Sales & Merchandising

Sales & Merchandising

By Kathleen Dooley

🎯 Lesson Objectives

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

• Define and explain key sales and merchandising vocabulary.

• Understand the role of sales and merchandising in business success.

• Identify strategies businesses use to influence consumer purchasing.

• Apply concepts to real-world retail examples.

Warm-Up (5–10 mins)

• Think of a time you bought something on impulse. What made you buy it?

• Students write their answers briefly.

• Quick pair-share or class discussion.

🧠 Essential Questions: Answer on a sheet of paper

• What is the role of sales and merchandising in the success of a business?

• How do businesses use merchandising to influence consumer behavior?

• What are effective sales techniques and why are they important?

• How does the customer experience affect sales outcomes?

📘 Key Vocabulary

Sales
Merchandising
Target Marketing
Visual Merchandising
Upselling
Cross-selling
Point of purchase
Impulse Buy

Complete the following on a piece of paper:

1. Deifne key vocabulary word

2. Explain the relationship between sales and merchandising.

3. Give 3 Real-world examples (e.g., Apple Store layout, endcaps at Target, fast food upselling).

Interactive Activity: Storefront Design (20 mins)

Task: In small groups, students will create a mini “storefront” or promotional display using imaginary products.

• Define your target market.

• Create a visual merchandising plan (where are items placed, what signs are used?).

• Include a strategy for upselling or cross-selling.

Optional: Use printable templates or digital slides for layout.

Exit Question:

• Name one strategy that can improve sales.

• How does merchandising influence what you buy?