Republic of the Philippines 5.

Selling Techniques – is the process of approaching prospective customers or client’s who

Department of Education were not expecting such an interaction.
Region I Most successful entrepreneurs believe that there are ideal techniques in actual
SCHOOLS DIVISION OFFICE I PANGASINAN selling. However, based on the experiences of successful entrepreneurs our module offers
Lingayen some selling strategies which might be useful for your enterprise. A good seller is a good
BINMALEY SCHOOL OF FISHERIES asking question to determine the customer’s needs and desires. This knowledge will help
Binmaley, Pangasinan you gain customers who will be willing to pay for your product or service. On the other hand,
you should be much more knowledgeable about their product or service, then the prospects.
You must also offer valuable information and in sight to the decision making process of your
ENTREPRENUERSHIP 10 client.
(QUARTER 3)
SELLING STRATEGIES
MODULE 1
1. Cold Selling – The process of approaching prospective customers or clients who were not
UNIT OF COMPETENCY: expecting such an interaction.
PERFORM ACTUAL SELLING OF PRODUCTS OR SERVICES APPLING 2. Consultative Selling – emphasize customers’ needs and meeting those needs with
THE MARKETING STRATEGIES AND SALES MANAGEMENT BASED ON THE solutions combining products or services.
MARKETING PLAN COMPONENT OF THE BUSINESS PLAN. 3. Direct Selling – Face to face presentation, demonstration and sale of product or services,
usually at the home or office of a prospect by the independent direct seller.
What Do You Need To Know? 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.
Information Sheet # 1
To gain success in selling, the following steps may be followed
ACTUAL SELLING OF PRODUCT AND SERVICES
SUCCESS
What is the lesson all about?
This lesson deals with the actual selling and application of the sales management Build Long - Term relationship
strategies to your business.
Closing
What will you learn?
Handling Objections
At the end of the module you should be able to:
1. Do actual selling of your enterprise be it a product or a service.
2. Apply sales management strategies. Presentation
 Stimulus Response
Let us study:  Formula selling
1. Selling – is a last step in the chain of commerce where a buyer exchanges cash for a
 Canned
sellers goods or services.
2. Personal Selling – is a seller’s attempt to persuade a buyer to make a purchase.  Needs satisfaction
3. Selling Terms – is the length of time a seller allows a buyer to pay for the goods or
services sold on credit. Prospecting
4. Price Value – is the market value, or agreed exchange that will purchase a definite quality,  Referrals
weight or other measures of goods or services.  Qualifying
 Self-checked 1.1 (WEEK 1 & 2) whether you are likely to buy. The importance of this is based on the premise that not
all prospects meet the criteria to buy.
Name:___________________________________________________ Score:____________ 2. Sales Presentation - It is the time when you are presenting your product or
Year & Section:_____________________________________________ Date:____________ service to your customers with the objective to stimulate further their interest.
Oftentimes, this activity begins with open-ended questions. It helps you discover
I. Identification:
what your customers want and need. There are at least four types of Presentation.
_______________1. It emphasize customers’ needs and meeting those needs with solutions
combining products or services. One is stimulus-response where you try to offer the necessary information
(stimulus) at the right time to make your client buy (response). Secondly, formula
