1. Lesson Plan 1 - Performance Objective E1 Sameh A. Washah
Opening: Hello, Good Morning, and here I will start with a story including some funny issues to get their attention, motivate them and
use it as a tool to do (icebreaker)
Objective:
I would like to tell you something interesting. Which is at the end of this session (YOU WBAT)
correctly defining the six steps process in 15 minutes while maintaining the order.
Goal: Apply Sales Skills
Date: July 11, 2010
Pre-Assessment:
Question the learners if they have any idea about the sales process; if not; a group will be set up on each table to try to write down and
explain in their own opinion what should the sales process be like?
Learning Tasks Instructor Activities Student Activities Media Time
A-lecture about
Sales Method.
B-lecture about
definition for the
professional
representative and
the law of 3 knows.
C- Six steps for
sales process:
1-Define step one:
meet and greet
2-Define step two:
gathering
information
3-Define step three:
establish the need
Give handouts for each step before starting to talk
about it to prevent learners from writing too much and
concentrate with me more, then while I am using the
power point I will make sure to put some funny
pictures between each step (slide) and one more slide
with the phrase (I CAN DO IT) to motivate the learners
plus to make them feel that they can really do it.
1-Identify meet and greet (icebreaker): this is the time
to introduce your self in a very positive manner.
Remember the old adage: “You only have one time to
make a first impression.” Be positive, energetic and
interesting. (use white board and marker)
2-Indentify gathering information: Start asking some
indirect questions and listen carefully; do not interrupt
the client.
3-Identify establishing the need: This is truly where the
“rubber meets the road” as this is when you really
begin to ask the high-gain, probing type of questions to
A and B-listen and respond, then if
they have question we can discuss it
and if they have any story from their
previous experiences so she/he can
share it with them.
C- Six steps for sales process:
1-Demonstrate (I will be the
customer and learners will show me
how to meet the client).
2-case study (I will discuss with
learner some situations)
3-Role Play (I will provide some
cases and each two learners should
deal with each other in positive
Lecture
Demonstr
ation
Case
study
Practice
Group and
peer led
discussion
White
board
Markers
Power
Point
5
Mints
10
Mints
10
Mints
10
Mints

2. 4-Define step four:
ask for deal
5-Define step five:
close the deal
6-Define step six:
follow-up
draw out your customer and make it easy for them to
tell you about their needs. Remember, every sale is
made because of one or two reasons—the customer had
a legitimate need before you arrived or he/she has a
perceived need when you leave.
4-Identify how your product or service can satisfy the
need: If a picture is worth a thousand words, then a
well placed demonstration must be worth a million
words. This is your time to shine. Use the demos that
you have to show why your product is superior to the
competition. If you fail in this step, it is time to fold
the tent and go home.
5-Identify how to close the sale: Some representatives
believe there were only two ways of sale: the open and
the close. We all know that it is not quite that simple.
Why do we refer to it as a selling process? Because if
you have implemented the first four steps correctly, it
is a natural process for the buyer to be ready to buy.
When the customer is ready to buy, you are merely
moving the process along by giving them logical “trial
closes” along the way.
6-Identify the follow up: a very important step of the
sale, especially if you intend to gain some repeat sales
from this customer. Make sure the customer receives
the products on time and that they are happy with the
product and service you have provided. Now is the
time to ask for a referral and move on to the next sale.
way).
4-practice (the learners should
discuss with the client 3 points about
the product (quality, price and after
sales).
5-Group discussion (how to do that).
6-Filed trip if applicable or they can
demonstrate it (I will take the
learners to the delivery Dept. and try
to get from the client potentials
client).
slides
Pictures
Handout
Role play
10
Mints
10
Mints
5
Mints
Poet Assessment:
I will use observation techniques by asking if they have any questions if not; I will then ask them to compare the points they wrote at the
beginning of the lesson about the sales processes as (Pre-Assessment) with the new processes. When they are done, I will ask them to try to
sell something to their colleagues.
Closure: A-To make sure that the learners know the six steps I will draw a picture of a man who want to take the stairs to reach the success
of sales process and they have to help me step by step till the end, and then thank them and wish the information was useful and valuable
for them.

