Common Planner
K–12 Standards

Salesmanship: Grades 10, 11, 12

Other Arkansas CTE sets

Introduction to Selling

  • 1.1

    Define terminology

    1. 1.

      Prepare a list of terms with definitions1.1.1

  • 1.2

    Explain the importance of human relations in selling

  • 1.3

    Explain the importance of repeat customers

  • 1.4

    Discuss tangible and intangible resources

    1. 1.

      Classify tangible and intangible resources1.4.1

  • 1.5

    Identify types of businesses that employ salespeople

    1. 1.

      Analyze local jobs available for salespeople1.5.1

  • 1.6

    Explain the difference between a salesperson and an order

    1. 1.

      Compare the job duties between salespeople and order takers1.6.1

  • 1.7

    Discuss costumer-oriented selling

  • 1.8

    List personality traits needed by salespeople

    1. 1.

      Choose positive personality traits of salespeople1.8.1

  • 1.9

    Discuss what customers expect from salespeople

    1. 1.

      Evaluate local salespeople1.9.1

  • 1.10

    Identify non-selling duties

    1. 1.

      Distinguish between selling duties and non-selling duties1.10.1

  • 1.11

    Identify the customer buying process

    1. 1.

      Select the five mental stages of the buying process in correct order1.11.1

  • 1.12

    List in order the steps of a sale

Preparing to Sell: The Pre-approach

  • 2.1

    Define terminology

    1. 1.

      Prepare a list of terms with definitions2.1.1

  • 2.2

    Cite influences on today's customers

    1. 1.

      Analyze influences affecting customers2.2.1

  • 2.3

    Discuss wants and needs

    1. 1.

      Differentiate between customer wants and needs2.3.1

  • 2.4

    Name the different types of customers

    1. 1.

      Compare the different types of customers2.4.1

  • 2.5

    Discuss customer buying decisions

    1. 1.

      Label customer buying decisions2.5.1

  • 2.6

    List common buying motives

    1. 1.

      Select appropriate buying motives for stated products2.6.1

  • 2.7

    Discuss rational and emotional buying motives

    1. 1.

      Choose examples of rational and emotional buying motives2.7.1

  • 2.8

    Explain the difference between product buying motives and patronage buying motives

  • 2.9

    Discuss benefits of product or service knowledge

    1. 1.

      Choose features of a product/service that benefits customers2.9.1

The Steps of a Sale

  • 3.1

    Cite the importance of the approach

  • 3.2

    Identify types of customer approaches

    1. 1.

      Distinguish among approaches, using a mock situation3.2.1

  • 3.3

    Qualify customers to determine what products will best satisfy their wants and needs

    1. 1.

      Evaluate methods for qualifying customers3.3.1

  • 3.4

    List three types of customers

  • 3.5

    State the purpose of the feature-benefit sales presentation

    1. 1.

      Distinguish between product features and benefits3.5.1

  • 3.6

    List benefits for each product feature

    1. 1.

      Develop a feature-benefit chart3.6.1

  • 3.7

    Explain how to make a feature-benefit sales presentation

    1. 1.

      Demonstrate how to make a feature-benefit sales presentation3.7.1

  • 3.8

    Explain the difference between customer objections and excuses

  • 3.9

    List types of customer objections

  • 3.10

    Name techniques for answering objections

    1. 1.

      Create an effective answer for customer objections to buying3.10.1

  • 3.11

    Explain closing the sale

    1. 1.

      Demonstrate how to close a sale3.11.1

  • 3.12

    List techniques for closing the sale

  • 3.13

    Discuss suggestive selling

    1. 1.

      Demonstrate suggestive selling techniques3.13.1

  • 3.14

    State methods for improving selling skills

Special Skill Needed for Selling

  • 4.1

    Name parts of a sales receipt

  • 4.2

    List types of sales transactions

    1. 1.

      Differentiate between types of sales transactions4.2.1

  • 4.3

    State the purpose of a cash register

  • 4.4

    Identify methods for handling money

    1. 1.

      Calculate correct change4.4.1

  • 4.5

    Identify methods of shoplifting

  • 4.6

    Explain the concept of money manipulators

    1. 1.

      Evaluate the impact of money manipulators4.6.1

  • 4.7

    List sales supporting duties

Your Future in Selling

  • 5.1

    Explain how to get a selling job

    1. 1.

      Create a letter of application5.1.1

  • 5.2

    List tips on how to succeed in a new sales job

    1. 1.

      Assess skills needed for success in a sales job5.2.1

  • 5.3

    Discuss entrepreneurship

    1. 1.

      Evaluate the advantages and disadvantages of owning your own business5.3.1

Frequently asked questions

What grade levels do these standards cover?
Grade 10, Grade 11, and Grade 12
When were these standards adopted?
2006
Where can I read the official document?
Salesmanship

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