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School Dumaguete City National High School Grade Level 11
Teacher Clareen June E. Dagoy Learning Area Entrepreneurship

DAILY LESSON LOG
Teaching Dates and Time Quarter First
Session 13 Session 14 Session 15
I. OBJECTIVES
A. Content The learner demonstrates understanding of The learner demonstrates understanding of The learner demonstrates understanding of
Standards environment and market in one’s locality/town. environment and market in one’s locality/town. environment and market in one’s locality/town.
The learner independently creates a business The learner independently creates a business The learner independently creates a business
B. Performance vicinity map reflective of potential market in vicinity map reflective of potential market in vicinity map reflective of potential market in one’s
Standards one’s locality/town. one’s locality/town. locality/town.
Recognize and understand the market Recognize and understand the market Recognize and understand the market
At the end of the lesson, the learners should be At the end of the lesson, the learners should be At the end of the lesson, the learners should be
able to: able to: able to:
C. Learning
a. Identify the different steps in a. Identify the different steps in a. Identify the different steps in
Competencies/
entrepreneurial research. entrepreneurial research. entrepreneurial research.
Objectives
b. Describe the types of entrepreneurial b. Describe the types of entrepreneurial b. Describe the types of entrepreneurial
research. research. research.
c. Identify the research instruments used to c. Identify the research instruments used to c. Identify the research instruments used to
gather data. gather data. gather data.
Market (locality/town) What is Research and Types of Research Data and Research Instrument
II. CONTENT Key concepts of market Entrepreneurial Research
Players in the market (competitors)
Products and services available in the market
III. LEARNING
RESOURCES
A. References
1. Teacher’s Guide
pages
2. Learner’s
Material pages
Nick L. Aduana (2016). Entrepreneurship in Nick L. Aduana (2016). Entrepreneurship in Nick L. Aduana (2016). Entrepreneurship in
3. Textbook pages
Philippine Setting, C and E Publishing Inc. Philippine Setting, C and E Publishing Inc. Philippine Setting, C and E Publishing Inc.
4. Additional
Materials from
1
Learning Resource
portal
B. Other Learning
Resources
Session 1 Session 2 Session 3

IV. PROCEDURES
1. Teacher welcomes the class and introduces Teacher reviews activities from the last session. Class reviews presentations from the last session.
himself/herself. Class discusses what they have learned from the
2. Teacher reviews activities from the last presentation.
session.
ACTIVITY
Brainstorm Competition:
 Have youth get in groups of 4-5 and

handout a piece of paper to each group.
 Each group will have 2 minutes to write
A. Reviewing down on a piece of paper as many
previous lesson or possible ways to conduct a research.
presenting a new
 The group with the most legitimate ways
lesson
wins. (Refer to Procedural Steps in
Conducting Research)
 Have groups share out their list and
describe each response.
 Write responses on flipchart paper at the
front of the room and decide together as a
group if there are any non-appropriate
responses.
 Go to the groups’ responses and
determine the winner.
B. Establishing a Lead a discussion using the following questions:

purpose for the  Have you or anyone you know ever been
lesson successful in conducting a research
through one of these procedural steps?
Please describe what you did and how did
it help you with your research?
 What have been some of the challenges
2
you face during your research?
 What are ways to overcome those
challenges?
C. Presenting What is Research? Research Instrument Focus Group Discussion - it is conducted by an

examples/instances entrepreneur with the assistance of a moderator to
of the new lesson It is defined as a scientific investigation. It It is a tool used by the entrepreneur in gathering gather the views of selected consumers on certain
involves the collection, presentation, analysis, and or collecting data. The choice of research issues relative to their buying behaviour. The
interpretation of gathered data. As a scientific instrument to use will depend on the type of entrepreneur purposefully selects the participants
investigation, research is conducted to find out research to be conducted and the type of data to from the consumers in the market segment. The
the being behaviour of the consumers by be gathered. group is normally composed of a small number of
following a procedural process. participants ranging from six to twelve members.
Commonly Used Research Instruments in The participants are encourage by the moderator
Why do we need to conduct a research? Collecting Data or facilitator to share their opinions, beliefs, or
perceptions about the given issue. All their ideas
1. Determine the taste and preferences of the and opinions are recorded.
consumer Survey Questionnaire – commonly used by the
2. Know the competitors, the supplier of the entrepreneur in gathering the required data about Gains wider usage in market research due to
raw materials, and the processing methods the buying behaviour of the consumers. It substantial information gathered given a time
that best apply to the business; and maybe administered personally by the limit. It can be moderated group interviews and
3. Determine the relationship of the different entrepreneur who conducts the study or mailed brainstorming sessions that provide information on
marketing variables relative to the buying directly to the consumers. In case the survey users’ needs and behaviors.
behaviour of the consumers. questionnaire is administered personally, the
entrepreneur must first seek prior approval from
Procedural Steps in Conducting Research the consumer. Is it is mailed to the respondent
consumers, the entrepreneur must attach a
1. Identify the problem simple and brief cover letter explaining the
2. Deciding the type of data to be gathered purpose of the survey and the importance of
3. Evaluating how data will be collected answering the questionnaires.
4. Gathering the data
5. Analysing the data gathered Sampling Methods
6. Making a conclusion and recommendation
7. Reporting the result of the research work  Simple random sampling
 Cluster sampling
 Stratified sampling
 Multi-stage sampling
Types of Questions
 Dichotomous question – has only two

choices or alternatives (e.g. yes or no,
3
true or false, present or absent)
 Multiple-choice question – has several
or multiple choices or alternatives with
corresponding numerical weights.
 Open-ended question – respondents are
free to provide their answers in any
form.
Personal Interview - the entrepreneur

conducting the study has face-to-face
Interaction with the consumers who are the
respondents of the study. The entrepreneur
carefully prepares a series of questions that are
designed and arranged properly, so that all the
objective or problem of the study is addressed.
The instrument which list the questions to be
asked during the personal interview is called
interview schedule. During the actual interview
and with expressed approval from the
respondent consumers, the entrepreneur usually
reads the prepared questions and records in
verbatim the responses on the instrument.
Conducting a personal interview is quite costly

through the response rate is high compared to a
survey questionnaire. It allows the consumers to
clarify the questions with the entrepreneur based
in the level of their understanding.
D. Discussing new CONSIDERATIONS IN THE USE OF FOCUSED GROUP DISCUSSIONS CAN BE

