Scheme for Senior Secondary School Two. SS 2 Salesmanship Scheme of Work Federal. Business environment – Schemeofwork.com
SALESMANSHIP SS 2 FIRST TERM SCHEME
| WEEK | TOPIC/CONTENT | ACTIVITIES |
| 1 | PRICING Meaning of pricing Pricing objectives Pricing strategies Model of pricing Types of pricing | Teacher defines pricing, objectives, strategies, and types of pricing. Students differentiate between pricing and models of pricing. |
| 2 | PRICING Problems of pricing. Price changes and customer attitudes. Factors affecting product pricing Importance of price fixing. Objectives of pricing. | Teacher states the reasons for price changes and factors affecting product pricing. Students state the importance of price fixing. |
| 3 | DEMAND Meaning of demandTypes of demand; derived, joint, competitive demand.The relationship between demand and pricing. | Teacher explains demand and its types, explain the relationship between demand and pricing. Students list and explain types of demand. |
| 4 | DEMAND Effects of increase or decrease in demand.Market forces of demandLaws of demandFactors affecting demand. | Teacher sates and explains the factors affecting demand. Students state laws of demand and copy black board notes. |
| 5 | COST BASE Meaning of costTypes of costed; fixed, variable, average, marginal cost.Differentiate between the types of cost. | Teacher identifies and examines the types of cost. Students list and explain the different types of cost. |
| 6 | COST BASE Determinants of costElements of cost base e.g incidental cost, cost of owning the assetsCost basis methods e.g FIFO (first in first out), average basis. | The teacher explains the determinants of cost. Students identify four types of cost. |
| 7 | DISCOUNT Explain the term discount.Types of discount;Cash discountSeasonal discountQuantity discountTrade discount.Reasons for granting discount. | Teacher explains the reasons why discount is important. Students enumerate and explain the type of discount. |
| 8 | DISCOUNT Importance of discount to the customerBenefits of discounts to; buyer, seller, producer. | Teacher lists the types of discount and explains each. Students participate in class discussion on the subject matter ‘’discount’’. |
| 9 | MONEY Meaning of moneyFunctions of money to a salesmanQuality of money | Teacher defines money and states its functions. Students list and explain five qualities of money. |
| 10 | MONEY Advantages of moneyDifferences between money and commodities used for exchange.Importance of money to a salesman. | Teacher states the importance of money. Students state advantages of money, and copy notes on the board. |
| 11 | REVISION | |
| 12 | EXAMINATION |
Scheme for Senior Secondary School Two. SS 2 Salesmanship Scheme of Work Federal. Business environment – Schemeofwork.com
SALESMANSHIP SS 2 SECOND TERM SCHEME
| WEEK | TOPIC/CONTENT | ACTIVITIES |
| 1 | CONSUMER Meaning and Rights of a consumerFactors that influence consumer buying behavior.Meaning of consumer market. | Teacher explains consumer and consumer market. Students take active part in class discussion of consumer and consumer market. |
| 2 | HISTORY OF SALESMANSHIP Development of salesmanshipList major types of buying decisionMeaning of consumerismReasons for consumer protection. | Teacher explains the factors influencing consumer buying behavior. Students explain consumerism. |
| 3 | DECISION PROCESS Explain decision processTypes of decision;-Programme decisionNon-programme decision.Elements of the decision situation;- The decision makersGoals to be served.Relevant alternativesOrdering of alternativesChoice of alternatives. | The teacher defines decision process and explains the reasons for decisions. Students define decision process and copy notes on the board. |
| 4 | DECISION PROCESS Reasons for consumer decisionEffects of consumer decision on saleDifficulties of consumer decision process.Problem-solving and decision making. | Teacher states reasons for consumer decision. Students list and explain the problems of decision process and the hierarchy of need. |
| 5 | ENVIRONMENTAL FACTORS AFFECTING CONSUMER BEHAVIOUR Explain business environment Classification of business environment Dangers of conventional markets profits Meaning of conventional market. | Teacher states the dangers of conventional market profits. Students explain the meaning of business environment. |
