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SPECIAL PROGRAM FOR

TECHNICAL-VOCATIONAL
EDUCATION

ENTREPRENEURSHIP 10
ENTREPRENEURSHIP 10
Quarter 3 – Module 7: Selling of Products or Services (Part 1)
First Edition, 2020

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Published by the Department of Education - Schools Division of Pasig City.

Printed in the Philippines by Department of Education – Schools Division of
Pasig City

Development Team of the Self-Learning Module

Writer : Aimee Joyce A. del Pilar

Editor : Judith Jenea R. Retaga
Reviewer : Ma. Victoria M. Cuervo
Management Team: Ma. Evalou Concepcion A. Agustin
OIC-Schools Division Superintendent
Aurelio G. Alfonso EdD
OIC-Assistant Schools Division Superintendent
Manuel A. Laguerta EdD
Chief, Curriculum Implementation Division

Education Program Supervisors

Librada L. Agon EdD (EPP/TLE/TVL/TVE)

Liza A. Alvarez (Science/STEM/SSP)
Bernard R. Balitao (AP/HUMSS)
Joselito E. Calios (English/SPFL/GAS)
Norlyn D. Conde EdD
(MAPEH/SPA/SPS/HOPE/A&D/Sports)
Wilma Q. Del Rosario (LRMS/ADM)
Ma. Teresita E. Herrera EdD
(Filipino/GAS/Piling Larang)
Perlita M. Ignacio PhD (EsP)
Dulce O. Santos PhD (Kindergarten/MTB-MLE)
Teresita P. Tagulao EdD (Mathematics/ABM)
 ENTREPRENEURSHIP 10

Quarter 3
Self-Learning Module 7
Selling of Products or Services (Part 1)
Introductory Message

For the Facilitator:

Welcome to the ENTREPRENEURSHIP 10 in the Selling of Products or

Services (Part 1).

This Self-Learning Module was collaboratively designed, developed, and

reviewed by educators from the Schools Division Office of Pasig City headed by its
Officer-in-Charge Schools Division Superintendent, Ma. Evalou Concepcion A.
Agustin, in partnership with the City Government of Pasig through its mayor,
Honorable Victor Ma. Regis N. Sotto. The writers utilized the standards set by the K
to 12 Curriculum using the Most Essential Learning Competencies (MELC) in
developing this instructional resource.
This learning material hopes to engage the learners in guided and independent
learning activities at their own pace and time. Further, this also aims to help learners
acquire the needed 21st century skills especially the 5 Cs, namely: Communication,
Collaboration, Creativity, Critical Thinking, and Character while taking into
consideration their needs and circumstances.

In addition to the material in the main text, you will also see this box in the
body of the module:

Notes to the Teacher

This contains helpful tips or strategies that
will help you in guiding the learners.

As a facilitator you are expected to orient the learners on how to use this
module. You also need to keep track of the learners' progress while allowing them to
manage their own learning. Moreover, you are expected to encourage and assist the
learners as they do the tasks included in the module.
 For the Learner:

Welcome to the ENTREPRENEURSHIP 10 in the Selling of Products or

Services (Part 1).

This module was designed to provide you with fun and meaningful
opportunities for guided and independent learning at your own pace and time. You
will be enabled to process the contents of the learning material while being an active
learner.

This module has the following parts and corresponding icons:

Expectations - This points to the set of knowledge and skills

that you will learn after completing the module.

Pretest – This measures your prior knowledge about the lesson

at hand.

Recap - This part of the module provides a review of concepts

and skills that you already know about a previous lesson.

Lesson - This section discusses the topic in the module.

Activities - This is a set of activities that you need to perform.

Wrap-Up - This section summarizes the concepts and

application of the lesson.

Valuing - This part integrates a desirable moral value in the

lesson.

Post-test - This measure how much you have learned from the
entire module.
 EXPECTATIONS

At the end of this lesson, you should be able to

1. define product-based selling and service-based selling;

2. give examples of product-based selling and service-based selling; and
3. differentiate product businesses and service businesses.

PRETEST

Instruction/s: Multiple Choice. Encircle the letter of the correct answer.

