Learning Modules

In Behind the Screen (Ethics in Digital Marketing), students will look at the dynamic world of digital marketing through an ethical lens. This LAP includes discussion of why ethics in digital marketing are important, the impact of digital marketing on a company’s reputation, and relevant ethical dilemmas that digital marketers must navigate. LAPs (Learning Activity Packages) are comprehensive instructional packages that include all elements of a performance-oriented lesson plan. This LAP...

Businesses, government agencies, special interest groups, and individuals—they all use promotion at one time or another! This LAP explains what makes promotion effective, discusses the benefits of using it, and details the three most common objectives of promotion. 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...

Promotion is all around us every day—but what are the types of promotion? How do companies use it to sell products and create an image? What are its benefits and drawbacks? Find out with this LAP!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 product and institutional promotion, a (So What?) discussion of why...

Do your students equate promotion with advertising? If so, this LAP is for you. Spread the Word will open your students’ eyes to the entire promotional mix, including personal selling, publicity, sales promotion, and advertising. 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 nature of the promotional mix,...

Quality management is an integral practice of every successful business—from the smallest startups to the largest corporations. In Keep It Quality (Nature of Quality Management), students will study the characteristics of high-quality goods and services and discover the three main components of quality management: quality control, quality assurance, and quality improvement. LAPs (Learning Activity Packages) are comprehensive instructional packages that include all elements of a...

Quality Is the Best Policy (Ethics in Quality Management) introduces students to the importance of ethics in quality management. This LAP discusses what ethical quality management looks like, what businesses can do to implement (and benefit from) ethical quality management, and different ethical dilemmas businesses must navigate when trying to maintain quality in their products and organizational processes. LAPs (Learning Activity Packages) are comprehensive instructional packages that include...

Ethics and risk management are two increasingly important topics in business. They need each other to be successful. But what exactly is the relationship between them, and how do they interact with each other? This LAP discusses the relationship between ethics and risk management, as well as ethical issues risk managers face and ways to promote ethics in risk management. LAPs (Learning Activity Packages) are comprehensive instructional packages that include all elements of a performance-oriente...

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!...

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...

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 different situations, and why the sales process matters to salespeople, companies, and customers. LAPs (Learning Activity Packages) are comprehensive instructional...

It's not over until it's over! Follow-up is an important part of selling. With your students, explore topics like why follow-up is important, what follow-up looks like, and how successful salespeople determine which follow-up strategies to use. By delving into the ‘who, what, when, where, why, and how’ of follow-up, your students can add this beneficial skill to their selling toolboxes in no time! LAPs (Learning Activity Packages) are comprehensive instructional packages that include all...

To be successful, salespeople must be well-prepared. They must know as much as possible about the products they sell – but salespeople have some important questions to answer first. Why is knowing product information so important? What types of information are customers looking for? Where can salespeople find this information? Learn the answers to these questions and more with your students as you all get informed! LAPs (Learning Activity Packages) are comprehensive instructional packages that...

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...

Your students don't want to break the law when it comes to selling—but how do they know what's right and what's wrong? Help them learn about legal and ethical considerations in selling with Keep It Real—In Sales! 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 legal and ethical considerations in selling, a (So...

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,...

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 Get Specific (Recommending Specific Products), students will learn how to recommend products in various tricky situations, such as when a product is out of stock or doesn’t suit a customer’s unique needs. LAPs (Learning Activity Packages) are comprehensive instructional packages that include all elements of a...

Sponsorships provide a wealth of benefits to both sponsors and sports/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 sports/event marketing. LAPs (Learning Activity Packages) are comprehensive instructional packages that include...

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 (Learning Activity Packages) are comprehensive instructional packages that include all elements of a performance-oriented...

Make sure you know your customers! Successful salespeople know that in order to sell, they need to identify customer personality types and use appropriate sales techniques. Teach your students how to develop this important selling skill by exploring how to identify and handle different customer personality types. Together, master the power of personality! LAPs (Learning Activity Packages) are comprehensive instructional packages that include all elements of a performance-oriented lesson plan....

A successful salesperson assists customers with all the "mini” decisions that add up to the final purchase decision. Decisions, Decisions, Decisions (Helping Customers Make Buying Decisions) teaches your students how they can help their customers make them. 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...

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 (Key Factors in Building Clientele) will show your students the many ways that building a clientele can benefit businesses and salespeople. LAPs (Learning Activity Packages) are comprehensive instructional packages that include all elements of a performance-oriente...

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 to convert a customer objection into a selling point. LAPs (Learning Activity Packages) are comprehensive...

It’s one thing to make a sale—but satisfying a customer’s needs and earning their trust can turn a normal sale into a win for everyone involved. In Up the Ante (Suggestion Selling), 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. LAPs (Learning Activity Packages) are comprehensive...

Do you remember the last thing you bought? More specifically, do you remember why you bought it? This LAP explores the concept of buying motives⁠—what they are and how they affect everyday life. Students will also learn effective techniques for identifying a prospect’s buying motives that will help them succeed both as a salesperson and a business owner. LAPs (Learning Activity Packages) are comprehensive instructional packages that include all elements of a performance-oriented lesson plan....

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 Wrap It Up (Closing Sales), students will discover the importance and benefits of closing sales effectively—and they will learn how to prepare for any sales situation by mastering several closing techniques. LAPs (Learning Activity Packages) are comprehensive instructional packages that include all elements of a...

A company’s selling policies are essential components of its sales practice. In Sell Right (Selling Policies), 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 (Learning Activity Packages) are comprehensive instructional packages that include...

This LAP walks students through the basics of management—what managers do, what skills they need, and what types of resources they manage—as well as what levels of management most companies have. 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 management, a (So What?) discussion of why it's important to learn,...

Teach your students what a business plan is, what goes into its different components, and how it benefits startup and existing businesses. 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 nature of business plans, a (So What?) discussion of why it's important to learn, ideas (Make it Pay!) for immediate...

Teach your students how to create a business plan that gets results, regardless of the business’s product, size, or stage of development. 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 creating a business plan, a (So What?) discussion of why it's important to learn, and a short (Gray Zone) case addressing...

Managers of all types of businesses must spend a portion of their time organizing. But what exactly do managers do when they are organizing? To teach your students about managerial considerations in organizing, check out Put It All Together (Managerial Organizing). This LAP discusses the importance of organizing as a management function, as well as the process managers use to organize their businesses. LAPs (Learning Activity Packages) are comprehensive instructional packages that include all...

Staffing is one of the five functions of management that are essential for organizational success. This LAP explores the staffing process and takes a deeper look at how managers develop human resources management strategies. 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 staffing, a (So What?) discussion of...

Directing is considered the heart of management. When managers are directing, they are guiding workers to achieve goals. This LAP explains what directing is, the importance of directing, and the activities included in this management function. 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 mangerial directing,...

All business is risky, but smart businesses manage their risk. Help your students understand how businesses use risk management to avoid loss, create strategy, and increase profits with Prepare for the Worst; Expect the Best (Nature of Risk Management). This LAP explains how risk management is used to identify, monitor, and evaluate past and future risks, and it explores some cutting-edge technologies businesses use to manage risk today. LAPs (Learning Activity Packages) are comprehensive...

Managerial control is essential for organizational success. In this LAP, students will discover what managerial control is and how managers utilize control in real life. They will learn the various types of controls that can be put in place as well as the characteristics of effective controls. In the Gray Zone, students will examine a situation in which managerial control is taken too far. LAPs (Learning Activity Packages) are comprehensive instructional packages that include all elements...