Salesmanship


Salesmanship
BSA Supply No. 35945

By studying salesmanship, Scouts can learn self-confidence, motivation, friendliness, and the persistence necessary to overcome obstacles and solve problems. Sales can offer a challenging and rewarding career for those who enjoy interacting with people from all walks of life.

Requirements

  1. Explain the responsibilities of a salesperson and how a salesperson serves customers and helps stimulate the economy.
  2. Explain why it is important for a salesperson to do the following:
    1. Research the market to be sure the product or service meets the needs of customers.
    2. Learn all about the product or service to be sold.
    3. If possible, visit the location where the product is built and learn how it is constructed. If a service is being sold, learn about the benefits of the service to the customer.
    4. Follow up with customers after their purchase to confirm their satisfaction and discuss their concerns about the product or service.
  3. Write and present a sales plan for a product or service and a sales territory assigned by your counselor.
  4. Make a sales presentation of a product or service assigned by your counselor.
  5. Do ONE of the following and keep a record (cost sheet). Use the sales techniques you have learned, and share your experience with your counselor:
    1. Help your unit raise funds through sales of merchandise or of tickets to a Scout show.
    2. Sell your services such as lawn raking or mowing, pet watching, dog walking, snow shoveling, and car washing to your neighbors. Follow up after the service has been completed and determine the customer's satisfaction.
    3. Earn money through retail selling.
  6. Do ONE of the following:
    1. Interview a salesperson and learn the following:
      1. What made the person choose sales as a profession?
      2. What are the most important things to remember when talking to customers?
      3. How is the product or service sold?
      4. Include your own questions.
    2. Interview a retail store owner and learn the following:
      1. How often is the owner approached by a sales representative?
      2. What good traits should a sales representative have? What habits should the sales representative avoid?
      3. What does the owner consider when deciding whether to establish an account with a sales representative?
      4. Include your own questions.
  7. Investigate and report on career opportunities in sales, then do the following:
    1. Prepare a written statement of your qualifications and experience. Include relevant classes you have taken in school and merit badges you have earned.
    2. Discuss with your counselor what education, experience, or training you should obtain so you are prepared to serve in that position.

Resources

Scouting Literature

American Business, Communication, Entrepreneurship, Personal Management, and Public Speaking merit badge pamphlets

Books

  • Adams, Rob, and Terry Adams. Success for Less: 100 Low-Cost Businesses You Can Start Today. Entrepreneur Media, 1999.
  • Berg, Adriane G., and Arthur Berg Bochner. The Totally Awesome Business Book, 2nd edition. Newmarket Press, 2002.
  • Brescoll, James, and Ralph M. Dahm. Opportunities in Sales Careers. VGM Career Horizons, 1995.
  • Girard, Joe, and Stanley H. Brown. How to Sell Anything to Anybody. Warner Books, 2001.
  • Godfrey, Neale S. Neale S. Godfrey's Ultimate Kids' Money Book. Simon & Schuster Books for Young Readers, 2002.
  • Joachim, Jean C. Beyond the Bake Sale: The Ultimate School Fund-Raising Book. St. Martin's Press, 2003.
  • Otfinoski, Steve. The Kid's Guide to Money. Scholastic, 1996.
  • Schiffman, Stephan. 25 Sales Skills They Don't Teach at Business School. Adams Media, 2002.

Organizations and Web Sites

Biz World
400 Seaport Court, Suite 104
Redwood City, CA 94063
Telephone: 650-368-0777
Web site: http://www.bizworld.org

Center for Entrepreneurial Leadership
Clearinghouse on Entrepreneurial Education
3042 Moore Hall, UCLA
405 Hilgard Avenue
Los Angeles, CA 90095
Telephone: 888-423-5233
Web site: http://www.celcee.edu

Education, Training, and Enterprise Center
313 Market Street
Camden, NJ 08102
Toll-free telephone: 800-963-9361
Web site: http://www.edtecinc.com/ nye/index.htm

Junior Achievement
One Education Way
Colorado Springs, CO 80906
Telephone: 719-540-8000
Web site: http://www.ja.org

YoungBiz Inc.
P.O. Box 7987
Atlanta, GA 30357
Telephone: 888-543-7929
Web site: http://www.youngbiz.com