_______________2. It is the market value, or agreed exchange that will purchase a definite selling is more thorough in providing your product information. The advantage of this
quality, weight or other measures of goods or services. is that it reduces the risk of loosing important information. Thirdly, canned
presentation is presenting what you have memorized or just doing it by reading.
_______________3. A face to face presentation, demonstration and sale of product or Finally, need presentation involves asking questions and listening to customers
services, usually at the home or office of a prospect by the independent direct seller. answers to identify their needs and desires.
3. Handling questions – Usually, prospects are objecting based on cost, benefits or
_______________4. It is the last step in the chain of commerce where a buyer exchanges both. They also do it because they do not see the necessity to buy. Others do the
cash for a sellers goods or services.
objection because they want the deal to be more beneficial for them. In this step you
_______________5. The process of approaching prospective customers or clients who were need to be patient and demonstrate interest in your clients’ need.
not expecting such an interaction. 4. Closing – This is one of the important steps because in this stage you will ask
your clients orders and secure their commitment to purchase. Oftentimes, you will be
_______________6. A seller’s attempt to persuade a buyer to make a purchase. the one to initiate the closing.
5. Build Long-Term Relationship – Let it not be said that the closing is not the end
_______________7. It calls for the ability of the seller to persuade his buyer according to the of selling but the beginning of your long-term relations with the customers. It involves
compelling reasons why the buyers need to buy your enterprise. follow-up sales to see to it that they are satisfied with your enterprise. William A.
O’Connell came up with a conclusion in his research that conducting the follow-ups
_______________8. is the length of time a seller allows a buyer to pay for the goods or is necessary to obtain repeat sales from existing customers. It also cost about half
services sold on credit.
the amount needed close a sale with a new customers.
II. (Essay)Explain the following. (5 points each)
Self-checked 1.2 (WEEK 3 & 4)
1. How selling contributes to the growing economy of the country? How Much Have You Learned?
2. Does direct selling capable enough in promoting the product or services?
Name: ___________________________________________________ Date: ____________
Grade/Section: ___________________________________________ Score: ____________
MODULE 2: (WEEK 3 and 4)
A. Enumerate the following.
What Do You Need To Know? (1-4) Types of Sales Presentations:
1. __________________________________ 3. ___________________________________
Information Sheet # 2 2. __________________________________ 4. ___________________________________
Step by Step Procedures in Selling
(5-9) Steps to be followed in Selling:
1. Prospecting - You can get prospects from a number of sources. Oftentimes, 5. __________________________________ 8. ___________________________________
referral from existing customers is the best way. What you only need to do is ask. On 6. __________________________________ 9. ___________________________________
the other hand, qualifying prospects is an activity where you are trying to determine 7. __________________________________
B. Essay. (6 points) a. Emphasized effort c. Always call their office
Note: You can use the back of the coupon for your explanation. b. Build Long-Term Relationship d. Sales presentation
If your sari-sari store is in the slum area, what selling strategy would you employ? Explain 8. It is an activity where you are trying to determine whether you are likely to buy?
why?
a. Emphasized effort c. Qualifying prospects
Self-checked 1.3 b. Long-Term Relationship d. Sales presentation