concepts and Types of Entrepreneurial Research PERSONAL INTERVIEWS IN USED FOR THE
practicing new MARKET RESEARCH FOLLOWING TYPE OF DISCUSSIONS:
skills #1 Exploratory Research – is considered the
preliminary research work conducted by an • It can be helpful to use a list of mostly • Exploratory – obtain information on general
entrepreneur that is primary designed to gather open-ended questions to be asked in attitudes, understand the circumstances under
baseline information to be used in solving a person or by telephone. which customers might require your product or
problem or forming a hypothesis. • An in-depth interview gives participants service, understand their desired outcomes.
Hypothesis – is a statement of assertion the opportunity to express their views. • Feature prioritization – if trade-offs have to be
that must be proven in a subsequent research • Interviews typically last from 15 to 40 made among various customer needs, focus
work. minutes, but they can last longer, groups can be helpful in prioritizing them.
depending on the participant’s interest in • Comparative analysis - understand where else
4
Descriptive Research – is conducted by the the topic. customer to go get similar information, services
entrepreneur when the foremost objective is to • This technique allows the interviewer the or product and what attracts them to those
describe the present buying behaviour of the interviewer to get detailed descriptions of sources.
consumers in terms of environmental factors, individual experiences. • Trend explanation - If you notice a trend in the
buying decision process, and marketing mix. way that customer use your website, then focus
groups can be used to better understand why
Casual Research / Correlational Study – the this is happening.
entrepreneur conducts this type of research when
the objective is to determine whether the buying CONSIDERATION IN THE USE OF FGDs IN
behavior of the consumer is caused by some MARKET RESEARCH:
environmental factors. In this study the
entrepreneur must test whether the hypothesis is • Limit the length of the session to between
true or not by determining the relationship 90 and 120 minutes.
between the buying behaviour and other variables • Generally, conduct focus groups with 8 to
of the study. In casual or correlational study, there 10 participants per group (recruit 10 to 12
is a cause-and-effect relationship between or participants to ensure that 8 to 10 show up).
among the variables. • Use a knowledgeable moderator/ facilitator
who can manage group dynamics, probe
Research Data skilfully to obtain deeper understanding to
issues and capture a broad spectrum of
Research data refers to the kind of necessary options.
information to be gathered in answering the • Use a semi-structured or open-format
objective of the research work. discussion.
• Strive for uniformity in the group’s
Classification of Research Data composition.
• If you feel that group influence is likely to
Quantitative Data – can be counted and be a strong factor participants will be
mathematically computed. They are expressed in influenced greatly by what other are saying),
numerical values. Examples below are examples then personal interviews or smaller groups
of quantitative data relative to the buying may be an option to consider than FGD.
behaviour of the consumers.
Examples: Income of consumers, sales

volume of the product, age of consumers, number
of units produced.
Qualitative Data – are generally descriptive data

and hence cannot be counted. Mathematical
computations cannot be performed on
quantitative data since they are not numerical
values.
5
Examples: Ethnic or tribal group where
consumer belongs, perception of the consumers,
gender of the consumers, dominant culture of the
segment market.
Primary Data – are research data sourced by the

entrepreneur directly from the consumers
belonging in the market segment. The subject
being studied by the entrepreneur is the
consumers and their buying behaviour. Hence the
data that come directly from the subject are
considered primary data. The commonly used
research methods of gathering primary data are
survey , experimentation, and observation.
Secondary Data – are data previously gathered by

another researcher for the other purposes and now
exist on other sources.
Examples:
 Data gathered by marketing associations
and included in their publications
 Data collected from the survey conducted
by the National Statistics Office (NSO)
and published in its website.
 Data gathered by the Bangko Sentral ng
Pilipinas (BSP) and included in the BSP
annual report.
E. Developing Learners shall be able to orally answer the earners shall be able to orally answer the earners shall be able to orally answer the questions
mastery (Leads to questions to be given by the teacher. questions to be given by the teacher. to be given by the teacher.
Formative
Assessment)
The learners will now start doing their business
F. Finding proposal by identifying the problem that will lead
practical them to entrepreneurial opportunities. Let them
applications of decide of what type of data needed and evaluate
concepts and skills how it will be collected.
in daily living
6
G. Making
generalizations and
abstractions about
the lesson
1. Identify the different procedural steps that
must be performed by the entrepreneur in
order to know the buying behavior of the
consumers.
2. Describe the three types of research that
must be conducted by the entrepreneur to
H. Evaluating determine the buying behavior of the
learning consumers.
3. Differentiate the following:
a. Quantitative data from qualitative
data
b. Primary data from secondary data
4. Identify the common buying tools in
gathering data.
This will be a group assignment connected to the
instructions given in the application section. The
learners will present their partial business proposal
next meeting.
I. Additional
activities for Contents of the report:
application or 1. Identified problem
remediation 2. Entrepreneurial opportunity / Product or Service
3. Type/Classification of data gathered
4. Research instrument used / Types of questions
and list of questions used
5. Type of entrepreneurial research used
V. REMARKS
VI. REFLECTION
A. No. of learners
who earned 80%
on the formative
assessment
B. No. of learners
who require
additional activities
7
for remediation
C. Did the remedial
lessons work? No.
of students who
caught up with the
lesson
D. No. of learners
who continue to
require
remediation
E. Which of my
teaching strategies
work well? Why
did these work?
F. What difficulties
did I encounter
which my principal
or supervisor help
me solve?
G. What
innovation or
localized materials
did I use/discover
which I wish to
share with other
teachers?
Prepared by: Checked by:
CLAREEN JUNE E. DAGOY

Subject Teacher
8
School DepEd Region III Grade Level and Section ABM G11
Teacher MTOT ABM Class F Learning Area Entrepreneurship
DAILY LESSON LOG
Teaching Dates and Time Quarter First / Second
Session 1 Session 2 Session 3 Session 4

Objectives must be met over the week and connected to the curriculum standards. To meet the objectives, necessary procedures must be followed and if
needed, additional lessons, exercises and remedial activities may be done for developing content knowledge and competencies. These are assessed
I. OBJECTIVES
using Formative Assessment strategies. Valuing objectives support the learning of content and competencies and enable children to find significance
and joy in learning the lessons. Weekly objectives shall be derived from the curriculum guides.
The learners demonstrates The learners demonstrates The learners demonstrates The learners demonstrates
understanding of concepts, understanding of concepts, understanding of concepts, understanding of concepts,
A. Content Standards underlying principles, and processes underlying principles, and underlying principles, and underlying principles, and processes
of developing a business plan processes of developing a processes of developing a business of developing a business plan
business plan plan
The learner independently or with The learner independently or with The learner independently or with The learner independently or with
B. Performance his/her classmates presents an his/her classmates presents an his/her classmates presents an his/her classmates presents an
Standards acceptable detailed business plan acceptable detailed business plan acceptable detailed business plan acceptable detailed business plan
1. Recognize a potential market 1. Recognize a potential market 1. Recognize a potential market 1. Recognize a potential market
C. Learning
TLE_ICTAN11/12PC-Ia-1 TLE_ICTAN11/12PC-Ia-1 TLE_ICTAN11/12PC-Ia-1 TLE_ICTAN11/12PC-Ia-1
Competencies/
Objectives (Write the
LC Code)
II. CONTENT Content is what the lesson is all about. It pertains to the subject matter that the teacher aims to teach. In the CG, the content can be tackled in a week
or two.
9
Development of Business Plan Development of Business Plan Development of Business Plan Development of Business Plan
III. LEARNING List the materials to be used in different days. Varied sources of materials sustain children’s interest in the lesson and in the learning. Ensure that
RESOURCES there is a mix of concrete and manipulative materials as well as paper-based materials. Hands-on learning promotes concept development.
A. References
pages
2. Learner’s
Material pages
3. Textbook pages
4. Additional
Materials from
Learning Resource
portal
B. Other Learning
Resources

