You are on page 1of 7

EXCELENTIA

COLEGIO NG LUNGSOD NG BATANGAS

BENEFECENTIA

DESARROLLO

Rizal Ave. corner A. De Las Alas Drive Batangas City


Contact Nos. (043)702-7004 | (043)702-7009

Out-come Based Teaching and Learning Plan :Professional Salesmanship

CLB Vision:

CLB Mission:

The Colegio ng Lungsod ng Batangas (CLB) is committed to quality but affordable education and people-oriented institution of
learning which equips graduates with required competencies and ethical principles to assume responsible roles in meeting the
challenges of modern life as a universal man, upholding the right of the majority, respecting the dignity of the person and
protecting the environment.

To prepare students to become useful citizens, God-fearing, value-oriented and disciplined individuals engaged in the noble task of
uplifting the quality of life in the community. The Colegio ng Lungsod ng Batangas (CLB) is inspired by the ideals of:
1.
TRUTH
the power of knowledge centered on the emancipating of force of truth;
2.
JUSTICE the opportunity to avail themselves of the blessings of knowledge and social progress in a community
where power and opportunity are shared within the framework of the ideals and principle of democracy;
and,
3.

Course title
Credit Units
Course Description
Course Intended
Learning Outcomes
(CILO)

INTEGRITY Honesty is the primordial principle governing ones decisions, actions and actuations.

Professional Salesmanship
3 units

Course Code
Course Pre/Co-requisites

MKT2
MKT 1

This course will put selling on a professional basis-that takes into account the demands of changing times, advance
technologies, new products, and sophisticated buyers.
At the end of this course, the students should be able to:
1. Identify the nature of the Filipino consumer; describe the Filipino cultural heritage, characteristics and behaviour of the
consumer.
2. Be acquainted with the theories, importance and factors of motivation with the buyers or consumers
3. Graduate with complete knowledge on the basics of salesmanship and be a responsible salesman in the community.
4. Understand the role and the nature of selling as a tool, as well as an important function, in the marketing of products
and services
5. Learn and develop personal selling skills as well as the new strategies that will insure the successful marketing of the
product in a givenenvironment, either as an entrepreneur or sales personnel;
6. Understand and discover new selling techniques in a highly competitive and technologically advanced marketing

EXCELENTIA

COLEGIO NG LUNGSOD NG BATANGAS

BENEFECENTIA

DESARROLLO

Rizal Ave. corner A. De Las Alas Drive Batangas City


Contact Nos. (043)702-7004 | (043)702-7009

environment.

Week

Content Standards

Declarative
Knowledge
PRELIMINARY PERIOD
1
Demonstrate understanding
of vision, mission.
2

Demonstrate familiarity with


the nature of Salesmanship
and its Rewards

Intended Learning Outcomes


(ILO)

Essential Learning

Suggested Teaching
Learning Activities
(TLAs)

Functional
Knowledge

Content orientation of vision,


mission of CLB.

Presenting the vision,


mission of CLB.

Recite the vision, mission of CLB

Class discussion

Identify the Nature


and Content of
salesmanship and its
rewards
Explaining the
Advantages/Disadvan
tages of selling as
career and rewards of
selling

Preserve and promote Filipino


historical and cultural heritage
(based on RA 7722)

Lecture, Discussion and


Power Point
Presentation/video
presentation

History of salesmanship in
the Philippines
Distinction between selling
and salesmanship
Forms of Selling
Career Opportunities in
Selling
Advantage/Disadvantage of
selling as career
Rewards of Selling

Assessment
Tasks (ATs)

Assignment,
individual
recitation
Assignment

Know the historical development


of selling in the Philippines.
Understand the different
concepts of Salesmanship and
selling
To apply the principles of selling
as a career

Demonstrate familiarity
withThe Salesmans
Responsibilities, Duties and
Qualification

The Salesman Job


Salesmans Aim
Salesman Duties and
Responsibilities
Qualification for a
Successful Career
Characteristics of Sales

Identifying the
salesmans
responsibilities,
duties, qualification,
and characteristics of
sales people.

