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Entrepreneurship 2
Quarter 3 – Module 1
Perform Actual Selling of Products or Services

Department of Education • Republic of the Philippines

 ENTREPRENEURSHIP 2

Copyright: Department of Education

Publisher: Department of Education, Mandaue City Division

This learning module was developed by the following personnel:

MA.FE B. CALIGDONG
Mandaue City Comprehensive National High School

JOCELY O. BACARON
Mandaue City Comprehensive National High School

VANESA B. BEJO
Mandaue City Comprehensive National High School
 Entrepreneurship 2

Quarter 3 – Module 1

Performing Actual Selling of Products or Services

Department of Education – Republic of the Philippines

 HOW TO USE THE MODULE

This module is a self-learning tool that contains instructional materials and

activities for the students to complete each of the learning outcomes of the module. It has
an instruction that can be clearly understand by the learner. It is a self –pace learning kit,
it means that the module should be done according to the pace of the student but will not
exceed on the weeks given by the facilitator.
The module includes understanding of theories and principles, and practices in
conducting actual selling of product or services. The module on performing actual selling
of products and services contains the knowledge, skills and attitudes required for the
subject.
The instruction is given on how to go through about the module, the students have
to work on the module based on the given activity, the facilitator has to require students
to submit the outputs stated in the module and on the duration of the period as per
instruction of the facilitator.
 Introduction

Entrepreneurship is a subject of Technical Vocational Education Curriculum (TVE)

for Grade 10 students under the K to 12 curriculums. It is designed for preparing the
individual learner to earn a living or increase his earning, by utilizing the knowledge and
skills acquired at school. It is aimed at preparing individual necessary for self-reliance.
The subject provides varied and relevant activities and opportunities to determine
understanding of the key concepts and to demonstrate learning competencies as
required by the subject. Thus, it aims to provide knowledge and skills that can be applied
in a specific skill acquired by the students in his/her chosen field of interest in the TLE
subject to be use in lifelong learning.
The learning material is specifically designed to focus on the different learning
competencies to develop the knowledge and acquire skills in all entrepreneurial activities
of the learner.
Content Standards
The learner demonstrates an understanding of theories, principles, and practices
in conducting actual selling of products or services as contained in the business plan.
Performance Standards
The learner conducts actual selling of products or services, applies marketing and
management strategies, documents the actual activity, prepares and presents for
business decisions.
Objective
Learners are expected to become proficient in performing skill on the competency.
1. performs actual selling of products or services applying the marketing
strategies and sales management based on the marketing plan
component of the business plan.

Subject Requirements
Grade 10 student must take the Entrepreneurship subject to complete the
Technical Vocational Education curriculum. The subject is added to the curriculum as a
special subject to train the students on how to venture into business using the skill
acquired in TLE subject. The subject requires a total number of 2 hours per week.
The subject is added to the curriculum to equip the learners with the appropriate
knowledge, attitude, values, and skills on entrepreneurial activities necessary to become
self reliance and productive citizens of our society.
Pre- assessment test

Let us find out how much have you already know about actual selling of products
or services. Complete the statements below, write the words on the blank provided to
complete the statement. Choose the answer from inside the box.

Selling Direct selling Price selling terms

Need presentation cold calling closing sales presentation
Canned presentation Formula selling

1. A ______________ is a type of sales presentation that provide through

information about the product.
2. The ___________ of product or service to the customers is presented with the
objective to stimulate their interest.
3. If it is a face to face presentation, demonstration and sale of products or services,
usually at the home or office of a prospect by the independent seller is called as
______.
4. A __________ is the last step in the chain of commerce where a buyer exchange
cash for a seller’s goods or service.
5. The market value or agreed exchange value in selling is __________.
6. The ___________is a length of time a seller allows a buyer to pay for the goods
or services sold on credit.
7. A ____________ is the process of approaching prospective customers or clients
who were not expecting such an interaction.
8. In presenting what had memorized or just doing it by reading is called _________.
9. The ___________ is a step in selling that asks clients orders and secure
commitment to purchase.
10. A _____________ involves asking questions and listening to customers answer
to identify their needs and desire.

This lesson deals with the actual selling and application of sales management
strategies in business. Selling is believed to be an art of persuasion. There are suggested
steps where you can go through to sell your product or service successfully.

Activity 1
Below are the steps in selling that will help selling successful: Re-arrange the
steps which will be no.1,2,3,4 & 5 by writing it on the second column. No.1 should be
written at the bottom.
SUCCESS
Presentation
Prospecting
Build Long Term Relationship
Handling Questions
Closing
SELLING
Topic : Actual Selling of Product or Service

Most successful entrepreneurs believe that there are ideal techniques in actual
selling. However, based on the experiences of successful entrepreneurs, the module
offers some selling strategies which might be useful to the enterprise.

A good seller is good in asking questions to determine the customer’s needs and
desires. This knowledge will help gain customers who will be willing to pay for the product
or service. On the other hand, the seller should be much more knowledgeable about the
product or service, then the prospects. The seller must also offer valuable information
and insight to the decision-making process of the client.