Name:___________________________________________________ Score:____________ 9. Who came up with a conclusion in his research that conducting the follow-ups is
Year & Section:_____________________________________________ Date:____________ necessary to obtain repeat sales from existing customers, where it also cost about
half the amount needed close a sale with new customers?
I. Multiple Choices: a. William Hamilton c. William A. O’Connell
b. William Martinez d. Wilson of Nile
1. It involves asking questions and listening to customers answers to identify their
needs and desires? 10. The importance of this is based on the premise that not all prospects meet the
a. Need presentation b. Handling c. Sales d. Closing criteria to buy?
a. Prospecting c. Selling
2. This is where you try to offer the necessary information at the right time to make b. Closing d. None of this
your client buy is called?
a. Need presentation c. Financing
b. Stimulus-response d. Sales MODULE 3: WEEK 5,6,7 & 8

3. Which of this is more thorough in providing your product information, where the UNIT OF COMPETENCY:
advantage of this is that it reduces the risk of loosing important information? PREPARE AND MAINTAIN FINANCIAL RECORDS AND REPORTS
a. Need presentation c. Formula selling
b. Stimulus-response d. Sales What Do You Need To Know?
An entrepreneur’s growing concern is to continuously learn and understand
4. It is the time when you are presenting your product or service to your customers the activities of his or her business. The cash movement, if properly recorded and
with the objective to stimulate further their interest? kept, can clearly describe the total business picture.
a. Capitalization c. Selling
b. Stimulus-response d. Sales presentation At the of the lesson you should be able to:
1. Prepare and maintain financial records and reports.
5. Which of the following is presenting what you have memorized or just doing it by
reading? Information Sheet # 1
a. Direct sale c. In-direct Selling
b. Canned presentation d. Sales presentation Assets – are things of value owned by the business.
Receivables – are summarized accounts maintained with debtors and creditors.
6. This is one of the important steps because in this stage you will ask your clients Capital – is an excess of assets over liabilities.
orders and secure their commitment to purchase? Balance Sheets - is the formal statement of the financial position of the business
a. Need presentation b. Handling c. Sales d. Closing that shows the assets, liabilities and owner’s equity.
Income statement – is a report that summarized the revenue items, expense and
the difference between, which is called net profit/loss for the period.
7. It involves follow-up sales to see to it that they are satisfied with your enterprise?
Accounting – The language of business. The art of recording, classifying, 5.1 We rented the store out for Php.700.00 cash invoice no. 001
summarizing in a significant manner and in terms of money, those transactions and T Accounts
events which are part, at least of a financial character and interpreted as the result Good Accounts GMC Grocery
thereof. Debit Debit Credit
(1) 1000 600(2) 1000(1)
Bookkeeping – The act of recording business and events in systematic and Cash Accounts Electricity Expenses
chronological manner. The person involved in this task is the bookkeeper. His main Debit Credit Debit Credit
job is to record and process data in the accounting system. (2)600 200(3) (3)20
(5)700
Stone Accounts Rene Accounts
The “Dual Aspect” Convention Debit Credit Debit Credit
The convention is the fact at the very heart of a bookkeeping system. (4)20,000 20,000(4)
1. Bert brings a kilo of chicken to the market an in exchange to buy T-shirt from
Rene.
2. Each of the parties in the transaction ‘receive’ a certain economic value and ‘gave’ Self-checked 1.4 (WEEK 5 & 6)
and identical value.
Bert ‘received’ T-shirt and gave a kilo of Rene ‘received’ a kilo of chicken and Name:___________________________________________________ Score:____________
chicken gave T-shirt Year & Section:_____________________________________________ Date:____________
Bert ‘received’ goods (T-shirt) and ‘Gave’ Rene ‘received’ money and ‘Gave’ goods
money. (T-shirt) I. Multiple Choices:
In other words, the language of bookkeeping tends to record a single
transaction in dual manner. One, what the person ‘received’ and the second, what 1. This is an act of recording business and events in systematic and chronological
that same person ‘gave’. manner?
Debit and Credit Rule a. Financing b. Bookkeeping c. Writer d. Waiter
Debit is on the left side of and account journal. 2. Which of the following person involved in bookkeeping. His main job is to record
Credit is on the right side of and account journal and process data in the accounting system?
a. Carpenter b. Broker c. Bookkeeper d. Lawyer
Type of Account To Debit the Account To Credit the Account
3. It is the language of business. The art of recording, classifying, summarizing in a
1. Personal When the person in the When the person in the
significant manner and in terms of money, those transactions and events which are
whose name the account whose name the account is
part, at least of a financial character and interpreted as the result thereof?