These steps should be done across the week. Spread out the activities appropriately so that the students will learn well. Always be guided by
demonstration of learning by the students which you can infer from formative assessment activities. Sustain learning systematically by providing
IV. PROCEDURES
students with multiple ways to learn new things, practice their learning, question their learning processes and draw conclusions about what they
learned in relation to their life experiences and previous knowledge. Indicate the time allotment for each step.
Job and Career Opportunities Factors to consider in starting a Identifying business opportunities Continuation…
A. Reviewing previous Factors to Consider in Starting a business Types of businesses available to
lesson or presenting a Business Identifying business opportunities entrepreneurs
new lesson
New information is important in It is important that the Entrepreneurs can identify more
explaining the existence of entrepreneur exploit the ideas and opportunities from the
entrepreneurial opportunities opportunity by starting a business types of businesses available to
B. Establishing a
(Schumpeter) on the right path, with a them in the community and the
purpose for the lesson
foundation solid enough to enable country at large.
it to grow, succeed and become
sustainable.
C. Presenting Factors to Consider in Starting a IDENTIFYING BUSINESS CLASSIFICATION OF ACCORDING TO INDUSTRY
examples/instances of Business OPPORTUNITIES ENTERPRISE ACCORDING TO CLASSIFICATION:
the new lesson 1. Entrepreneurial opportunities Entrepreneurial Opportunity – SIZE Types of Businesses Based on the
2. Financial stability favorable set of conditions that  Micro enterprise – asset size Philippine Standard Industrial
3. Self-fulfillment will enable the entrepreneurs to not exceeding P50,000, a home Classification (PSIC)
4. Helps the family create new products or services based enterprise, operating in
10
5. Provide employment to by combining resources that will makeshift or temporary
others result not only to a profit but for quarters, the owner heads the
the common good of the society enterprise and employs from
and the environment one and not more than 10
 New products people like vending food such
 New services as taho, puto, fishballs etc
 New ways of organizing  Cottage industry – asset of
 New raw materials P250,000 to P500,000,
 New markets homebased, often managed and
 New production operated by members of family
processes like subcontractors of shoes
4 Essential Qualities of and slippers, food
Opportunities manufacturers of peanut
1. Attractive butter/coco jam or pastillas,
2. Durable vases, candles and lanterns
3. Timely  Small enterprise – has an asset
4. Anchored in a of P500,000 to P2.5million,
product/service or owned by an individual or
business that creates or grouped and has enough
adds value for its buyer or resources to continue
end-user operating, employs 10 to 20
people like groceries,
bakeshops, beauty salons,
medical/dental clinics, toy
makers, jeepney manufacturers
and travel/tour agencies
 Medium enterprise – an asset
of 5 to 20million, employs 100
or more, owned by a single
individual, business partners,
or a corporation people like
fine dining restaurants with
branches, computer importer-
dealers, garment
manufacturers, human resource
providers and private
educational institutions
 Large enterprise – an asset of
20million or more, often
owned and managed by a
corporation, employs 100 or
11
more workers, its board of
directors is responsible for its
governance thru its chief
operating officer, like big fast
food chains, large department
stores, big bookstores, family-
owned commercial banks and
insurance companies
D. Discussing new Ways to Start a New Venture: Most POTENTIAL SOURCES OF FORMS OF BUSINESSES
concepts and Frequently Used Forms OPPORTUNITIES BASED ON OWNERSHIP
practicing new skills  Start-up – a company which is
#1 recently formed, where the
founder establishes a completely
new business from scratch
 Buying an existing business -
acquiring either the shares of an
existing company or all of the
assets of an existing enterprise.
 Franchising – when the “owner
of the company that already has
a successful product or service,
licenses its trademark, trade
name and methods of doing
business to others in exchange
12
for an initial franchise fee and
royalty payments
 Jollibee
 Mang Inasal
 Ricky Reyes Salon
 7-eleven
 Mini Stop
 Tapa King
E. Discussing new Important Factors to Consider Before Philippines Potential Sources of

concepts and an Entrepreneur can Actually Begin Opportunities
practicing new skills an Enterprise 1. Positive attitude of
#2 1. Focus and Direction – objective Filipino workers
grasp of the business and where 2. Low labor cost
it will be headed many years 3. Literacy of the workforce
from the start of operation. There 4. Large market potential
should be a clear and because of our big
documented vision-mission and population size, changing
strategies to begin with. Start preferences and lifestyle
right by “beginning with the end of Filipino consumers
in mind.” 5. Abundance of natural
2. Sources and Capital – can be resources
from personal funds, family and 6. Availability of competent
friends, retirement account, middle management and
banks/financial institutions, technical talents
government loan and/or stock
market
3. Good Network – like
associations and professional
groups, childhood friends, family
members, former classmates can
be drivers to build self-
13
confidence and direction,
providers of information that are
not readily accessible to others,
suppliers of raw materials as well
as mentors and coaches.
4. Legal Requirements – know the
laws and regulations that govern
the type of business that will be
opened to avoid major problems
that can arise if legal
requirements are overlooked like
copyright and patent laws,
environment and sanitation
regulations as well as labor
codes.
5. Degree of Risk – like limited
market, stiff competition, high
cost of financing the business
and few supply of needed labor
6. Research and Development – the
presence of new technology,
science and knowledge transfer
from universities and public
research centers to new and
growing businesses, support for
the creation of new-technology
based ventures are good
indicators to start a business in
the area
7. Personal competencies – like
creativity, opportunity seeking,
self-confidence, persistence,
commitment, risk-taking and
technical background as well as
related experiences needed to run
a business
8. Availability of Resources –
pertaining to raw materials,
human resources and
machineries and equipment
Other Critical Factors for a New
F. Developing mastery
14
Venture
(Leads to Formative
Assessment)
G. Finding practical
applications of
concepts and skills in
daily living
The critical phase in the The government has learned to
entrepreneurial process is actualizing make and made entrepreneurship
H. Making the entrepreneurial mindset after a priority in its economic agenda.
generalizations and opportunity recognition, when the The agenda includes the creation
abstractions about the business idea is put into a final form of millions of new entrepreneurs
lesson where the details are worked out and and a tripling of the loan amounts
it is transformed into something of made available to small and
value. medium enterprises.
Discuss the 3 frequently used forms Explain the opportunity Choose a business in your
to start a business. recognition process. community and explain where
I. Evaluating learning
category of entrepreneur size it
falls
Interview a male entrepreneur Conduct a survey among 15 high
J. Additional activities whose business is very successful school students in our school about a
for application or now using the table checklist particular product using the survey
remediation provided. form
15
V. REMARKS
Reflect on your teaching and assess yourself as a teacher. Think about your students’ progress this week. What works? What else needs to be done to
VI. REFLECTION
help the students learn? Identify what help your instructional supervisors can provide for you so when you meet them, you can ask relevant questions.
A. No. of learners who
earned 80% on the
formative assessment
B. No. of learners who
require additional
activities for
remediation
C. Did the remedial
lessons work? No. of
students who caught
up with the lesson
D. No. of learners who
continue to require
remediation
E. Which of my
teaching strategies
work well? Why did
these work?
did I encounter which
my principal or
supervisor help me
solve?
G. What innovation or
localized materials did
I use/discover which I
wish to share with
other teachers?
16
GRADE 12 School
DAILY LESSON LOG Teacher MTOT ABM Class F Learning Area Entrepreneurship