Words to Study

Selling – is the last step in the chain of commerce where a buyer exchanges cash for a
seller’s goods or services.
Selling terms – is the length of time a seller allows a buyer to pay for goods or services
sold on credit.
Price – is the market value, or agreed exchange value that will purchase a definite
quantity, weight or other measure of goods or services.

Selling Strategies

1. Cold Calling- is the process of approaching prospective customers or clients who

we’re not expecting such an interaction.
2. Consultative Selling – It emphasize customers’ needs and meeting those needs
with solutions combining products or services.
3. Direct Selling – face to face presentation, demonstration, and sale of products or
services usually at the home or office of a prospect by the
independent direct seller.
4. Persuasive Selling – it calls for the ability of the seller to persuade his buyer
according to the compelling reasons why the buyers need to buy your
enterprise.

Steps That May Follow in Selling

1.Prospecting – You can get prospects from several sources oftentimes, referral from
existing customers is the best way. What you only need to do is ask. On the
other hand, qualifying prospects is an activity where you are trying to
determine whether you are likely to buy. The importance of this is based on the
premise that not all prospects meet the criteria to buy.

2.Sales Presentation – It is the time when you are presenting your product or service to
your customers with the objective to stimulate further their interest. Oftentimes,
this activity begins with open-ended questions. It helps you discover what your
customers want and need.

Types of Presentation

1. Stimulus-response – where you try to offer the necessary information (stimulus)

at the right time to make your clients buy (response).
 2. Formula selling – is more thorough in providing your product information. The
advantage of this is that it reduces the risk of losing important information.
3. Canned Presentation – is presenting what you have memorized or just doing it
by reading.
4. Need Presentation – involves asking questions and listening to customers
answers to identify their needs and desire.

3.Handling Questions – Usually, prospects are objecting based on costs, benefits or

both. They also do it because they do not see the necessity to buy. Others do the
objection because they want the deal to be more beneficial for them. In this step
you need to be patient and demonstrate interest in your clients’ need.

4.Closing – This is one of the important steps because in this stage you will ask your
client’s orders and secure their commitment to purchase. Oftentimes, you will be
the one to initiate the closing.

5.Build Long-Term Relationship – Let it not be said that the closing is not the end of
selling but the beginning of your long- term relations with the customers. It
involves follow-up sales to see to it that they are satisfied with your enterprise.
William A. O’Connell came up with the conclusion in his research that
conducting the follow -ups is necessary to obtain repeat sales from existing
customers. It also costs about half the amount needed to close a sale with a new
customer.

Enrichment Activity

After the discussion of selling strategy and steps in selling, this activity aims to
show your capability in selling your product or services by giving your views on a given
situation.

1. If your sari-sari store is in the slum area what selling strategy would you apply?
Why?
_______________________________________________________________
_______________________________________________________________
________________________________________________________________

2. In your proposed business, list down 5 possible prospects in the table below where
number 1 is your priority prospect and number 5 is your least prospect. Choose
your answer from the box or you may have your own.

Relatives church mates Schoolmates

Neighbors friends
1
2
3
4
5
 Considering your list of prospects, explain why each one is in their corresponding
rank, write your answer opposite on the prospects in the next column.

Generalization

Selling is determining client needs and wants and responding through planned,
personalized communication that influences purchase decisions and enhances future
business opportunities. Goods and services are sold for ultimate consumption, for resale,
or for use in the operation of a business. Every business has something to sell—either
tangible products or intangible services. Selling can occur wherever person-to person
contact is made, either directly to the consumer or indirectly using intermediaries. Selling
plays an important role in our society and economy. Effects of selling include keeping our
economy moving, promoting competition, affecting employment, adding utility, helping
customers determine needs, and creating a desire for products.

Application

LET US APPLY WHAT YOU HAVE LEARNED

Using the knowledge and insights you have learned from this lesson, make a
canned presentation of the product or service that you want to sell to your prospective
clients. Write it in a one whole sheet of paper.

Post – Assessment

Complete the statements below, write the words on the blank provided to complete
the statement. Choose the answer from inside the box.

Selling Price
Direct selling selling terms
Need presentation cold calling sales presentation
Canned presentation
Formula selling closing

1. A ______________ is a type of sales presentation that provide through

information about the product.
2. The ___________ of product or service to the customers is presented with the
objective to stimulate their interest.
3. If it is a face to face presentation, demonstration and sale of products or services,
usually at the home or office of a prospect by the independent seller is called as
______.
4. A __________ is the last step in the chain of commerce where a buyer exchange
cash for a seller’s goods or service.
5. The market value or agreed exchange value in selling is __________.
 6. The ___________is a length of time a seller allows a buyer to pay for the goods
or services sold on credit.
7. A ____________ is the process of approaching prospective customers or clients
who were not expecting such an interaction.
8. In presenting what had memorized or just doing it by reading is called _________.
9. The ___________ is a step in selling that asks clients orders and secure
commitment to purchase.
10. A _____________ involves asking questions and listening to customers answer
to identify their needs and desire.

Additional Activity

Draw a ladder representing the steps in selling. indicating the word SUCCESS!!!

Reference:
Reynaldo M. Valdez.,et al Competency Based Curriculum and Competency Based
Learning
Material for Fourth Year, July 2009
mailshake.com
mbaresearch.org/newlaps

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