship.
WEEK 5

Theme: Sales Management And Finance.

Topic: Sales forecasting (Cont.)

Sub-Topic:
Content:
Market survey.
WEEK 5

Theme: Consumer Behavior

Topic: Environmental factors affecting consumer behavior

Sub-Topic:
Content:
1. Sociological factors :
i. Urban and rural communities
ii. Family income level
iii. Occupation
iv. Education
v. Age
vi. Sex
vii. Race or nationality
viii. Religion, etc.
2. Conventional market.
3. Customer attitudes and behaviors.
WEEK 5

Theme: Entrepreneurship In Salesmanship

Topic: Concept of Entrepreneurship in Salesmanship (Cont.)

Sub-Topic:
Content:
1. An entrepreneur
2. Types of entrepreneur
3. Roles and qualities of Entrepreneur
4. Problems of Entrepreneurship.
WEEK 6

Theme: Sales Management And Finance.

Topic: Sales forecasting (Cont.)

Sub-Topic:
Content:
Advantages and disadvantages of forecasting.
WEEK 6

Theme: Consumer Behavior

Topic: Environmental factors affecting consumer behavior (Cont.)

Sub-Topic:
Content:
1. Sociological factors :
i. Urban and rural communities
ii. Family income level
iii. Occupation
iv. Education
v. Age
vi. Sex
vii. Race or nationality
viii. Religion, etc.
2. Conventional market.
3. Customer attitudes and behaviors.
WEEK 6

Theme: Entrepreneurship In Salesmanship

Topic: Sources of finance

Sub-Topic:
Content:
1. Definition
2. Sources of finance
i. Micro-finance
ii. Co-operative societies
iii. Nigeria Export-Import bank (NEXIM) to entrepreneur.
WEEK 7

Theme: Sales Management And Finance.

Topic: Finance

Sub-Topic:
Content:
Finance and Financial institutions.
WEEK 7

Theme: Consumer Behavior

Topic: Corporate buying behavior

Sub-Topic:
Content:
1. Product–quality
2. Price–relation to quality
3. Promotion
4. Corporate image
WEEK 7

Theme: Entrepreneurship In Salesmanship

Topic: Sources of finance (Cont.)

Sub-Topic:
Content:
1. Definition
2. Sources of finance
i. Micro-finance
ii. Co-operative societies
iii. Nigeria Export-Import bank (NEXIM) to entrepreneur.
WEEK 8

Theme: Sales Management And Finance.

Topic: Finance (Cont.)

Sub-Topic:
Content:
Finance and Financial institutions.
WEEK 8

Theme: Consumer Behavior

Topic: Corporate buying behavior (Cont.)

Sub-Topic:
Content:
1. Product–quality
2. Price–relation to quality
3. Promotion
4. Corporate image
WEEK 8

Theme: Entrepreneurship In Salesmanship

Topic: Sources of finance (Cont.)

Sub-Topic:
Content:
1. Definition
2. Sources of finance
i. Micro-finance
ii. Co-operative societies
iii. Nigeria Export-Import bank (NEXIM) to entrepreneur.
WEEK 9

Theme: Sales Management And Finance.

Topic: Finance (Cont.)

Sub-Topic:
Content:
Finance and Financial institutions.
WEEK 9

Theme: Consumer Behavior

Topic: Major Sales influences

Sub-Topic:
Content:
1. Distribution
2. Problems encountered in distribution.
WEEK 9

Theme: Entrepreneurship In Salesmanship

Topic: Sources of finance (Cont.)

Sub-Topic:
Content:
1. Definition
2. Sources of finance
i. Micro-finance
ii. Co-operative societies
iii. Nigeria Export-Import bank (NEXIM) to entrepreneur.