Objectives must be met over the week and connected to the curriculum standards. To meet the objectives, necessary procedures must be followed and
if needed, additional lessons, exercises and remedial activities may be done for developing content knowledge and competencies. These are assessed
I. OBJECTIVES
The learner demonstrates The learner demonstrates The learner demonstrates The learner demonstrates
understanding of concepts, understanding of concepts, understanding of concepts, understanding of concepts,
A. Content Standards underlying principles and processes underlying principles and underlying principles and underlying principles and processes
of developing a business plan processes of developing a processes of developing a business of developing a business plan
business plan plan
The learner independently or with The learner independently or with The learner independently or with The learner independently or with
B. Performance Standards his/her classmates presents an his/her classmates presents an his/her classmates presents an his/her classmates presents an
acceptable detailed business plan. acceptable detailed business plan. acceptable detailed business plan. acceptable detailed business plan.
2. Recognize and understand the 2. Recognize and understand the v2. Recognize and understand the 2. Recognize and understand the
C. Learning Competencies/ market market market market
Objectives (Write the LC TLE_ICTAN11/12EM-I-a-1 TLE_ICTAN11/12EM-I-a-1 TLE_ICTAN11/12EM-I-a-1 TLE_ICTAN11/12EM-I-a-1
Code)
Content is what the lesson is all about. It pertains to the subject matter that the teacher aims to teach. In the CG, the content can be tackled in a week
or two.
II. CONTENT
Development of Business Plan Development of Business Plan Development of Business Plan Development of Business Plan
A. References
1. Teacher’s Guide pages
2. Learner’s Material
pages
3. Textbook pages
17
4. Additional Materials
from Learning Resource
portal
B. Other Learning
Resources

