COURSE SYLLABUS

Course Number: MKT 122X Title: Sales Management

Department/Program: Marketing & Law School: John Gokongwei School of Management
Semester: First School Year: 2012-2013 Instructor: Marla B. Agustin

A. Course Description
A study of the analysis, planning, implementation, and control of sales activities; including setting objectives, designing strategy, recruiting, selecting, training,
supervising and evaluating the sales force.

B. Course Objectives
1. Adequately prepare students for a career in Sales.
2. Give them an adequate perspective of sales functions and operations that they can use to enhance their effectiveness in other related
functions (e.g. Marketing, Finance, Production, etc).

C. Course Outline and Timeframe

Date Objective
June 11 Introduction to the Course
Introduction to Sales &
Distribution Management
June 18 Bringing a Marketing Plan
to Life
Topic References Activity
• Nature & Importance of Sales Management 1- Chapter 1: Introduction to Sales & • Introductions
• Sales Objectives Distribution Management • Expectations Setting
• Role & Skills of Sales Managers 2- Chapter 1: Selling & Salespeople
• Sales Management Careers Homework: Bring a sample
• Trends Affecting Sales Management org chart
• Review of the Marketing Fundamentals 1- Chapter 8: Distribution • Distribution Strategy and
• Distribution Management & Distribution Management& Marketing Mix Channels Analysis
Channels 2- Chapter 4: Buying Behavior &
• Types of Customers The Buying Process

June 25 Setting Sales Goals • Personal Selling Goals 1- Chapter 4: Management of Sales • Coverage Planning
• Characteristics of Successful Salespeople Territories & Quotas
2- Chapter 1: Selling & Salespeople
July 2 & Selling to Customers • Understanding Buying Behavior & Decisions 2- Chapter 4: Buying Behavior & the • Call Preparation
9 • The Buying & Selling Process Buying Process • FAB Pitch
• FAB Selling 3- Chapter 4: The Psychology of
Selling: Why People Buy

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 COURSE SYLLABUS

Course Number: MKT 122X Title: Sales Management

Department/Program: Marketing & Law School: John Gokongwei School of Management
Semester: First School Year: 2012-2013 Instructor: Marla B. Agustin

Date Objective Topic Reference Activity

July 16 Selling to Customers • Communication and Sales Presentations 3- Chapter 5: Communication for • Communication/
Relationship Building Presentation Drills
3- Chapter 11: Elements of a Great
Sales Presentation
July 23 Selling to Customers • Handling Objections 2- Chapter 11: Responding to • Sample presentations
• Negotiations Objections
3- Chapter 9: Carefully Select Which
Sales Presentation Method to
Use (pp. 294-297)
July 30 Midterm Review • Developing Your Own Sales Plan – • Identification of project
Guidelines for the End-term Project plans
Aug 6 MIDTERM EXAM
Aug 13 Generating Demand • Trade Promotions 4- Chapter 13: Working with • Trade Promotion
Resellers: The Struggle for Exercise
Channel Control
Aug 20 Generating Demand • Consumer Promotions 4- Chapter 14: Management of • Consumer Promotion
Consumer Sales Promotions Exercise
Aug 27 NATIONAL HEROES’
DAY
Sep 3 Generating Demand • Category Management & Shopper Marketing

Sep 10 Bringing in the Numbers • Sales Planning & Forecasting 1- Chapter 3: Planning, Sales
Forecasting & Budgeting

Sep 17 Progress Updates and • Presentation Outlines

Consultation for Final
Sep 24 • Content/Data
Projects
Oct 1 SALES PLAN PRESENTATION

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 COURSE SYLLABUS

Course Number: MKT 122X Title: Sales Management

Department/Program: Marketing & Law School: John Gokongwei School of Management
Semester: First School Year: 2012-2013 Instructor: Marla B. Agustin

D. References
1. Sales and Distribution Management by Krishna K. Havaldar and Vasant M. Cavale
2. Selling, Building Partnerships, 4th Edition, by Barton A Weitz, Stephen B. Castleberry and John F. Tanner Jr.
3. Fundamentals of Selling: Customers for Life through Service, 9th Edition, by Charles M. Futrell
4. Promotional Strategy, 8th Edition, by James F. Engel, Martin R. Warshaw and Thomas C. Kinnear

E. Course Requirements &Grading System

Course Requirements Grade Equivalents

Class Participation 20% Raw Score Letter/Number Grade

Quizzes & Individual Papers 20% 92 – 100 A/3.76 to 4.00
Groupwork 20% 87 – 91 B+/3.31 to 3.75
Midterms 20% 83 – 86 B/2.81 to 3.30
Final Presentation 20% 79 – 82 C+/2.31 to 2.80
76 – 78 C/1.81 to 2.30
70 – 75 D/1.00 to 1.80
Below 70 F/Below 1.00

F. Classroom Policies
1. Only 3 cuts are allowed for the duration of the course. A student is considered absent if he/she does not arrive before the break.
2. The class should wait for the faculty unless they are notified in advance that she is not arriving. The assigned class beadle will coordinate with the faculty
in this regard.
3. Quizzes are not announced. In case of absence, a default grade of 6 will be given for quizzes missed.
4. Late submission of any requirement will not be accepted. Students will be advised ahead of the cut-off time for any project. Failure to submit any
requirement will merit a grade of F for that item.
5. Students committing acts of academic dishonesty, i.e. copying, cheating, plagiarism, will be automatically given a failing grade for the course.
6. For written assignments,
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 COURSE SYLLABUS

Course Number: MKT 122X Title: Sales Management

Department/Program: Marketing & Law School: John Gokongwei School of Management
Semester: First School Year: 2012-2013 Instructor: Marla B. Agustin

• Papers will follow standard Word document margins (1” for top and bottom, 1.25” for left and right), double spacing, and use Arial or Arial Narrow
font sizes no smaller than 11.
• Students must check for grammatical and spelling errors prior to submission.
• All papers must come with a cover page (sample attached) and be only as long as the number of pages allowed for the assignment. Anything
beyond the assigned page limit will not be considered for grading.
• Failure to comply with these guidelines will result in a deduction of up to 5 points.
7. Cellular phones may not be used at any time during class. Using cellular phones during class hours and examinations will be cause for confiscation.
8. Proper class attire should be worn by students consistent with the JGSOM policies. Improperly dressed students will not be admitted to class.
9. Snacks and drinks may be taken outside the classroom during breaks.

G. Contact Information & Consultation Hours

Marla B. Agustin
0917-8368961, marla.agustin@gmail.com
Consultation may be done via email or by appointment on Saturdays

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