1. What do salespeople employ to effectively make more sales, close deals quickly,
and boost revenue?

a. selling method c. selling analysis

b. selling process d. selling projection

2. Which of the following is not an example of a product-based business?

a. personal care c. consumer products

b. raw materials d. technology products

3. What method of selling is done by earning first the customer's time by

demonstrating how your product benefits them?

a. SNAP Selling c. Inbound Selling

b. SPIN Selling d. Conceptual Selling

4. Which of the following is an example of service under personal care?

a. attorneys c. doctors
b. carpenters d. massage therapists

5. What does S stand for in the acronym SPIN selling?

a. sales c. situation
b. selling d. salespeople

6. Which is not a factor for pricing service businesses?

a. industry
b. geographical location
c. the length of time it takes to finish the service
d. experience of individuals who run the business
7. Which of the following refers to improving your understanding of your buyer's
needs to precisely determine the best-selling method for you?

a. Experiment with Potential Methods

b. Review and Map Out Your Sales Process
c. Identify Your Customer's Needs and Buying Habits
d. Determine Which Sales Method to Use in Each Stage

8. Which of the following has a general idea of conveying a professional image while
wearing as formally as the people you'll be presenting to?

a. Dress for success

b. Know your prospect
c. Set your sales presentation goal
d. Explain your offering in a sentence

9. What selling method follows a framework that focuses on planning your

encounters with customers at the same time you can discover trends in how
customers buy products and what motivates them to acquire new ones?

a. Sandler System c. Solution and Value Selling

b. Conceptual Selling d. Challenger Sales Approach

10. Which refers to the philosophies and strategies you'll use to reach your target
audience during the sales process?

a. sales method c. sales analysis

b. sales process d. sales projection

RECAP
Instruction/s: Choose two (2) most important sales and marketing considerations
for you then, explain them.

1. ______________________________ 2. ______________________________
 Lesson

SELLING OF PRODUCTS OR SERVICES

UNDERSTANDING THE DIFFERENCE BETWEEN

PRODUCT BUSINESSES VS. SERVICE BUSINESSES

Whether you want to sell products or services should be your initial

business decision. This selection will determine the type of employees, facilities,
and marketing you will require. Each type of offering necessitates unique
techniques and talents, as well as unique challenges to overcome. Take your time
when deciding. Your personality and skills could be better suited to a product or
service company.
In many aspects, product-based businesses differ from service-based
businesses, including beginning and operating costs, as well as the best
marketing techniques.
Selling a service is not the same as selling a product. The key distinction
is that a product business sells actual, tangible items, but a service business
adds value through intangible talents, experience, and time.
When selling services versus products, the marketing tactics and
techniques differ as well. Understanding these distinctions might assist you in
developing the best approach for your business.

PRODUCT-BASED SELLING

Businesses will want to highlight key qualities and display the item in-
store or online for buyers to see while selling a product. Customers may be able
to touch or manipulate the product before purchasing it, or they may be able to
watch it being used in a demonstration via sales representatives or online videos.
Products are created to satisfy the needs of the customer however certain
requirements cannot always be adjusted. Customers who are dissatisfied with a
product can quickly return it or swap it for another. It's easier for a customer to
judge the value of a product and whether or not their purchase was worthwhile.
Customers can rate a product online, and prospective buyers can use the ratings
to decide whether or not to purchase it.
Keeping up with product demand and finding space to store inventory is a
difficulty for product businesses. Because running out of inventory can lead to
negative customer feedback and displeasure, it's imperative to keep
track of the manufacturing process, the number of things you have, and what
consumers are buying to ensure you always have enough of each product.
Here are a few examples of product-based businesses:
➢ Consumer products (hygiene products, clothing, appliances, etc.).
➢ Raw materials (metals, timber, minerals, etc.).
➢ Agricultural products (wheat, corn, animal products, etc.).
➢ Technology products (phones, cameras, laptops, etc.).

SERVICE-BASED SELLING

It's critical to emphasize what makes your service personal and how you
can match the customers’ needs while marketing a service. Building trusted
relationships with customers and customizing them as needed is typical of
marketing services. This could include low-cost monthly or yearly subscription
packages, as well as enhancements to the main service.
Because there is no inventory and the geographical location of a service-
based business is typically irrelevant, service businesses are generally less
expensive to operate than product enterprises (though, this will vary based on
the type of service offered). Pricing for service businesses, on the other hand, can
vary significantly based on many factors, including the industry, the experience
of individuals who run the business, and the length of time it takes to finish the
service.
However, getting ratings for a service business can be more challenging
because a service may take longer to complete or take effect, whereas a product
can be used and then evaluated, rated, and shared nearly immediately.
Furthermore, a negative evaluation of service might have a significant
impact on the business. Because a service cannot be returned or exchanged like
a commodity, businesses must review the service they provide regularly. Bad
ratings for a service-based organization can harm its brand image and drive away
potential customers. Responding to consumer questions and complaints
professionally can aid in the resolution of any problems that may emerge.
Here are a few examples of service-based businesses:
➢ Professional services (attorneys, engineers, marketers, etc.).
➢ Home repair (carpenters, roofers, electricians, etc.).
➢ Creative services (writers, graphic designers, etc.).
➢ Personal care (hairstylists, massage therapists, etc.).
➢ Health care (doctors, physical therapists, etc.).
 KEY TAKEAWAY