IV. PROCEDURES
Government Support and Legal Government Support and Legal Government Support and Legal Government Support and Legal
A. Reviewing previous Requirements Requirements Requirements Requirements
lesson or presenting a new
lesson
The Small and Medium Enterprises The Small and Medium The Small and Medium Enterprises The Small and Medium Enterprises
(SMEs) are the lifeblood of the Enterprises (SMEs) are the (SMEs) are the lifeblood of the (SMEs) are the lifeblood of the
economy. Without entrepreneurs lifeblood of the economy. economy. Without entrepreneurs economy. Without entrepreneurs
B. Establishing a purpose managing these enterprises, there can Without entrepreneurs managing managing these enterprises, there managing these enterprises, there
for the lesson be no additional production, these enterprises, there can be no can be no additional production, can be no additional production,
innovation and contribution to additional production, innovation innovation and contribution to innovation and contribution to
economic and social development. and contribution to economic and economic and social development. economic and social development.
social development.
C. Presenting The Small and Medium Enterprise Marketing Registering with the Securities and Registering with the Securities and
examples/instances of the Development (SMED) Council was The DTI through its various Exchange Commission Exchange Commission
new lesson created in 1991 to integrate and agencies, provide marketing  SEC is the government  SEC is the government
synchronize various efforts. The support to small enterprises by agency that gives the agency that gives the
SMEDC has an array of programs to means of: business enterprise its legal business enterprise its legal
assist small businesses. The areas of  Exposure in local and personality. personality.
assistance cover finance, marketing, international trade fairs,  Partnership and  Partnership and
training and human resource expositions, trade corporations need to be corporations need to be
development and product missions to various registered with the SEC. registered with the SEC.
development and technology countries-trading REQUIREMENT DOCUMENTS REQUIREMENT DOCUMENTS
assistance. partners, and other trade FOR APPLICANT FOR APPLICANT
events through the Center CORPORATION [Stock (S), Non- CORPORATION [Stock (S), Non-
for International Trade Stock (NS) and Partnership (P)] Stock (NS) and Partnership (P)]
Expositions and Missions 1. Name Verification Slip 15. Name Verification Slip
(CITEM) (S/NS/P) (S/NS/P)
18
 Provision of domestic 2. Articles of Incorporation and 16. Articles of Incorporation and
trade database including By-Laws or Articles of By-Laws or Articles of
local suppliers courtesy Partnership (S/NS/P) Partnership (S/NS/P)
of the Bureau of 3. Treasurer’s 17. Treasurer’s
Domestic Trade (BDT) Affidavit/Authority to Verify Affidavit/Authority to Verify
 Provision of export trade Bank Account (S) Bank Account (S)
database and consultation 4. Bank Certificate of Deposit 18. Bank Certificate of Deposit
services by the Bureau of (notarized in place where bank (notarized in place where bank
Export Trade Promotion is located (S) is located (S)
(BETP) and the Bureau 5. Written Undertaking to 19. Written Undertaking to
of International Trade Change Corporate Name by Change Corporate Name by
Relations (BITR) any Incorporator or Director, any Incorporator or Director,
Trustee, Partner (S/NS/P) Trustee, Partner (S/NS/P)
6. Registration Data Sheet 20. Registration Data Sheet
(S/NS/P) (S/NS/P)
7. Clearance from other 21. Clearance from other
government agencies government agencies
8. Resolution of the Board of 22. Resolution of the Board of
Trustees that the corporation Trustees that the corporation
will comply with SEC will comply with SEC
requirements for non-stock requirements for non-stock
corporations corporations
9. List of members certified by 23. List of members certified by
the Secretary and undertaking the Secretary and undertaking
to submit list of additional to submit list of additional
members to SEC from time to members to SEC from time to
time (NS) time (NS)
10. List of contributors and their 24. List of contributors and their
corresponding contributions corresponding contributions
certified by the Treasurer (NS) certified by the Treasurer (NS)
11. Affidavit of Affirmation or 25. Affidavit of Affirmation or
Verification by the Chief Verification by the Chief
Priest, Minister, Rabbi or Priest, Minister, Rabbi or
Presiding Elder (for religious Presiding Elder (for religious
organizations) (NS) organizations) (NS)
12. Customs Broker Licenses and 26. Customs Broker Licenses and
PTR of at least 2 Officers or PTR of at least 2 Officers or
Partners (for custom brokerage Partners (for custom brokerage
) (S/NS/P) ) (S/NS/P)
13. Articles of Partnership (for 27. Articles of Partnership (for
limited Partnerships, this limited Partnerships, this
19
should be executed under oath) should be executed under oath)
(P) (P)
14. Foreign Investment 28. Foreign Investment
Application Form (for Application Form (for
subsidiaries of foreign subsidiaries of foreign
corporation) (S) corporation) (S)
D. Discussing new concepts These are the support services Training and Human Resource Registration Procedures: Registration Procedures:
and practicing new skills provided: Development  Verify/reserve proposed name  Verify/reserve proposed name
#1 1. Finance – government banks The DTI has set up SME centers with the Name Verification with the Name Verification Unit
and the National Livelihood nationwide to assist entrepreneurs Unit  Draw up the Articles of
Support Fund have agreed in in their finance, marketing,  Draw up the Articles of Incorporation and By-Laws in
2003 to simplify and technology and training needs. In Incorporation and By-Laws in accordance with the Corporation
standardize lending terms of formal training, accordance with the Code. Blank forms are also
procedures, lower interest entrepreneurs can check out the Corporation Code. Blank forms available from the CRMD.
rates, and facilitate loan following services in SME are also available from the  If required, get endorsements
releases to small enterprises centers: CRMD. from other government agencies.
under a unified scheme  Skills and other production-  If required, get endorsements  Deposit paid-up
called SULONG. related training from other government capital/contribution (for
 Entrepreneurship, managerial agencies. foundations only) in the bank
training including business  Deposit paid-up  Present six (6) sets of the
improvement capital/contribution (for accomplished forms and
 Export marketing training foundations only) in the bank documents for preprocessing at
 Present six (6) sets of the the CRMD. Only complete
accomplished forms and application documents are
documents for preprocessing at accepted for processing. All
the CRMD. Only complete documents executed outside the
application documents are Philippine must be authenticated
accepted for processing. All by the appropriate Philippine
documents executed outside the Embassy or consulate in the area
Philippine must be concerned.
authenticated by the appropriate  Pay the filing fees to the Cashier.
Philippine Embassy or  Claim the Certificate/License
consulate in the area concerned. from the Releasing Unit,
 Pay the filing fees to the Records Division upon
Cashier. presentation of the official
 Claim the Certificate/License receipt issued for payment of
from the Releasing Unit, filing fee.
Records Division upon FOR COMPLETE DETAILS AND
presentation of the official ONLINE REGISTRATION, VISIT
receipt issued for payment of www.sec.gov.ph/secireg.htm
filing fee.
20
FOR COMPLETE DETAILS
AND ONLINE REGISTRATION,
VISIT
www.sec.gov.ph/secireg.htm
E. Discussing new concepts Product Development and Registering with the Social Registering with the Social Security
and practicing new skills Technology Assistance Security System (SSS) System (SSS)
#2  For assistance in product  An employer, or any person  An employer, or any person who
design and development, the who uses the services of uses the services of another
agency to approach is the another person in business, person in business, trade,
Product Development and trade, industry or any industry or any undertaking must
Design Center of the undertaking must be registered be registered with the SSS.
Philippines (PDDCP) with the SSS. Social, civic, Social, civic, professional,
 For packaging design, testing professional, charitable and charitable and other non-profit
and analysis, it is the other non-profit organizations, organizations, which hire the
Packaging Research and which hire the services of services of employees, are
Development Center (PRDC) employees, are considered considered “employers.”
 The DOST has a number of “employers.” GUIDELINES:
research and development GUIDELINES: 4. Single Proprietorships – the
institutes that undertake R&D 1. Single Proprietorships – the owner must accomplish and
for new products and product owner must accomplish and submit SSS Forms R-1
innovations. submit SSS Forms R-1 (Employer’s Data Record) and
(Employer’s Data Record) and R-!A (Initial or Subsequent List
R-!A (Initial or Subsequent List of Employees)
of Employees) 5. Partnerships – any of the partners
2. Partnerships – any of the should accomplish SSS Forms R-
partners should accomplish SSS 1 (Employer’s Data Record) and
Forms R-1 (Employer’s Data R-!A (Initial or Subsequent List
Record) and R-!A (Initial or of Employees) and submit these
Subsequent List of Employees) forms together with a photocopy
and submit these forms together of the Articles of Partnership. The
with a photocopy of the Articles original copy of the Articles of
of Partnership. The original Partnership must be presented for
copy of the Articles of authentication.
Partnership must be presented 6. Corporations – a corporation must
for authentication. accomplish SSS Forms R-1
3. Corporations – a corporation (Employer’s Data Record) and
must accomplish SSS Forms R- R-!A (Initial or Subsequent List
1 (Employer’s Data Record) of Employees) signed by its
and R-!A (Initial or Subsequent president or any of the corporate
List of Employees) signed by its officers or incorporators. Submit
president or any of the these forms together with the
21
corporate officers or photocopy of the Articles of
incorporators. Submit these Incorporation. The original copy
forms together with the of the Articles of Incorporation
photocopy of the Articles of must be presented for
Incorporation. The original authentication.
copy of the Articles of FOR COMPLETE DETAILS AND
Incorporation must be presented INFORMATION, VISIT
for authentication. www.sss.gov.ph
FOR COMPLETE DETAILS
AND INFORMATION, VISIT
www.sss.gov.ph
F. Developing mastery Legal Requirements Registering with the Cooperative Registering with the Cooperative
(Leads to Formative A new enterprise has to be Development Authority (CDA) Development Authority (CDA)
Assessment) registered in various  All cooperatives are required to  All cooperatives are
government agencies register with the CDA as per required to register with the
The complexity of registration Republic Act 6938/6939 CDA as per Republic Act
varies according to the legal STEPS: 6938/6939
form of the business 1. Submit 4 copies of the STEPS:
Registering with the Department Articles of Cooperation 7. Submit 4 copies of the Articles of
of Trade and Industry (DTI) 2. Submit 4 copies of the By- Cooperation
STEPS FOR OVER-THE- Laws 8. Submit 4 copies of the By-Laws
COUNTER REGISTRATION: 3. Submit 4 copies of the 9. Submit 4 copies of the Economic
A. Obtain application forms Economic Survey (feasibility Survey (feasibility study)
(duplicate copy) and fill study) 10. Submit Bond Accountable
these up completely. 4. Submit Bond Accountable Officers (Fidelity, Cash, Surety)
Only the owner of the Officers (Fidelity, Cash, Surety) 11. Capitalization should not be
business or his/her 5. Capitalization should not lower than 2000 (depending on
Attorney-In-Fact (who is be lower than 2000 (depending on the activities registered)
authorized in a proper the activities registered) 12. At least 15 members are
legal instrument) is 6. At least 15 members are required
authorized to sign all the required FOR COMPLETE DETAILS AND
forms. FOR COMPLETE DETAILS INFORMATION, VISIT
B. Meet the following AND INFORMATION, VISIT www.cda.gov.ph
requirements (For Single www.cda.gov.ph
Proprietorship):
 Must be a Filipino
citizen, at least 18
years old. Filipinos
with names suggestive
of alien nationality
must submit any of the
22
following proof of
citizenship: birth
certificate, PRC ID,
voter’s ID, or valid
passport. If the
applicant has acquired
Filipino citizenship by
naturalization, election
or by other means
provided by law,
he/she must submit
any of the following
proof of his/her
Filipino citizenship:
naturalization
certificate and oath of
allegiance, card issued
by the Bureau of
Immigration and
Deportation and
affidavit of election, or
ID card issued by the
BID
 Certain types of
businesses may have
other requirements,
such as service and
repair shops, real
estate brokers, dental/
medical clinic/
hospitals, pawnshops,
manpower services,
engineering/
architectural services
and other services
provided by
professionals.
C. Submit application form
to the DTI Processor. The
DTI Processor will check
if the Business Name is
23
still available, if yes, you
will be asked to pay the
application fee.
D. Pay the required
registration and
processing fee. A penalty
is imposed if the BNRS
certificate is not renewed
within the 3-month grace
period from the
certificate’s expiration
date.
E. After showing the receipt
to the processor, the
Business Name
Certificate will be
released.
F. Your Business Name
certificate is valid for 5
years from date of
registration. (Note:
During peak season, the
applicant will be given a
schedule date to file
his/her application.)
applications of concepts
and skills in daily living
H. Making generalizations Governments, past and present, have Governments, past and present, Governments, past and present, Governments, past and present,
and abstractions about the learned to make and have made have learned to make and have have learned to make and have have learned to make and have
lesson entrepreneurship a priority in their made entrepreneurship a priority made entrepreneurship a priority in made entrepreneurship a priority in
economic programs. In our country, in their economic programs. In their economic programs. In our their economic programs. In our
the creation of millions of new our country, the creation of country, the creation of millions of country, the creation of millions of
entrepreneurs tops the 10-point millions of new entrepreneurs new entrepreneurs tops the 10- new entrepreneurs tops the 10-point
economic agenda, and it also tops the 10-point economic point economic agenda, and it also economic agenda, and it also
includes the creation of millions of agenda, and it also includes the includes the creation of millions of includes the creation of millions of
jobs through more opportunities to creation of millions of jobs jobs through more opportunities to jobs through more opportunities to
entrepreneurs and a tripling of loan through more opportunities to entrepreneurs and a tripling of loan entrepreneurs and a tripling of loan
amounts made available to SMEs. entrepreneurs and a tripling of amounts made available to SMEs. amounts made available to SMEs.
loan amounts made available to
24
SMEs.
J. Additional activities for

