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LAP-MP-005, Futurecast (The Nature of Sales Forecasts) (Download) Market Planning, Marketing, Sales Management, Selling
Price: $68.00
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MBA Research Item #: LAP-MP-005 -

No one can see the future in perfect clarity—but sales forecasts can help! This LAP explains the importance of sales forecasts and how businesses use this essential tool to predict sales and plan production, promotion, prices, and much more. LAPs are comprehensive instructional packages that include all elements of a performance-oriented lesson plan. Each LAP includes a student handout (with CopyIT! permission) that includes information about the nature of sales forecasts, a (So What?)...

LAP-PM-272, Stand Out (Unique Selling Proposition) (Download) LAP-PM-016, Product Management, Product Planning, Branding, Marketing
Price: $68.00
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MBA Research Item #: LAP-PM-272 -

A unique selling proposition shows a company’s special niche in the marketplace. Teach your students about USPs—what they are, why they’re important, and how to create them. LAPs are comprehensive instructional packages that include all elements of a performance-oriented lesson plan. This LAP includes a student handout (with CopyIT! permission) that includes information about unique selling propositions, a (So What?) discussion of why it's important to learn, and a short (Gray Zone) case...

LAP-SE-001, Digging for Sales (Prospecting for Customers) (Download) Selling, LAP-SE-116
Price: $68.00
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MBA Research Item #: LAP-SE-001 -

Prospecting for customers is a vital component of successful selling. In this LAP, students will learn why prospecting is so important and how they can demonstrate this necessary skill. In the activities, students will practice prospecting by identifying potential customers for a product they are selling. LAPs (Learning Activity Packages) are comprehensive instructional packages that include all elements of a performance-oriented lesson plan. This LAP includes a student handout (with CopyIT!...

LAP-SE-017, Sell Away (The Nature and Scope of Selling) (Download) LAP-SE-117, Careers
Price: $68.00
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MBA Research Item #: LAP-SE-017 -

Your students might not think selling has much to do with their lives. But good sales skills can help them at home, at school, and on the job, even if they don't work in sales! Help your students learn the traits of successful salespeople with Sell Away. LAPs (Learning Activity Packages) are comprehensive instructional packages that include all elements of a performance-oriented lesson plan. This LAP includes a student handout (with CopyIT! permission) that includes information about the...

LAP-SE-048, Set Your Sales (The Selling Process) (Download) LAP-SE-126
Price: $68.00
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MBA Research Item #: LAP-SE-048 -

The selling process is a complex procedure that varies across industries, products, and customers. In this LAP, students will gain valuable insight into the selling process that will help them in their current or future roles as salespeople. They’ll learn what steps are involved, how those steps are implemented differently across situations, and why the sales process matters to salespeople, companies, and customers. LAPs are comprehensive instructional packages that include all elements of a...

LAP-SE-076, Go Beyond the Sale (Customer Service in Selling) (Download) LAP-SE-130
Price: $68.00
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MBA Research Item #: LAP-SE-076 -

Quality customer service is a lot more than just a department. In this informative LAP, students will learn what salespeople can do to go above and beyond while serving customers—increasing their sales and benefitting their business along the way! In the Gray Zone, students will examine the ethicality of a common sales practice—making false promises to a customer to close a sale. LAPs (Learning Activity Packages) are comprehensive instructional packages that include all elements of a...

LAP-SE-109, Find Features, Boost Benefits (Feature-Benefit Selling) (Download) LAP-SE-113
Price: $68.00
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MBA Research Item #: LAP-SE-109 -

Customers have lots of choices in today's competitive market, so how can your students make their products stand out? With this LAP, your students can learn to use feature-benefit selling to translate their product features into benefits. LAPs (Learning Activity Packages) are comprehensive instructional packages that include all elements of a performance-oriented lesson plan. This LAP includes a student handout (with CopyIT! permission) that includes information about feature-benefit selling,...

LAP-SE-112, Typecasting (Addressing Needs of Individual Personalities) (Download) Selling
Price: $68.00
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MBA Research Item #: LAP-SE-112 -

Successful salespeople carefully identify each customer’s personality type and use the appropriate sales techniques to meet the customer’s needs and make the sale. Teach your students how to develop this important selling skill. LAPs are comprehensive instructional packages that include all elements of a performance-oriented lesson plan. Each LAP includes a student handout (with CopyIT! permission) that includes information about addressing needs of individual personalities, a (So What?)...

LAP-SE-114, Get Specific (Recommending Specific Products) (Download) Selling, LAP-SE-111
Price: $68.00
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MBA Research Item #: LAP-SE-114 -

Part of being a salesperson involves recommending specific products to customers based on their needs and wants. Sounds easy – but it can be more complicated than it seems! In this LAP, students will learn how to recommend products in various tricky situations, such as when the product that a customer requests is out of stock, or doesn’t suit his/her unique needs. In the Gray Zone, students will examine the ethicality of “trading up,” or recommending a product that is more expensive than...

LAP-SE-119, Follow Up! (Follow-Up Strategies) (Download) Selling
Price: $68.00
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MBA Research Item #: LAP-SE-119 -

Following up is as important in selling as it is in other aspects of life. Teach your students why salespeople follow up and how they can add this beneficial skill to their selling arsenals. LAPs are comprehensive instructional packages that include all elements of a performance-oriented lesson plan. The Complete LAP includes an 8-page, full-color handout for students (with CopyIT! permission) that includes information on follow-up strategies, a (So What?) discussion of why it's important to...

