HELE Identifying Sellers and Buyers

Lesson 6

Competency #1| Identify the Seller 2. End Users - use the goods, products, or
Q: What is a Seller? services that meets our needs and wants and
A: derive satisfaction from its use
-owner of the store or business establishment
-offers goods, products, or services to those Competency #3| Cite the seller as buyer
who need it Q: Why is a seller also a buyer?
-sells his/her goods, products, or services at a A:
specified amount called his/her “selling price” -A seller is also a buyer because he/she needs
Q: He/She must be? to buy the goods or products he/she will sell.
A: Q: Where does a seller buy?
-learn the “art of selling” A:
Art of selling refers to persuasion, good -He/she buys these goods either from the
relations with people, patience, and courtesy manufacturer or from the producer of the
toward the prospective buyers. goods or from wholesalers or middlemen.
-in good health and possess good character -Manufacturers - those who convert
-cheerful, honest, and prompt raw materials into finished products
-can compute the cost of his product -Producers - plant or harvest products
-determine its selling price and profit -Wholesalers - buy from manufacturers
-have a pleasing personality to attract people or producers in big bulk then sell these
Q: Why does a seller sell? in retail
A: -Middleman - traders who buy from
1. To provide service the primary source and sell these
to people in the to retailers
community
2. To gain profit Competency #4| Explain the guides to
sound buying
Competency #2| Identify the buyer Q: Why should sellers and buyers have a sound
Q: What is a Buyer? buying program/guide?
A: A:
-person who buys the goods or services from -To get the best buy for their money
the seller Q: What is the guide/program?
-consumer who makes use of the goods to A:
meet his/her needs or wants and that of his -Buy from the right source at the right quality
family and the right quantity at the right time and the
-chooses the right quality of goods that would right price.
best satisfy his/her needs and wants
Q: They are also called?
A:
1. Consumers - consume or use what we buy
Lesson 1 Identifying Buyers and Sellers
Definition of Terms:
Marketing transactions
– a business deal between a seller and a buyer
Products
– goods or merchandise produced or manufactured.
Services
– work done using a skill or expertise in a trade or craft
Profit
– money earned from a sale
Big bulk
– in large quantity
Sound Buying Program
– a plan of action to buy quality goods for a reasonable price
– a buying program based on wise
decision
Principle
– a statement uses as guide
Demand
– that which is needed by a target group of customers.
Producer
– one who produces agricultural products like fresh fruits and vegetables
Retailers
– owners of sari-sari stores, groceries, similar stores
.Buying
– to purchase goods for a specified amount
Sell
– to transfer goods in return for a sum of money
Right quality
– the quality of a good or product that is suited to the purpose for it will be used
Right price
– money equivalent to the quality of the goods paid for.
 HELE Producing Simple Products
Lesson 7

Competency #3| Cite Samples of goods or Production Area: Coconut

service in different production areas Product: Coconut water, oil, milk, flour

Refer on p. 86 and p. 89-90 (B. Identification) Service: Coconut Farming/Coconut Processing

B. Identification
Production Area: Vegetables

Arts and Crafts: Product: Fresh, frozen, canned, dried vegetables

Production Area: Embroidery Service: Agricultural Farming, Vegetable

Product: Design Template, Materials for Gardening Services

Embroidery (Machine, scissors, frames)

Service: Custom Embroidery, Machine Production Area: Fish

Repair/Maintenance Product: Fresh, canned, frozen, smoked fish,

caviar

Production Area: Paperwork Service: Fish farming , Fish processing

Product: Different types of paper (Size, Use,

Kind) Production Area: Meat

Service: Printing/Photocopying documents Product: Fresh, frozen, processed meat

Service: Meat processing and packaging

Production Area: Woodwork

Product: Different types of wood (limber, timber, Essay Question:

etc), Woodworking tools Q: What does the slogan “When you don’t have

Service: Custom Woodwork, Carpentry services a market, create one!” mean?

A: “When you don’t have a market, create one!”

Food: essentially means that if there isn’t an existing

demand for a product or service, you should

Production Area: Sugar find a way to create one. This concept/principle

Product: Granulated Sugar, Brown Sugar, Sugar encourages innovation and the development of

Decorations (for cakes/cupcakes) new products/services that can potentially

Service: Custom Cake design, Baking/Pastry create a demand that didn’t exist before. It

services involves identifying unmet needs or solving

problems, establishing a new

Production Area: Eggs niche/specialization.