application or remediation
V. REMARKS
VI. REFLECTION
earned 80% on the
require additional
activities for remediation
C. Did the remedial lessons
work? No. of students who
caught up with the lesson
continue to require
remediation
E. Which of my teaching
strategies work well? Why
did these work?
F. What difficulties did I
encounter which my
principal or supervisor
help me solve?
localized materials did I
use/discover which I wish
to share with other
teachers?
25
GRADE 12 School DepEd Region III Grade Level and Section ABM G11

needed, additional lessons, exercises and remedial activities may be done for developing content knowledge and competencies. These are assessed
I. OBJECTIVES
A. Content Standards understanding of environment and understanding of environment and understanding of environment and understanding of environment and
market in one’s locality/town market in one’s locality/town market in one’s locality/town market in one’s locality/town
The learner independently creates a The learner independently creates a The learner independently creates a The learner independently creates a
B. Performance business vicinity map reflective of business vicinity map reflective of business vicinity map reflective of business vicinity map reflective of
Standards potential market in one’s potential market in one’s potential market in one’s potential market in one’s
locality/town locality/town locality/town locality/town
3. Recognize the Importance of 3. Recognize the Importance of 3. Recognize the Importance of 3. Recognize the Importance of
C. Learning marketing mix in the development of marketing mix in the development marketing mix in the development marketing mix in the development
Competencies/ Objectives marketing strategy of marketing strategy of marketing strategy of marketing strategy
(Write the LC Code) TLE_ICTAN11/12EM-Ia-1 TLE_ICTAN11/12EM-Ia-1 TLE_ICTAN11/12EM-Ia-1 TLE_ICTAN11/12EM-Ia-1
or two.
1. Market (locality/town) 1. Market (locality/town) 1. Market (locality/town) 1. Market (locality/town)
2. Key concepts of market 2. Key concepts of market 2. Key concepts of market 2. Key concepts of market
II. CONTENT
3. Players in the market 3. Players in the market 3. Players in the market 3. Players in the market
(competitors) (competitors) (competitors) (competitors)
4. Products and services available in 4. Products and services available 4. Products and services available 4. Products and services available in
the market in the market in the market the market
III. LEARNING List the materials to be used in different days. Varied sources of materials sustain children’s interest in the lesson and in the learning. Ensure that there
RESOURCES is a mix of concrete and manipulative materials as well as paper-based materials. Hands-on learning promotes concept development.
A. References
pages
pages
26
3. Textbook pages
from Learning
Resource portal
B. Other Learning
Resources

IV. PROCEDURES
Government Support and Legal Continuation….
Requirements
A. Reviewing previous
lesson or presenting a
new lesson
B. Establishing a purpose The Small and Medium Enterprises Marketing is an organizational Marketing is an organizational Let’s Perform:
for the lesson (SMEs) are the lifeblood of the function and a set of process for function and a set of process for 1. Together with your
economy. Without entrepreneurs creating, communicating and creating, communicating and groupmates, go back to the
managing these enterprises, there can delivering value to customers and delivering value to customers and entrepreneur you have
be no additional production, for managing customer for managing customer interviewed before. Ask them
innovation and contribution to relationships in ways that benefits relationships in ways that benefits how they apply the 7Ps of
economic and social development. the organization and its stake the organization and its stake marketing by using the
holders. holders. following guide questions:
a. How do you develop your
product/service?
b. How do you price fairly?
c. How do you provide the
right place for the
customer to access and
27
experience your
product/service?
d. How do you promote your
product/service to create
an impact, differentiate
from competitors and
further brand image?
e. What is the process you
use to deliver your
product/service to the
customer?
f. Who are the people who
represent your company
and what are the skills that
they need?
g. How do you provide
physical evidence of the
superior nature of your
product/service?
Review: Traditional marketing mix Traditional marketing mix Based on the answers of your
Areas of government assistance: elements is comprised of the 4Ps elements is comprised of the 4Ps chosen entrepreneurs, fill up the
finance, marketing, training and of product, price, place and of product, price, place and form on the next page and then
human resource development, and promotion. In 1981, Booms and promotion. In 1981, Booms and compare your data with the other
product development and technology Bitner extended it by 3 new Ps that Bitner extended it by 3 new Ps that groups in class. What did you learn
assistance. directly relate to the service directly relate to the service about the use of the 7Ps in
provision industry namely people, provision industry namely people, marketing?
physical evidence and process. physical evidence and process.
C. Presenting
examples/instances of the
new lesson
28
The marketing mix decisions are The marketing mix decisions are
made for influencing the trade made for influencing the trade
channels as well as the ultimate channels as well as the ultimate
customers’ solutions, cost, customers’ solutions, cost,
D. Discussing new convenience and awareness of convenience and awareness of
concepts and practicing what is being offered in the what is being offered in the
new skills #1 market. market.
E. Discussing new 1. 0Product. The Product should 7Ps of Marketing Mix