LAP-SE-129, Keep It Real--In Sales (Legal and Ethical Considerations in Selling) (Download) Ethics
Price: $68.00
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MBA Research Item #: LAP-SE-129 -

It can be hard to tell what’s wrong and what’s right when it comes to selling. Do your students know which selling practices are illegal? And can they tell when they might be crossing the moral line? Teach your students about legal and ethical considerations in selling with Keep It Real—In Sales! LAPs are comprehensive instructional packages that include all elements of a performance-oriented lesson plan. The Complete LAP includes an 8-page, full-color handout for students (with CopyIT!...

LAP-SE-131, Get Informed (Acquiring Product Information for Use in Selling) (Download)
Price: $68.00
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MBA Research Item #: LAP-SE-131 -

To be successful, salespeople must be well-prepared. They must know as much as possible about the products they sell. Teach your students why product information is important to salespeople, when they use it, and where they find it! LAPs are comprehensive instructional packages that include all elements of a performance-oriented lesson plan. Each LAP includes a student handout (with CopyIT! permission) that includes information about acquiring product information for use in selling, a (So...

LAP-SE-321, Make the Match (Selling Sponsorships) (Download) LAP-SE-127, Sports Marketing, Promotion
Price: $68.00
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MBA Research Item #: LAP-SE-321 -

Sponsorships provide a wealth of benefits to both sponsors and sport/event organizations. Make the Match (Selling Sponsorships) explains the profitable nature of sponsorship agreements and teaches students the step-by-step method for selling sponsorships successfully. This LAP includes examples, activities, video links, and more—all focused on the dynamics of selling sponsorships in sport/event marketing. LAPs are comprehensive instructional packages that include all elements of a...

LAP-SE-374, Show and Tell (Product Demonstration) (Download) LAP-SE-103
Price: $68.00
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MBA Research Item #: LAP-SE-374 -

When it comes to convincing customers of their need for products, “seeing is believing.” In this LAP, students will gain hands-on experience planning and executing a product demonstration. They will learn how to select the right product to demonstrate, how to choose the appropriate product features to highlight, and how to handle interruptions during the demonstration. LAPs are comprehensive instructional packages that include all elements of a performance-oriented lesson plan. This LAP...

LAP-SE-811, Decisions, Decisions, Decisions (Helping Customers Make Buying Decisions) (Download) Selling, LAP-SE-108
Price: $68.00
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MBA Research Item #: LAP-SE-811 -

A successful salesperson assists customers with all the "mini” decisions that add up to the final purchase decision. Teach your students how they can help their customers make them. LAPs are comprehensive instructional packages that include all elements of a performance-oriented lesson plan. Each LAP includes a student handout (with CopyIT! permission) that includes information about helping customers make buying decisions, a (So What?) discussion of why it's important to learn, and a short...

LAP-SE-828, Keep Them Loyal (Key Factors in Building Clientele) (Download) LAP-SE-115, Selling
Price: $68.00
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MBA Research Item #: LAP-SE-828 -

Finding customers can be hard, but keeping them is even harder! Use this LAP to show your students why businesses and salespeople need to do more than just attract customers—they must turn them into a loyal clientele. Keep Them Loyal will show your students the many ways that building a clientele can benefit businesses and salespeople. In the Gray Zone, students will consider the ethicality of several unfair tactics used to gain customers’ business. LAPs (Learning Activity Packages) are...

LAP-SE-874, Objection Overruled (Converting Objections Into Selling Points) (Download) LAP-SE-100
Price: $68.00
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MBA Research Item #: LAP-SE-874 -

One of a salesperson’s most important responsibilities is addressing customer objections. In this LAP students will learn common types of customer objections, how to distinguish between a real objection and an excuse, and how to convert customer objections into valid selling points. In The Gray Zone, students will examine a situation in which a salesperson stretches the truth in order to convert a customer objection into a selling point. LAPs are comprehensive instructional packages that...

LAP-SE-875, Up the Ante (Suggestion Selling) (Download) LAP-SE-110
Price: $68.00
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MBA Research Item #: LAP-SE-875 -

It’s one thing to make a sale – but satisfying a customer’s needs and earning his/her trust can turn a normal sale into a win for everyone involved. In this LAP, students will discover the skill of suggestion selling and how it benefits customers, businesses, and salespeople. They will learn how to successfully suggest products based on customer needs and wants, as well as how to suggest products respectfully. In the accompanying activities, students will role-play different suggestion selling...

LAP-SE-883, Whats the Motive? (Determining Buying Motives) (Download) Selling, LAP-SE-109
Price: $68.00
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MBA Research Item #: LAP-SE-883 -

Buying motives affect us every day – whether we know it or not. From a trip to our favorite grocery store to that new pair of shoes we just had to have, every purchase we make is driven by underlying motives. In this LAP your students will gain an in-depth understanding of buying motives – what they are, why they’re so important to salespeople, and how to effectively identify them. LAPs are comprehensive instructional packages that include all elements of a performance-oriented lesson plan....

LAP-SE-895, Wrap it Up (Closing Sales) (Download) LAP-SE-107, Selling
Price: $68.00
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MBA Research Item #: LAP-SE-895 -

Just as your students would never write a text message without hitting “send,” a salesperson should never interact with a customer without attempting to close the sale. In this LAP students will discover the importance (and benefits) of closing sales effectively – and will learn how to prepare for any sales situation by mastering several different closing techniques. In the Gray Zone, students will consider the ethics of closing a sale when the salesperson isn’t quite “sold” on the product...

LAP-SE-932, Sell Right (Selling Policies) (Download) LAP-SE-121
Price: $68.00
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MBA Research Item #: LAP-SE-932 -

A company’s selling policies are essential components of its sales practice. In this LAP, students will discover the importance of selling guidelines as well as the various kinds of policies that businesses use to help salespeople succeed. Students will also learn about federal regulations that shape company selling policies such as the Federal Trade Commission Act and the Sherman Act. LAPs are comprehensive instructional packages that include all elements of a performance-oriented lesson...