Sales Management Lesson Plan

Instructor: Tammy Galloway

Tammy teaches business courses at the post-secondary and secondary level and has a master's of business administration in finance.

If students are interested in becoming an entrepreneur or if they have the gift of gab, this lesson plan explores the steps in the sales management process. Students will watch a video, answer questions, complete an activity and take a quiz.

Learning Objectives

By the end of this lesson, students should be able to:

  • define sales management
  • discuss the steps in the sales management process
  • identify characteristics of a sales manager


90 minutes

Curriculum Standards

  • CCSS.ELA-Literacy.RH.11-12.4

Determine the meaning of words and phrases as they are used in a text, including analyzing how an author uses and refines the meaning of a key term over the course of a text (e.g., how Madison defines faction in Federalist No. 10).

  • CCSS.ELA-Literacy.RH.11-12.7

Integrate and evaluate multiple sources of information presented in diverse formats and media (e.g., visually, quantitatively, as well as in words) in order to address a question or solve a problem.



  • Begin the lesson by asking students to describe the characteristics of an effective sales person.
  • Explain that this lesson defines sales management and discusses important steps in the process.
  • Distribute the Sales Management: Definition & Function lesson, play the video, pause at 0:58, shoulder pair students, then start the following discussion:
    • Define sales management.
    • Identify the functions of a sales manager.
    • Discuss which function you believe would be the most difficult to perform. Explain.
  • Restart the video, pause at 1:44, then pose these prompts:
    • How are sales projections created?
    • Discuss which factors can impact sales projections.
    • Identify specific skill sets you would need as a sales manager to perform this function effectively.
  • Now replay the video, pause at 2:33, then ask pairs to discuss how they would:
    • locate a new customer base
    • handle lost customers
    • plan for a down turn in the economy
    • compete against new competition
    • manage staff turnover
  • Afterwards, allow pairs to share their responses.
  • Then restart the video, stop at 3:29 and ask pairs to answer the following:
    • Identify specific skills a sales manager would need to execute the sales plan.
    • Discuss strategies a sales manager could utilize to motivate and inspire his/her team.
    • 'Lead by Example' is an adage used in describing one of the functions of a sales manager, explain.
  • Now play the remainder of the video.
  • Next show the lesson quiz. Allow students to complete in pairs, then review the answers.

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