concepts and practicing fit the task consumers want it 5. Product. The Product should fit
new skills #2 for, it should work and it should the task consumers want it for, it
be what the consumers are should work and it should be
expecting to get. what the consumers are
2. Pricing. The Product should expecting to get.
always be seen as representing 6. Pricing. The Product should
good value for money. This always be seen as representing
does not necessarily mean it good value for money. This does
should be the cheapest not necessarily mean it should
available; one of the main be the cheapest available; one of
tenets of the marketing concept the main tenets of the marketing
is that customers are usually concept is that customers are
happy to pay a little more for usually happy to pay a little
something that works really more for something that works
well for them. really well for them.
3. Place. The product should be 7. Place. The product should be
available from where your available from where your target
target consumer finds it easiest consumer finds it easiest to
to shop. This may be in shop. This may be in shopping
shopping malls or ordinary malls or ordinary stores, and the
stores, and the more current more current option via e-
option via e-commerce or an commerce or an online shop.
online shop. 8. Promotion. Advertising, PR,
4. Promotion. Advertising, PR, Sales Promotion, Personal
Sales Promotion, Personal Selling and, in more recent
Selling and, in more recent times, Social Media are all key
times, Social Media are all key communication tools for an
communication tools for an organization. These tools should
organization. These tools be used to put across the
should be used to put across the organization’s message to the
29
organization’s message to the correct audiences in the manner
correct audiences in the they would most like to hear,
manner they would most like to whether it be informative or
hear, whether it be informative appealing to their emotions.
or appealing to their emotions.
9. People. All companies are 12. People. All companies are
reliant on the people who run reliant on the people who run
them from front line Sales staff them from front line Sales staff
to the Managing Director. to the Managing Director.
Having the right people is Having the right people is
essential because they are as essential because they are as
much a part of your business much a part of your business
offering as the offering as the products/services
products/services you are you are offering.
offering. 13. Process. The delivery of
10. Process. The delivery of your service is usually done with
your service is usually done the customer present so how the
with the customer present so service is delivered is once again
how the service is delivered is part of what the consumer is
once again part of what the paying for.
consumer is paying for. 14. Physical Evidence.
(Leads to Formative
11. Physical Evidence. Almost all services include some
Assessment)
Almost all services include physical elements even if the
some physical elements even if bulk of what the consumer is
the bulk of what the consumer paying for is intangible. For
is paying for is intangible. For example a hair salon would
example a hair salon would provide their client with a
provide their client with a completed hairdo and an
completed hairdo and an insurance company would give
insurance company would give their customers some form of
their customers some form of printed material. Even if the
printed material. Even if the material is not physically printed
material is not physically (in the case of PDF’s) they are
printed (in the case of PDF’s) still receiving a “physical
they are still receiving a product” by this definition.
“physical product” by this
definition.
30
Marketing is the art and science of Marketing is the art and science of
choosing target markets and choosing target markets and
getting, keeping and growing getting, keeping and growing
customers through creating, customers through creating,
delivering and communicating delivering and communicating
superior customer value. It is also superior customer value. It is also
the performance of activities that the performance of activities that
seek to accomplish an seek to accomplish an
H. Making
organization’s objectives by organization’s objectives by
generalizations and
anticipating customer or client anticipating customer or client
abstractions about the
needs and directing a flow of need- needs and directing a flow of need-
lesson
satisfying goods and services from satisfying goods and services from
producer to customer or client. It is producer to customer or client. It is
not only the selling of the product not only the selling of the product
or service but more importantly to or service but more importantly to
know and understand the know and understand the
customers very well that the customers very well that the
product or service meets their need product or service meets their need
so it sells itself. so it sells itself.
Discuss in what government Choose one among the 4 Choose one among the 4
agencies should a small sized, sole traditional elements of Ps of the traditional elements of Ps of the
proprietor who intends to open a marketing mix. marketing mix.
bakeshop should register.
application or
remediation
V. REMARKS
VI. REFLECTION
earned 80% on the
require additional
C. Did the remedial
students who caught up
31
with the lesson
continue to require
remediation
strategies work well?
Why did these work?
encounter which my
help me solve?
to share with other
teachers?

I. OBJECTIVES
The learner independently creates The learner independently creates The learner independently creates The learner independently creates a
a business vicinity map reflective a business vicinity map reflective a business vicinity map reflective business vicinity map reflective of
B. Performance Standards
of potential market in one’s of potential market in one’s of potential market in one’s potential market in one’s
32
C. Learning Competencies/ marketing mix in the development marketing mix in the development marketing mix in the development marketing mix in the development of
Objectives (Write the LC of marketing strategy of marketing strategy of marketing strategy marketing strategy
Code) TLE_ICTAN11/12EM-Ia-1 TLE_ICTAN11/12EM-Ia-1 TLE_ICTAN11/12EM-Ia-1 TLE_ICTAN11/12EM-Ia-1
or two.
II. CONTENT
3. Players in the market 3. Players in the market 3. Players in the market 3. Players in the market
(competitors) (competitors) (competitors) (competitors)
4. Products and services available 4. Products and services available 4. Products and services available 4. Products and services available in
in the market in the market in the market the market
List the materials to be used in different days. Varied sources of materials sustain children’s interest in the lesson and in the learning. Ensure that
III. LEARNING RESOURCES
there is a mix of concrete and manipulative materials as well as paper-based materials. Hands-on learning promotes concept development.
A. References
pages
3. Textbook pages
portal
B. Other Learning
Resources

IV. PROCEDURES
A. Reviewing previous The class will be divided into “Research is formalized curiosity. “Research is formalized curiosity. “When people use your brand name
lesson or presenting a new groups. Each group will be It is poking and prying with a It is poking and prying with a as a verb, that is remarkable.” (Meg
lesson developing an exquisite food to be purpose.” (Zora Neale Hurston) purpose.” (Zora Neale Hurston) Whitman)
served to the judges for them to be
graded. Market research is the process of Market research is the process of Brand Logos are graphic marks or
gathering information which will gathering information which will symbols commonly used by
make the company more aware of make the company more aware of commercial enterprises,
how the people and company how the people and company organizations and even individuals to
33
hopes to sell to, will react to the hopes to sell to, will react to the aid and promote instant public
company’s current or potential company’s current or potential recognition.
products or services. It is an products or services. It is an
information gathering exercise to information gathering exercise to
determine the viability or determine the viability or
acceptability of a product or acceptability of a product or
service an entrepreneur intends to service an entrepreneur intends to
offer in the market. offer in the market.
B. Establishing a purpose REASONS WHY Focused Group Discussion

