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.