Know the reward of selling as


career
Work effectively and
independently in multidisciplinary and multi-cultural
teams
Describe the duties and
responsibilities, characteristics,

Lecture, Discussion and


Power Point
Presentation

Recitation/Quiz

EXCELENTIA

COLEGIO NG LUNGSOD NG BATANGAS

BENEFECENTIA

DESARROLLO

Rizal Ave. corner A. De Las Alas Drive Batangas City


Contact Nos. (043)702-7004 | (043)702-7009

4&5

Demonstrate familiarity
withCharacteristics and
Behavior Patterns of
Consumer

Demonstrate familiarity with


Consumer Motivation

People
5 Ps of Successful Selling
Manners that should be
Observed by the Salesman

and the proper etiquette that


should be observed by the
salesman

The Philippines as Market


Filipino Cultural Heritage
The Filipino Salesman
Nature of Prospects
Information
Characteristics of Filipino
Consumer
Motivation
Theories of Motivation
The Need to Motivate
What Motivates a Buyer
Reasons that Motivate the
Buyer to Act
Buying Motives
Basic Denominator of
Desire
Reason why People Buy
Industrial and Commercial
Product
Motives Why People Buy
from a Particular Store or
Company
Dos and Donts in
Reinforcing Behavior

Appreciating the
behavior patterns of
consumer

Salesman Obligation to his


Company
Salesmans Obligation to his
Clientele

Identifying the nature


of the company its
product and
competition

Identifying the role of


salesman with the
consumer

Understand the role that the


salesman must play to have a
successful selling career
Identify the nature of the Filipino
consumer, describe the Filipino
cultural heritage, characteristics
and behaviour of the consumer

Identify the basic concepts that


underlie each of the functional
areas of business and apply this
concepts to business situations

Discussion and Power


Point Presentation

Recitation/Quiz

Lecture, Discussion,
Power Point
Presentation, Group
Dynamics

Recitation/Quiz

Lecture
Group Work
Role Playing

Recitation/perfor
mance

Be acquainted with the theories,


importance and factors of
motivation with the buyers or
consumers

MIDTERM PERIOD
8&9

Demonstrate familiarity
withThe Company: Its
Products and Competition

Work well with others


Identify the salesmans obligation
to his company and clientele

EXCELENTIA

COLEGIO NG LUNGSOD NG BATANGAS

BENEFECENTIA

DESARROLLO

Rizal Ave. corner A. De Las Alas Drive Batangas City


Contact Nos. (043)702-7004 | (043)702-7009

10
&11

Demonstrate familiarity
withPrices, Discounts,
Policies
and Practices

SEMI-FINAL PERIOD
13
Demonstrate familiarity
withProspecting and
Getting the Right Start

Handling Complaints
Specific Information
Important to the Salesman
Facts about Company
Product
What to show about
Competition
How the Salesman Uses his
Information

Practice ways on how to handle


complaints
Distinguish which information are
important to the salesman and
how such information can be
used.

Factors considered in
making decision
Factors involved in setting
the retail price
Types of Discounts
Credit Policies and
Practices
Types of open-charge
accounts
Information about Credit
Applicants

Identifying the
advantages of pricing,
discounts, policies
and practices

Reasons for buying


How and where to obtain
prospects
Organizing prospecting plan
Methods of making the
appointment
Planning and Delivering
Sales Presentation

Identifying the
sources of
information in
obtaining prospects

Identify the attributes of the


companys product and its
competition
Identify different factors in
considering decision making.

Lecture, Discussion and


Power Point
Presentation

Recitation

Lecture, Discussion,
Group Dynamics,
Presentation and Role
Playing

Observation/Clas
s Critique/Quiz

Describe the factors involved in


setting the retail price.
Know the common credit policies
and credit information.

Understand that successful


selling is based on successful
prospecting.
Identify the sources of
information in obtaining
prospects.
Organize a prospecting plan.
Demonstrate the process in
making sales appointments

EXCELENTIA

COLEGIO NG LUNGSOD NG BATANGAS

BENEFECENTIA

DESARROLLO

Rizal Ave. corner A. De Las Alas Drive Batangas City


Contact Nos. (043)702-7004 | (043)702-7009

14 &
15

Demonstrate familiarity with


Handling Sales Objection
and Closing the Sales

FINAL PERIOD
17
Demonstrate familiarity
withLegal and Ethical
Problems in Selling

18

Demonstrate Competency
withRetail Selling

19

Demonstrate competency
withBusiness to Business
Selling

Reasons for objections


Principles of handling
objections
Techniques of handling
sales resistance
Closing the Sales

Identifying and
discuss the principles
of handling objections

Importance of legal
Aspects of Selling
Practical Advice on Legal
Behavior
Ethical Problems in Selling
Ethical Problems in
Customer Relations
Ethical Problems Connected
with Employees
Ethical Problems Connected
with Competitors
The Approach in Retail
Selling
Making the Sale
Problems in Retail Selling
Completing the Transaction

Distinguishing ethical
problems in dealing
with customers,
employees as well as
with competitors.