It is important to make your research and understand how to best serve

your customers, whether you want to run a product or service business. Take
note of what your competitors are doing and what potential customers are
seeking, and figure out how you can compete and match their demands. You can
change your plans and beat out your competition after you start learning client
patterns and collecting feedback.

ACTIVITIES

Activity I. Instruction/s: Fill in the table with the examples of product and service-
based businesses. Give one example for each product or service.
Note: Do not copy the examples from the lesson.

PRODUCT-BASED BUSINESSES SERVICE-BASED BUSINESSES

Agricultural
Creative services
products
Consumer
Health care
products
Raw materials Home repair
Technology
Personal care
products
Professional
services
Activity II. Instruction/s: If you’re going to choose a product or service that you’re
going to put up in your business, what would it be and why? Tell the reason why you
want to sell that in 3-5 sentences.

______________________________
Name of Product/Service

Why do you want to sell it?

Self- Check. Instruction/s: Based on your output on the activities, assess your
yourself using the criteria below and follow the instruction below the table based on
the result.

I. Self-assessment for Performance

YES NO
Sumasang-ayon Hindi ako sumasang-
ako na naisagawa ayon na naisagawa ko
ko ito ito
1. I was able to follow all the given
instruction in the activities in the
modules.
(Naisagawa ko ang lahat ng
nakatalang gagawin sa gawaing
binigay sa modyul)
2. I was able to apply my learnings
in the activities I’ve answered in the
modules.
(Nagamit ko ang aking natutunan sa
module sa paggawa ko ng mga
gawaing binigay ng modyul)
3. My output clearly shows that I
exerted time and effort.
(Makikita sa aking gawa na
pinaglaanan ko ito ng oras, lakas at
pagiisip ng ikagaganda nito.)
 4. I can discuss my output during
discussion
(Kaya kong ipaliwanag ang aking
output)
5. I was able to completely
understand the lesson in the module
(Lubos kong naunawaan ang aking
aralin sa modyul)

Five Yes – Completely understand the lesson and were able to apply learnings in
application.
One or more No – Consult and inform the teacher the criteria you find hard to
accomplish.

II. Self-assessment for output.

10
Finished the
task ahead
the time
limit
40 - 50 – Excellent work
20 - 39 – Need to work out more
19 and below – Need Consultation
 WRAP-UP
Instruction/s: Using the graphic organizer below, write your understanding
of product-based selling and service-based selling.

Product- Service-
based selling based selling

1. 1.

2. 2.

3. 3.

VALUING
Instruction/s: “Self-Assessment”. Complete the table below through checking your
answer if you agree or disagree.

Agree Disagree
The information presented was relevant to my needs and
expectations
I can relate to the topic.
I will and I can apply it.
I have realized something after learning the concepts
I develop a plan where I can use what I have learned.

Five Agree – You were able to appreciate the lesson and were able to apply learnings
in application.
One or more Disagree – Consult and inform the teacher the criteria you find hard
to appreciate.
 KEY TO CORRECTION

10.A
9. B
8. A
7. C
6. B
Budget ❖
5. B
Marketing Plan ❖ 4. D
Sales/Distribution Plan ❖ 3. A
Pricing Strategy ❖ 2. A
Unique Value Proposition ❖ 1. A
RECAP PRE-TEST

References
Sean Peek. CO. “Understanding the Difference Between Product Businesses vs.
Service Businesses”. September 9, 2019. January 18, 2022

https://www.uschamber.com/co/grow/sales/differences-in-selling-products-and-
services

Kevin Johnston. Chron. “Selling a Product Vs. Selling a Service Small Business”.
January 18, 2022

https://smallbusiness.chron.com/selling-product-vs-selling-service-55446.html