is kept is in dept to us kept is in credit with us.
a. Financing b. Bookkeeping c. Accounting d. Looting
2. Real When the account When the account gave
4. This is a report that summarized the revenue items, expense and the difference
received money or money equivalent.
between, which is called net profit/loss for the period is called?
equivalent.
a. Statement of accounts c. Accounting
3. Profit and Loss Any account that ends with Any account that ends with
b. Income statement d. Capital
the words “Expense the words “Revenue
5. It is the formal statement of the financial position of the business that shows the
Account”. Account”.
assets, liabilities and owner’s equity?
COMPREHENSIVE EXAMPLE a. Statement of accounts c. Balance Sheets
1.1 We bought food from GMC Grocery for an overall some of Php.100.00 (invoice b. Income Tax d. None of this
no.120) 6. Which of the following is an excess of assets over liabilities?
2.1 We sold part of the goods for Php.600.00 cash(receipt no. 1950) a. Accounts c. Capital
3.1 We paid Php.200.00 cash for electricity expenses (expense voucher. 001) b. Income d. Revenue
4.1 We bought a stone form Rene for Php.20,000.00 (invoice no.953)
7. This are summarized accounts maintained with debtors and creditors?  A decrease in liabilities is a debit, notated as "DR."
a. Tax b. Booking c. Receivables d. Accounts Using the double-entry method, bookkeepers enter each debit and credit in two places on a
8. This are things of value owned by the business? company's balance sheet.
a. Assets b. Bank c. Capital d. Balance sheets Understanding Debit (DR) and Credit (CR)
9. In bookkeeping, you can find this on the left side of and account journal? Let's review the basics of Pacioli's method of bookkeeping or double-entry accounting. On
a. Tax b. Credit c. Revenue d. Debit a balance sheet or in a ledger, assets equal liabilities plus shareholders' equity.
10. It is on the right side of and account journal. An increase in the value of assets is a debit to the account, and a decrease is a credit. On the
a. Tax b. Credit c. Receivables d. Debit flip side, an increase in liabilities or shareholders' equity is a credit to the account, notated
as "CR," and a decrease is a debit, notated as "DR." Using the double-entry method,
II. Enumeration:
bookkeepers enter each debit and credit in two places on a company's balance sheet.
11-12 (The “Dual Aspect” Convention)
For example, Company XYZ issues an invoice to Client A. The company's accountant records
11. _________________________________ the invoice amount as a debit in the accounts receivables section of the balance sheet and
12. _________________________________ records that same amount again as a credit in the revenue section. When Client A pays the
invoice to Company XYZ, the accountant records the amount as a credit in the accounts
13-15 (The three types of accounts) receivables section and a debit in the cash section. This method is also known as "balancing
13. _________________________________ the books."
14. _________________________________ Debit (DR) vs. Credit (CR)
15. _________________________________ Both of the terms debit and credit have Latin roots. The term debit comes from the
word debitum, meaning "what is due," and credit comes from creditum, defined as
Study the balance sheets and its functions. "something entrusted to another or a loan."2 3
When you increase assets, the change in the account is a debit, because something
Information Sheet # 2 must be due for that increase (the price of the asset).
Debit (DR) and Credit (CR) Conversely, an increase in liabilities is a credit because it signifies an amount that
someone else has loaned to you and which you used to purchase something (the cause of
There are a few theories on the origin of the abbreviations used for debit (DR) the corresponding debit in the assets account).
and credit (CR) in accounting. To explain these theories, here is a brief introduction to the The terms debit and credit signify actual accounting functions, both of which cause
use of debits and credits, and how the technique of double-entry accounting, came to be. increases and decreases in accounts, depending on the type of account. That's why simply
A Franciscan monk by the name of Luca Pacioli developed the technique of double- using "increase" and "decrease" to signify changes to accounts wouldn't work.
entry accounting.
When it comes to the DR and CR abbreviations for debit and credit, a few theories
Pacioli is now known as the "Father of Accounting" because the approach he exist. One theory asserts that the DR and CR come from the Latin past participles
devised became the basis for modern-day accounting. Pacioli warned that you should not of debitum and creditum, which are debere and credere, respectively. Another theory is that
end a workday until your debits equal your credits.1 (This reduces the possibility of errors of
DR stands for "debit record" and CR stands for "credit record." Finally, some believe the DR
principle.)
notation is short for "debtor" and CR is short for "creditor."
KEY TAKEAWAYS: Textual Records (Journal Entries)
The terms debit (DR) and credit (CR) have Latin roots: debit comes from the Date: Monday May 10, 2021