Product: Fresh eggs, Egg products (processed

egg products)
Service: Poultry Farming, Bakery Services

Production Area: Flour

Product: All-purpose flour, bread and cake flour
Service: Flour Milling, Bakery Services
 HELE Buying and Selling the Product
Lesson 8

Competency #1| Describe how a seller buys effective selling

his/her products Q: How does a competent retailer be a
Q: Why should a seller or retailer develop a competent buyer too?
sound buying and selling program? A:
A: To ensure good profit and good service 1. Must have knowledge of the business
-know how it operates and the changing
Q: Where does the retailer’s buying program conditions in business market
be based on? 2. Must know the characteristics or qualities of
A: It should be based on the principle: “Buy merchandise and where to buy them - alam
goods that will meet the needs and satisfaction kung paano magsiyasat
of the consumers or buyers” 3. Must be able to predict market trends and
prices - kayang italaga ang presyo ng isang
Q: From what stock information can he/she produkto base sa kalidad o quality nito
make a list of products in demand?
A: Competency #3| Enumerate the qualities of a
1. Inquiries - made by sales clerk to customers good salesperson
(basically a sales clerk interview their Q: What are the qualities of a good
customers) salesperson?
2. Stock Record - shows the items that are A:
easily sold out (products in demand can be 1. Good Health
based on the best-seller products) -The salesperson must be physically and
3. Customer Survey - similar with inquiries but it mentally fit to carry out his/her duties.
is conducted by the store itself or other -He/She should come to work fresh and
agencies concerned with customer demand cheerful.
4. Products most often sold by competitors - - He/She must observe good health practices
suggest that there is a demand for the product such as adequate rest and sleep, exercise, and
5. Information from Manufacturers or must eat an adequate diet.
Wholesalers - what product are most sealable -His/Her grooming habits must include
personal cleanliness, neatness, and well-
pressed clothes.
Q: How to buy? 2. Good Character
A: “Sound Buying” -initiative (working without being told); -
- A seller or retailer must buy goods from the cheerfulness (facing customers with a smile);
right source with the right quality and the right -courtesy (treating each customer with due
quantity and at the right time and right price. respect);
-honesty (does not cheat on employer and
Competency #2| Describe what is required in customer);
-aggressiveness (can easily persuade a
customer to buy);
-patience (tolerant in dealing with difficult
Competency #4| Explain how to compute
customers);
selling price based on cost, markup, and profit
-dependability (can be relied upon when
Q: What are cost, markup, and profit?
needed);
A:
-promptness (comes on time for his/her duty)
1. Cost - refers to the part of the price that
-self-control (does not easily yield to anger or
covers the product
frustration when faced with problems).
2. Markup - refers to the additional expenses
3. Adequate Knowledge
3. Profit - refers to the amount added to the
-The salesperson should be at least a high
item cost
school graduate to ensure a background of
general education in all fields: language,
Q: How to compute the selling price?
mathematics, health, music, science, history,
A:
and current events.
>This knowledge allows him/her Selling Price
to communicate well with his/
her customers, co-workers,
and employer.
-In addition, he/she must have the technical
knowledge of the job he/she is in, such as the Cost Markup and Profit
nature and characteristics of the merchandise
he/she sells, the different types of customers,
good salesmanship, and the business market The cost of Selling Profit Tax
conditions, trends, and prices. product Expense

Ex. Compute the selling price of a shampoo

4. Pleasing Personality bottle.
A pleasing personality can easily attract Cost: 100 php
people. In retailing, it can easily attract Markup: 50 php
customers. A. Find the markup percentage then multiply
to cost
50% x 100 = 50
B. Add the markup to cost
100 + 50 = 150
C. Check the percentage
Selling Price : 150%
Cost of product : 100%
Markup percentage : 50%

HELE Marketing the product

Lesson 9
Competency #1| Explain how a salesperson Competency #3| Discuss the different
sells the product promotional strategies
Q: Why does success depend largely on the Promotional strategies aim to create
salesperson? awareness toward a particular product with
A: Because the salesperson carries the the end in view of making potential buyers
goodwill and name of the store become interested in the product and be
Q: What are the duties of a salesperson? persuaded to buy it.
A:
1. Sells goods the best quality possible Some popular promotional strategies include:
2. Sells goods at the most reasonable price
3. Be honest, courteous, and straight-forward 1. Giving out free samples of the product. A free
4. Give the most satisfactory service to the sample soap or toothpaste and a food product
customer to taste are common in supermarkets and
5. Follow the dictum: shopping malls.
1. “Customers is always right” 2. Giving discounts or price off like a Buy One,
2.”First come, first served” Take One offer or a 50% discount on selected
Customers should be treated fairly. items. Items like toothpaste, shoes, bags, food
products, and even tools and equipment are
Competency #2| Cite the different forms of some examples of items for discounts.
promoting a product 3. Exchanging an old item with a new one and
Forms of promotions: paying additional cash on top of the new one.
1. Personal Selling - it is a face-to-face contact This is practiced in cars and other vehicles,
where the seller and the buyer have to be kitchen wares, tools, and equipment, etc.
together. 4. Bonus offers like Buy One, Get Another
2. Advertising - it is a paid form of Product For Free.
communication through television and radio 5. Collecting coupons with equivalent points
commercials, billboards, magazines, and exchanging them with a product
newspaper paid ads, etc. corresponding to the value of the coupons. This
3. Sales Promotion - it uses reinforcing is popular in some gasoline stations which give
techniques in the form of buy one, take one away soap, cleaning material, and gas.
offers, discounts, product demonstrations, 6. Participation in fairs and exhibits where a
trade contests, freebies, and the like. product can be displayed in a booth and the
4. Product Display - this makes people aware person in charge talks about the product.
of the availability of the product This enables
the buyers to smell, feel, and see the products'
good quality and features.
5. Publicity - it is known as "free publicity" in the
form of news releases, public appearances of

company officials, and participation in

industry-wide publicity efforts.