3. B- We will use most of the concepts in the next lesson so be prepared.  What do we say……….. (I CAN DO IT)
Total time 1 hour
Lesson Plan 2 - Performance Objective E3 Assignment 4 Sameh A. Washah
Opening: Hello, Good Morning, and here I will start with a story including some funny issues to get their attention, motivate them and
use it as a tool to do (icebreaker) (if I have new students) and try to refresh their memory them about the first lesson and where and how we
are going to use the old concepts.
Objective:
I would like to tell you something interesting. which is at the end of this session (YOU WBAT)
effectively without mistakes explain how to handle client in your workplace.
Goal: Apply Sales Skills
Date: July 11, 2010
Pre-Assessment:
Question the learners if they have any idea on how to handle clients if not I will group them up in tables try to write and explain what do
they think the circle should be from the start to find the client and then how to deal with him and what do they have to do if he/she has a
problem.
Learning Tasks Instructor Activities Student Activities Media Time

4. 1-Explain finding
your clients
2-Explain
prospecting for
potential clients
3-Explain
connecting with
your clients
4-Explain finding
Give handouts for each step before starting to talk
about it to prevent learners from writing too much and
concentrate with me more then while I am using the
power point I will make sure to add some funny
pictures between each point (slide) and one more slide
with a phrase (I CAN DO IT) to motivate the learners
plus to let them feel that they can really do it.
1- Lecture start going step by step how they can find
clients, for example in: (use white board and marker to
write down the below points)
• Showroom
• Phone
• Use your network
• Follow-up with their X clients
2-Case study happened to me how some sales
representative got me from keeping contact one of my
friends he was his X client and keeping asking him if
he has a potential client from your friend at the end my
friend give him my contact.
3-Discussion: Now after you know what your tools are
to find the client and how to use those tools to attract
the client to become a potential client. Now you have
to know how to keep contact with him/her by using
notes forms.
4-Presentaion about how you can find a solution to
close the deal and satisfy your client but with keeping
the standard for of your workplace by rising the feature
If they have question we can discuss
it and if they have any story related
to our subject from their previous
experience so we can share it with
them.
1- Group discussion or peer led if
they are small group (which one is
the most important in their opinion
and why).
2-Practice (the previous four point
with your group if it is applicable to
your workplace and if yes how you
going to use each one )
3-Role Play (I will provide some
handout including cases and each
two learners should deal with each
other in positive way to fill out the
most important notes if he/she has to
keep in touch with this client if yes;
how).
4-practice (the learners should
discuss with his/her partner the three
Lecture
Demonstr
ation
Case
study
Practice
Group and
peer led
discussion
White
board
Markers
Power
Point
slides
Pictures
Handout
Role play
Presentati
on
10
Mints
10
Mints
10
Mints
10
Mints
10
Mints

5. solutions
5-Explain the
problem-solving
process
of your product comparing to the price by using the
three points discussed before (quality, price and after
sales).
5-Discussion: how can you can measure the problem
and to know directly what kind of solving level you
have to use to solve it, for example can you solve the
problem by yourself or you have to use some one else
like your co-worker or even your manager.
points about the product (quality,
price and after sales).
5- Demonstrate (how to do that).
10
Mints
Poet Assessment:
I will use observation techniques by asking if they have any questions if not; I will then ask them to compare the points they wrote at the
beginning of the lesson how to handle the client (Pre-Assessment) with the new skills. When they are done, I will ask them to try to cover
the skills with their colleagues.
Closure: A-To summarize and to make sure that the learners know the five points I will ask them to tell me about them and I will write
them on the white board , and then thank them and wish the information was useful and valuable for them.
B- We will use most of the concepts in the next lesson so be prepared.  What do we say ……….. (I CAN DO IT)
Total time 1 hour

6. solutions
5-Explain the
problem-solving
process
of your product comparing to the price by using the
three points discussed before (quality, price and after
sales).
5-Discussion: how can you can measure the problem
and to know directly what kind of solving level you
have to use to solve it, for example can you solve the
problem by yourself or you have to use some one else
like your co-worker or even your manager.
points about the product (quality,
price and after sales).
5- Demonstrate (how to do that).
10
Mints
Poet Assessment:
I will use observation techniques by asking if they have any questions if not; I will then ask them to compare the points they wrote at the
beginning of the lesson how to handle the client (Pre-Assessment) with the new skills. When they are done, I will ask them to try to cover
the skills with their colleagues.
Closure: A-To summarize and to make sure that the learners know the five points I will ask them to tell me about them and I will write
them on the white board , and then thank them and wish the information was useful and valuable for them.
B- We will use most of the concepts in the next lesson so be prepared.  What do we say ……….. (I CAN DO IT)
Total time 1 hour