Characteristics of the
Market
The Purchasing Agent
The Specifier
The Decision Maker
The Business to Business
Selling Process

Effectively plan and deliver sales


presentation
Apply the reasons for objections.
Identify the principles of handling
objections.

Lecture/Discussion/Sale
s Presentation/Role
Playing

Observation/Reci
tation/
Quiz

Lecture
Discussion
Group Dynamic

Observation/Clas
s Critique/Quiz

Video Modelling
Guest Speaker

Individual
Simulation Sales
Presentation

Video Modelling
GuestSpeaker

Individual
Simulation Sales
Presentation

Understand the importance of


closing the sale
Identify the importance of the
legal aspect in selling
Be familiar and ethical problems
that may be encountered in
selling
Distinguish ethical problems in
dealing with customers,
employees as well as with
competitors
Distinguishing ways
on how to deal with
problems in retail
selling

Comprehending the
different concepts
and factors that are
involved in B2B
selling needs vast
amount of information
before a decision are
made

Identify the approach and


techniques in retail selling
Distinguish ways on how to deal
with problems in retail selling
Practically demonstrate on how
to complete the retail selling
Be aware of the different
concepts and factors that are
involved in B2B selling needs
vast amount of information before
a decision are made and the
process involved in the B2B
selling

EXCELENTIA

COLEGIO NG LUNGSOD NG BATANGAS

BENEFECENTIA

DESARROLLO

Rizal Ave. corner A. De Las Alas Drive Batangas City


Contact Nos. (043)702-7004 | (043)702-7009

Basic Readings:
Extended Readings:

Course Assessments

Garcia, Alipio M., and Villanueva, Merla G., Professional Salesmanship, 2009
Arante, Lilia B., and Julita R. Gomez, Salesmanship: Revised Edition, 2008
Buskirk and Buskirk, Selling: Principles and Practices, 1998
Manning, Gerald L., Reese, Barry L., and Ahearne, Michael, Selling Today 12 th Edition, 2012
As prescribed
1.
2.
3.
4.
5.
6.

Course Policies

Cell Phone can be used in aid of any course requirement. During examination period cell phone are not allowed.
Cheating is strictly prohibited.
Six (6) absences means drop before the midterm period. After Midterm and six absences was accumulated means failed.
Three days late is equivalent to 1 day absent.
Completion of assessment.
Oral and written report.

Midterm Grade

Grading System

Midterm Examination
Preliminary Examination
Written Output
Oral Participation
Attendance

Final Grade
30%
20%
20%
20%
10%
100%

Final Exam
Semi-Final Exam
Written Output
Oral Participation
Attendance

Total Final Grade


30%
20%
20%
20%
10%
100%

Mid-term Grade
Final Grade

- 40%
- 60%
100%

Review Committee:

Prof. Margorie E. De Jesus


Prof. Anabelle B. Perez
Engr. Grace A. Andal
Consultation Hour:

A.Y. Term of Affectivity

Prof. Starlife L. Asi


Prof. Marilou B. Custodio
Prof. Retchie A. Macalalad
Submitted by:

Noted by

Approved by:

Pages

EXCELENTIA

COLEGIO NG LUNGSOD NG BATANGAS

BENEFECENTIA

DESARROLLO

Rizal Ave. corner A. De Las Alas Drive Batangas City


Contact Nos. (043)702-7004 | (043)702-7009

Every Thursday from


8:00 am to 10:00 am

August 2016-2017

Prof. Edna S. Muhammed, MBA


BSBA, Professor

Dr. Lorna L. Gappi


Dean, IEAS

Dr. Feliciana F. Adarlo


VPAA