Part of Lesson Plan: Applying Maslow's Hierarchy of Needs to the Sales Process.
Activity Overview / Details
Students apply Maslow’s Hierarchy of Needs to the Sales Process. In pairs, students role-play the salesperson-customer relationship. Salespeople use their chosen product from the previous activity and walk customers through Maslow’s Hierarchy of Needs.
In the beginning of class, I ask for a volunteer and role-play the salesperson-customer relationship using Maslow’s Hierarchy of Needs. I pretend as if I’m selling them car, which is a high interest purchase for high school students. I pass out a Cornell Notes Worksheet with Maslow’s Hierarchy of Needs and have students check off any techniques that they recognize.
First, I ask if they’d like something to drink (Biological or Physiological). Next, I check to see if their seat is comfortable and whether the room temperature is too hot or cold (Safety Needs). Next, I ask about their needs and what they are looking for. I ask a lot of questions (Belongingness and Love Needs).
Next, I ask what they are looking for in a product, what type of color, size, and styles, giving validation to their answers (Esteem Needs). Finally, I ask when (or if) they make the purchase, where are they going to go, and who is the first person that they’ll show their purchase (self-actualization). Afterwards, I talk to the students about what they wrote in their Cornell Notes. I ask them which section appeared to be the customer’s biggest need.
Next, I ask for a volunteer to now serve as the salesperson, who will sell to me as the customer. Again, I have students use Cornell Notes to jot down which of Hierarchy of Needs that the salesperson addresses and have them determine what was my need.
I then run through the same simulation but with two students. I have other students take notes and then have another discussion. Finally, I have students work in pairs and practice with each other.
I let students know that the next day, they perform the same simulation, only that I choose random students to work with each other. Students who role-play customers receive a note cards, with specific needs, based on Maslow’s Hierarchy of Needs.
Materials / Resources
No resources are included, yet.