| 6 | ENVIRONMENTAL FACTORS AFFECTING CONSUMER BEHAVIOUR Characteristics of conventional marketCustomer attitudes and behavior towards his environment.List things that affects consumer behavior like; family income, sex, age, education etc | Teacher states customer attitudes and behavior towards his environment. Students identify the characteristics of conventional market. |
| 7 | COOPERATE BUYING BEHAVIOUR Meaning of cooperate buying behaviour State cooperative buying complexEmerging pressure in cooperate purchases. | Teacher explain the meaning of cooperate behavior. Students define who a cooperate buyer is. |
| 8 | MAJOR SALES INFLUENCE Meaning of salesFactors that stimulate salesEach factor mentioned can help to increase sales. | Teacher states factors that stimulate sales. Students take part in class discussions. |
| 9 | MAJOR SALES INFLUENCE Meaning and Types of cash sales; prompt cash, spot cash, cash on delivery, cash with order. Meaning of credit sales. Advantages and disadvantages of credit sales. | Teacher defines and states types of cash sales. Students state advantages and disadvantages of credit sales. |
| 10 | REVISION | |
| 11 | EXAMINATION |
Scheme for Senior Secondary School Two. SS 2 Salesmanship Scheme of Work Federal. Business environment – Schemeofwork.com
SALESMANSHIP SS2 THIRD TERM SCHEME
| WEEK | TOPIC/CONTENT | ACTIVITIES |
| 1 | CHANNELS OF DISTRIBUTION Meaning of distributionMeaning of channels of distributionDifferent channels of distributionFactors for consideration before choosing a channel of distribution. | Teacher explains the meaning of distribution, and meaning of channel of distribution. Students define channel of distribution |
| 2 | CHANNELS OF DISTRIBUTION Advantages and disadvantages of each channelReasons for channels of distributionDiscuss using fragile products, furniture, for specific channels. | Teacher explains products that can move using each channel identified. Students identify problems of distribution channel. |
| 3 | RETAILER Meaning,Characteristics, and Functions of a retailer.Factors to be considered in setting up a retail sale. | Teacher identifies the characteristics of a retailer. Student define a retailer. |
| 4 | RETAILER Advantages and disadvantages of retailer ship.Duties of a retailer to the producer.Duties of a retailer to the consumer.Meaning of a producer and its functions. | Teacher states the advantages and disadvantages of a retailer. Students identify the duties of a retailer. |
| 5 | WHOLESALER Meaning of wholesalerRoles of wholesaler in the distribution channels.Major types of wholesalers; merchant wholesaler, cash and carry, specialist wholesaler, rack jobbers etc | Teacher states meaning of wholesaler in distribution channels. Students identify the roles of wholesaler in distribution channel. |
| 6 | WAREHOUSING Meaning of warehousingImportance of warehousingTypes of warehouses; bonded, state or queen, wholesale, public etcAdvantages and disadvantages of warehousing. | Teacher identify the various types of warehouse. Students to define wholesaler warehousing. |
| 7 | CONSUMER COOPERATIVE SOCIETIES History of consumer cooperative societies. Meaning of cooperative society.Functions of a cooperative society. | Teacher writes out a brief history of cooperative society. Students actively participate in class activities. |
| 8 | CONSUMER COOPERATIVE SOCIETIES Advantages and disadvantages of co-operative societies.Meaning of retail cooperative societyMeaning of multi-purpose cooperative society. | Teacher lists advantages and disadvantages of cooperative societies. Students list out types of cooperative societies. |
| 9 | EXPORT TRADE AND IMPORT TRADE Meaning of export tradeTypes of export trade; visible, and invisible export, entrepot.Benefits of export tradeAdvantages of export trade. | Teacher states the differences between the various types of export trade. Students discuss the benefits of export trade. |
| 10 | EXPORT AND IMPORT TRADE Meaning of import tradeDivision of import trade.Role of a salesman in both import and export.Problems associated with import trade.Benefits of import trade to the economy. | Students discuss the role of salesman in both export and import. Students state the division of import trade. |
| 11 | COMMERCIAL DOCUMENTS Meaning, and Types of commercial documents corrently being used.Trade terms and abbreviations. | Teacher states the meaning of commercial documents. Students actively discuss trade terms and abbreviations, and also copy notes on the board. |
| 12 | REVISION | |
| 13 | EXAMINATION |
