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MARY THE QUEEN COLLEGE (Pampanga) Inc.

Jose Abad Santos Avenue, San Matias, Guagua, Pampanga


Academic Excellence and Integral Formation
INSTITUTE OF BUSINESS EDUCATION
SYLLABUS IN PINCIPLES OF TEACHING

Course Code: MKTG. 3


Course Title: Professional Salesmanship
Course Description: This course puts selling on a professional basis that takes into account the demands of changing times, advanced technologies, new products and
sophisticated buyers. It also relates the principles of sales functions and steps in relationship selling, territory and time management, planning and control, forecasting,
recruitment and selection, training and development, directing and evaluating sales. It also helps the students to understand the nature of the scope of executive work and
discover new selling techniques in a highly competitive and technologically advanced marketing environment, integrating social responsibilities to consumers and other sectors of
the society.
Course Outcomes:
At the end of the course, the student should be able to:
1. Identify and understand the different dimensions of sales career.
2. Assess the importance of Professional Salesmanship in the field of business world.
3. Demonstrate the role of Sales Manager through sales management activities and cases.
4. Advocate the right Professional Salesmanship in dealing or handling clients.
5. Develop appropriate values.
6. Apply and integrate the value of trustworthiness in sales career.
7. Utilize learning through dynamic professional salesmanship activities and requirements

Time Frame
1st -2nd week

LEARNING
OUTCOME
Identify the model for
relationship selling
and sales
management

LEARNING
CONTENT/TOPIC

STRATEGIES/ACTIVITIES

MATERIALS/RESOURCES

VALUES

ASSESSMENT

Concepts/Definition of
Selling, Salesmanship
and Sales
Management

Lecture
Discussions
Film/ Slide Presentation
Case Study
Sharing of Observation

Unit 1: Overview of Selling


as Profession

Truth
Excellence
Service

Seatwork
Recitation

Understanding Selling
and Buying

Lecture
Discussions
Case Study

Unit 1: Overview of Selling


as Profession

Excellence
Service
Cooperation

Seatwork

Lecture

Unit 1: Overview of Selling

Service

Quizzes

Recognize the
managements Social
Responsibilities
Explain ethical
behavior

3rd -4th week

Discuss the ethics in


dealing with
customers/
employers
Know the buying
process
Enumerate the
factors influencing
buying behavior
Define the selling
theories

5th -6th week

Identify the types of


selling jobs
Identify selling and

Participants in the

buying center

Organizational Buying
Process

Explain
organizational buying
process behavior
stages
7th 8th week

Enumerate the steps


in relationship Selling
a. Prospecting
b. Pre approach
c. Approach/
presentation/ meeting
d. Handling
objections
e. Trial close
f. Close
g. Follow-up and
service

Preparation for
Relationship Selling

Discussions
Film/ Slide Presentation
Sharing of Observation

Prelims
Lecture
Discussions
Sharing of Observation

as Profession

Fairness
Cooperation
Commitment

Recitation

Unit 2: Preparation for


Relationship Selling

Truth
Excellence
Service
Fairness
Cooperation
Commitment
Honesty

Seatwork
Recitation

Unit 3: Sales Management:


Time and Territory

Excellence
Service
Commitment

Assignments
Recitation

Know Communicating
the Sales Message
Analyze the
Negotiating for WinWin Solution

9th 10th week

Identify the Close the


Sales and Follow-up
Know the Importance
of Time and Territory
Management

Self-Management:
Time and Territory

Lecture
Discussions
Film/ Slide Presentation

Sharing of Observation
Enumerate the
Elements of Time and
Territory Management

11th 12th week

Know the Sales


Manager Role
Discuss Importance
for Management to
Understand
Salesperson
Performance
Enumerate the
Motivation of Sales
Force

Salesperson
Performance: Behavior,
Motivation,
Compensation,
Leadership and
Evaluation of
Salesperson

Lecture
Discussions
Case Study

Unit 3: Sales Management:


Time and Territory

Excellence
Service
Fairness
Cooperation
Commitment
Honesty

Quizzes
Recitation

Unit 4: Planning, Staffing,


Training, Evaluating and
Selling Globally

Service
Commitment

Recitation

Know How the


Salespeople
Influence
Performance
Know the Importance
of Leadership
13th- 14th week

Define Sales Force


Planning
Identify Staffing the
Sales Force
Know the

Planning, Staffing,
Training

Midterms
Lecture
Discussions

15th 16th week

Recruitment and
Selection
Recognize the
Training
Salespersons Career

Sales Training and


Development

Lecture
Discussions
Case Study
Sharing of Observation

Unit 4: Planning, Staffing,


Training, Evaluating and
Selling Globally

Cooperation
Commitment
Honesty

Quizzes
Recitation

Evaluating Sales
Performance

Lecture
Discussions
Sharing of Observation

Unit 4: Planning, Staffing,


Training, Evaluating and
Selling Globally

Service
Fairness
Honesty

Recitation

Selling Globally

Lecture
Discussions
Case Study
Sharing of Observation

Unit 4: Planning, Staffing,


Training, Evaluating and
Selling Globally

Excellence
Service

Seatwork
Quizzes
Recitation

Enumerate the Types


of Training
Know the Coverage
of Training Program

th

17 week

Evaluating Training
Identify the difference
of Performance
versus Effectiveness
Recognize the
Objective and
Subjective
Measurement

18th week

Analyze the 360


Degree Performance/
feedback
Know the
International
Environment
Examine the Samples
of Selling in Japan,
Rome, India and

China
Finals

Course Materials/Requirements:
Training Program
Seminars
Clippings of Sales Profession Issues
Sales Presentation (Group and Individual)
Reference Books:
Bearden, William and et.al Marketing Principles and Perspective 5th edition. Mc Graw Hill, New York, 2007
Cron. William L, De Carlo Thomas, Sales Management. Concepts and Cases 10th Edition, 2010
Ingram, Thomas H. Professional Selling, Cengage Learning, 2012
Ingram, Thomas N. et.al. Sales Management. Analysis and Decision Making 6th Edition, Thomson 2007
Lao, Felix M. Jr., Successful Selling Strategies Anvil Publishing, Inc. @ 2010
Roa, Floriano F., Business Ethics and Social Responsibility 2nd Edition Rex Publishing, 2011
Schiffman, Stephan: Secrets of Selling Services; Everything you need to sell what your consumers can see- from pitch to close, McGraw Hill 2013
Grading System:
Class Standing 60% (includes quizzes, recitation, attendance, assignment)
Major exam 40% (Prelim, Midterm, Finals)
Subject Grade 30% PG, 30% MG, 40% FG

Prepared by:
_________________________
YURI WALTER D. AKIATE, Ph. D

Noted by:
_________________________
LANNIE D. GALVAN, MM

Date:
10/23/2015