WEEK 10: REVISION AND EXAMININATION
WEEK 10: REVISION AND EXAMININATION
WEEK 10: REVISION AND EXAMININATION
THIRD TERM
SSS 1 SSS 2 SSS 3
WEEK 1: Revision
WEEK 1: Revision
WEEK 1: Revision
WEEK 2

Theme: Advertising And Sales Promotion

Topic: Advertising

Sub-Topic:
Content:
1. Advertising
2. Advertising media
i. Radio & television
ii. Telegram
iii. Internet
iv. Bill Board
v. Newspaper, etc.
WEEK 2

Theme: Distribution

Topic: Channels of Distribution

Sub-Topic:
Content:
1. Distribution
2. Problems encountered in distribution.
WEEK 2

Theme:

Topic:

Sub-Topic:
Content:
WEEK 3

Theme: Advertising And Sales Promotion

Topic: Advertising (Cont.)

Sub-Topic:
Content:
1. Advertising
2. Advertising media
i. Radio & television
ii. Telegram
iii. Internet
iv. Bill Board
v. Newspaper, etc.
WEEK 3

Theme: Distribution

Topic: Channels of Distribution (Cont.)

Sub-Topic:
Content:
1. Distribution
2. Problems encountered in distribution.
WEEK 3

Theme:

Topic:

Sub-Topic:
Content:
WEEK 4

Theme: Advertising And Sales Promotion

Topic: Communication Process

Sub-Topic:
Content:
Content:
1. Communication
2. Importance and barriers in communication.
WEEK 4

Theme: Distribution

Topic: Retailer

Sub-Topic:
Content:
1. Retail trade
2. Producer
3. Customer
WEEK 4

Theme:

Topic:

Sub-Topic:
Content:
WEEK 5

Theme: Advertising And Sales Promotion

Topic: Communication Process (Cont.)

Sub-Topic:
Content:
1. Communication
2. Importance and barriers in communication.
WEEK 5

Theme: Distribution

Topic: Retailer (Cont.)

Sub-Topic:
Content:
1. Retail trade
2. Producer
3. Customer
WEEK 5

Theme:

Topic:

Sub-Topic:
Content:
WEEK 6

Theme: Advertising And Sales Promotion

Topic: Branding and Packaging

Sub-Topic:
Content:
Branding and Packaging
WEEK 6

Theme: Distribution

Topic: Wholesaler and Warehousing

Sub-Topic:
Content:
1. Wholesaler.
2. Warehousing.
3. Explain the roles of a wholesaler to the :
• Producer
• Consumer
WEEK 6

Theme:

Topic:

Sub-Topic:
Content:
WEEK 7

Theme: Advertising And Sales Promotion

Topic: Branding and Packaging (Cont.)

Sub-Topic:
Content:
Branding and Packaging
WEEK 7

Theme: Distribution

Topic: Wholesaler and Warehousing (Cont.)

Sub-Topic:
Content:
1. Wholesaler.
2. Warehousing.
3. Explain the roles of a wholesaler to the :
• Producer
• Consumer
WEEK 7

Theme:

Topic:

Sub-Topic:
Content:
WEEK 8

Theme: Advertising And Sales Promotion

Topic: Promotion

Sub-Topic:
Content:
1. Promotion
2. Sales incentives
i. Gift items
ii. Cash discount
WEEK 8

Theme: Distribution

Topic: Consumer Co-operative societies

Sub-Topic:
Content:
1. Consumer co-operative societies.
2. Benefits of co-operative societies to the economy.
WEEK 8

Theme:

Topic:

Sub-Topic:
Content:
WEEK 9

Theme: Advertising And Sales Promotion

Topic: Promotion (Cont.)

Sub-Topic:
Content:
1. Promotion
2. Sales incentives
i. Gift items
ii. Cash discount
WEEK 9

Theme: Distribution

Topic: Consumer Co-operative societies (Cont.)

Sub-Topic:
Content:
1. Consumer co-operative societies.
2. Benefits of co-operative societies to the economy.
WEEK 9

Theme:

Topic:

Sub-Topic:
Content:

WEEK 10: REVISION AND EXAMININATION
WEEK 10: REVISION AND EXAMININATION
WEEK 10: REVISION AND EXAMININATION





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We provide educational resources/materials, curriculum guide, syllabus, scheme of work, lesson note & plan, waec, jamb, O-level & advance level GCE lessons/tutorial classes, on various topics, subjects, career, disciplines & department etc. for all the Class of Learners

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