word debitum, meaning "what is due," and credit comes from creditum, meaning "something Debit Credit
entrusted to another or a loan." (1) Debit: Goods Account 1,000
 An increase in liabilities or shareholders' equity is a credit to the account, notated as Credit: GMC Grocery Account 1,000
"CR." 1.1 Purchase on credit invoice 123
(2) Debit: Cash Account 600
 Credit: Goods Account 400 600 Cash reported in the balance shows in your cash book, with the total cash on hand and the
2.1 Cash Sales Receipt invoice no.123 600 bank deposit.
200  Receivables or payables – are summarized from the accounts maintained with
2) Debit: Mildred Loan Account debtors and creditors.
Credit: Goods Account  Merchandized and supplies inventory – are determined by having physical count.
2.1 Cash Sales Receipt invoice no.123
Debit: Revenue 200 Assets are normally classifies as current, fixed and other assets.
Cash Sales Receipt invoice no.123 200 1. Current assets - those consist of cash and other assets that are normal
(3) Debit: Electricity Expenses 200 operation one expects to be converted to cash or consumed during the normal
Credit: Cash 200 operations.
3.1 Cash Payment, expenses voucher 001 2. Fixed assets – are assets that are required for long term used in the business.
(4) Debit: Stone Account 20,000 3. Other assets – Those included patents, goodwill etc. which do not come within
Credit: Rene Account 20,000 the above definitions.
4.1 Purchase of Stone Account 953 4. Owner’s equity – refers to the interest of up-owner or proprietors in the assets of
(5) Debit: Cash 700 business.
Credit: Income from Rental 700 ♦ Sales – the amount to be reported for sales consist of the total your cash sales on the
5.1 Cash Rental Account account.
TOTAL: Php. 22,700 22,700 ♦ Cost of Goods sold – the inventory balance shown on the balance sheet is reported in the
Event 1 profit and loss statement and is listed at the beginning of the inventory.
 The goods account (a real account) is debited. An account was receive (no.1 in the ♦ Expense Item – an expense balance computed from the analysis of cash payment and
table) comparative balance sheet data.
 The GMC Grocery Account (a personal account) is credited to receive money (No. 2 ♦ Revenue Item - a revenue balance computed from the analysis of cash receipts ad
in the table) comparative balance sheet.
Event 2 ♦ Depreciation – the charge for the depreciation account, to be recognized in the profit and
loss statement, required a special analysis of balance sheets as well as cash data.
 The cash account (a real account) is debited - cash was receive (No.2 in the table)
LET US REMEMBER
 The Goods Account (a real account) is credited – the store issue goods (No. 2 in the
 The law requires that some forms of records must be kept by all businesses.
table)
Event 3  In the time of keen competition, rising cost and increasing taxes, there can be no
alternative to record keeping.
 The electricity expenses (a profit and loss account) is debited – every expenses
 There must be complete accounting of all business transactions to efficiently handle
account is debited (No.3 in the table)
purchases and sales inventory control credit and collection, depreciation and other
Event 4
expenses.
 The Stone account (a real account) is debited. The transaction receive a monetary
Self-checked 1.5 (WEEK 7 & 8)
value (No.3 in the table)
I. CLASSIFICATION.
 The Rene Account (a personal account) is credited according to No. 1 and 2
A. Direction: Classify the following as: A – Asset, L – Liabilities, C – Capital, R –
Event 5 Revenue, and E – Expenses.
 The income from the rental account (a profit and loss account) is credited – all receipt Accounts Classification
is credited (No.3 in the table) 1. G.M. Capital
 The cash account is debited - (No.2 in the table 2. Land
♦ It is easy to remember that every expenses account is debited (the expenses is a negative 3. Cash
matter from the economic point of view and it is debt of the business). 4. Building
♦ Similarly, all receipt are a credit (a credit is something positive from the economic point of
5. Account Receivables
view and it is to the credit of the business.
6. Delivery Truck
BALANCE SHEET ACCOUNTS
7. Service Income
8. Sales
9. Prepaid Insurance
10. Account Payables

II. MULTIPLE CHOICES.

1. This is consisting of cash and other assets that are normal operation one expects to be
converted to cash is called?
a. Sales b. Capital c. Current assets d. Fixed assets

2. Which of this is the amount to be reported for sales consist of the total your cash sales on
the account?
a. Assets b. Capital c. Sales d. Revenue

3. It is computed from the analysis of cash receipts ad comparative balance sheet. Is called?
a. Cash on Hand b. Capital Item c. Sales Item d. Revenue Item

4. It refers to the interest of up-owner or proprietors in the assets of business?

a. Cost b. Owner’s equity c. Current assets d. Fixed Item

5. Which of this is an expense balance computed from the analysis of cash payment and
comparative balance sheet data?
a. Exchange item b. Owner’s Item c. Expense Item d. Sold Item

Prepared by: Reviewed and Checked:

MACLARENCE P. ESTIMADA NAIDA M. MANGONON

Teacher III Head Teacher III

Noted:

FERDINAND S. BRAVO
Principal IV