for the lesson ENTREPRENEURS CONDUCT  Gains wider usage in market
MARKET RESEARCH research due to substantial
1. Identify potential customers – information gathered given a
who is going to use your time limit.
product/service?  It can be moderated group
2. Understand existing customers interviews and brainstorming
– why do customers choose sessions that provide
your product over competitors? information on users’ needs and
3. Set realistic targets – from data behaviors.
gathered, set targets such as FOCUSED GROUP
growth, sales and the DISCUSSIONS CAN BE USED
introduction of new FOR THE FOLLOWING TYPE
products/services OF DISCUSSIONS:
4. Develop effective strategies –  Exploratory – obtain
from your research you can information on general
make marketing decisions about attitudes, understand the
how to price your circumstances under which
product/service as well as how customers might require your
to distribute it. product or service, understand
5. Examine and solve business their desired outcomes.
problems – if you have  Feature prioritization – if trade-
identified a business problem, offs have to be made among
research will help you work out various customer needs, focus
what is happening. groups can be helpful in
6. Prepare for business expansion - prioritizing them.
34
research will help you identify  Comparative analysis -
areas for expansion and test the understand where else
market’s readiness for a new customer to go get similar
product/service information, services or
7. Identify business opportunities product and what attracts them
– by identifying un-serviced or to those sources.
under-serviced market, you  Trend explanation - If you
could identify changing market notice a trend in the way that
trends. customer use your website,
then focus groups can be used
to better understand why this is
happening.
CONSIDERATION IN THE USE
OF FGDs IN MARKET
RESEARCH:
 Limit the length of the session
to between 90 and 120 minutes.
 Generally, conduct focus
groups with 8 to 10 participants
per group (recruit 10 to 12
participants to ensure that 8 to
10 show up).
 Use a knowledgeable
moderator/ facilitator who can
manage group dynamics, probe
skillfully to obtain deeper
understanding to issues and
capture a broad spectrum of
options.
 Use a semi-structured or open-
format discussion.
 Strive for uniformity in the
group’s composition.
 If you feel that group influence
is likely to be a strong factor
participants will be influenced
greatly by what other are
saying), then personal
interviews or smaller groups
may be an option to consider
than FGD.
35
C. Presenting To conduct market research , it is PERSONAL INTERVIEW ACCORDING TO:
examples/instances of the important to set clear goals for the  Traditional method of data  Canon
new lesson market research activity and collection which is normally  Perrault
define what are needed to be done on a face-to-face manner  McCarthy
known and why. with the respondents. BRANDING means:
 They can either be semi-  ‘the use of a name, term, symbol
structured discussion with or design – or a combination of
individual or open-ended these – to identify a product.’
questions where the interview  It encompasses the use of brand
can probe further to understand names, trademarks and all other
underlying perceptions and means of product identification.
behavior market research and  Providing products and services
analysis (2015), personal with the power of brand
interviews are a more expensive  It’s all about making differences
alternative to FGDs and are  To brand a product , it is essential
generally used in the following to teach consumers “who” the
situations: products is – by giving it a name
 The topic is too personal or and does “why” consumers
sensitive to be discussed in a should care
group or confidentiality of the
 It involves developing mental
participant is required.
structures and assisting
 A person’s opinion may easily
consumers organize their
be influenced by others in the
knowledge about products and
group
services in simplifying their
 It is as important to learn as
decision making.
much about what people don’t
BRAND NAME
know about a subject, as what
 Word, letter or a group of words or
they know.
letters
 Logistic problems may make
groups impractical  Many customers are willing are
 The interview respondents are willing to buy a sure thing the next
executives from competing time.
firms who would be reluctant to  The connection maybe learned
open up in a group situation. from past consumer experience,
 The interview respondents are from the company’s promotion or
busy and it is difficult to other advertising agencies.
schedule group sessions, or it is TRADEMARK
important to visit interview  It is a legal term that
respondents individually at their includes only those words,
convenience. symbols, or marks that are
CONSIDERATIONS IN THE legally registered for use by
a single company.
36
USE OF PERSONAL SERVICE MARK
INTERVIEWS IN MARKET  It is the same as a trademark
RESEARCH: except that it refers to a
 It can be helpful to use a list of service offering.
mostly open-ended questions to
be asked in person or by
telephone.
 An in-depth interview gives
participants the opportunity to
express their views.
 Interviews typically last from
15 to 40 minutes, but they can
last longer, depending on the
participant’s interest in the
topic.
 This technique allows the
interviewer the interviewer to
get detailed descriptions of
individual experiences.
D. Discussing new concepts PRIMARY AND SECONDARY b. Secondary Research
and practicing new skills #1 RESEARCH  Gather data from existing
1. Primary research is available resources like
information gathered directly company records, data bases,
from the respondents who research reports published in
answered set of questions. the media, internet search
This information is usually engines, libraries and books
collected through surveys, which answer the question at
observation, focused group hand.
discussion or experimentation.  Normally less time
a. Survey – the most consuming than primary
common way to gather research, can be less
primary research with the expensive as well.
use of questionnaire or  Another key secondary
interview schedule. These resource is statistical data
can be done via direct from official statistics
mail, over the phone, providers.
internet or email, face to
face or on web. Guidelines
in making questionnaire:
 Keep it as short and simple as
possible.
37
 Make sure it is visually
appealing and easy to read.
 Cluster or blocked related
questions.
 Move from general questions
to more specific questions
 Move from easy to answer
questions to more difficult to
answer questions
 Make sure questions are brief
and easily understood
 Avoid leading questions,
questions with ambiguous
words, questions that are too
difficult to answer
 Make sure any response
scales used are logical with
categories that are mutually
exclusive.
 Always pre-test the
questionnaire to establish its
reliability and validity as well
as identity potential problems
like length of answering and
the use of the language of
understanding.
E. Discussing new concepts

and practicing new skills #2
(Leads to Formative
Assessment)
applications of concepts and
skills in daily living
H. Making generalizations When developing a product, the Market research is undertaken so Market research is undertaken so Brand names connect a product with
and abstractions about the entrepreneur must know all the that an entrepreneur can have that an entrepreneur can have the benefits a customer can expect.
lesson details with regards to the process information needed to make information needed to make The connection may be learned from
38
to be undergone in order for informed business decisions about informed business decisions about past consumer experience from the
him/her to priced it fairly and start-up, innovation, growth and start-up, innovation, growth and company’s promotion or other
developed accordingly. the 7Ps of marketing mix. the 7Ps of marketing mix. advertising strategies
Differentiate primary research Differentiate primary research
I. Evaluating learning from secondary research, give from secondary research, give
examples. examples.

V. REMARKS
VI. REFLECTION
earned 80% on the
require additional activities
for remediation
continue to require
remediation
did these work?
encounter which my
principal or supervisor help
me solve?
use/discover which I wish to
share with other teachers?
39

I. OBJECTIVES
A. Content Standards understanding of environment understanding of environment and understanding of environment understanding of environment and
and market in one’s locality/town market in one’s locality/town and market in one’s locality/town market in one’s locality/town
The learner independently creates The learner independently creates a The learner independently creates The learner independently creates a
a business vicinity map reflective business vicinity map reflective of a business vicinity map reflective business vicinity map reflective of
of potential market in one’s potential market in one’s of potential market in one’s potential market in one’s
C. Learning Competencies/ marketing mix in the marketing mix in the development of marketing mix in the marketing mix in the development
Objectives (Write the LC development of marketing marketing strategy development of marketing of marketing strategy
Code) strategy TLE_ICTAN11/12EM-Ia-1 strategy TLE_ICTAN11/12EM-Ia-1
TLE_ICTAN11/12EM-Ia-1 TLE_ICTAN11/12EM-Ia-1
or two.
II. CONTENT
3. Players in the market 3. Players in the market (competitors) 3. Players in the market 3. Players in the market
(competitors) 4. Products and services available in (competitors) (competitors)
4. Products and services available the market 4. Products and services available 4. Products and services available in
in the market in the market the market
A. References
pages
3. Textbook pages
40
portal
B. Other Learning
Resources

IV. PROCEDURES
A. Reviewing previous Marketing involves getting the The BUSINESS PLAN is a ESSENTIAL ELEMENTS OF A
lesson or presenting a new message out to customers about blueprint of the business that the GOOD BUSINESS PLAN:
lesson the product or service. entrepreneur would like to start.
 It aims to establish if a BUSINESS PLAN OUTLINE
Marketing is the process of business idea will bring 1. Executive Summary
planning and executing the in a fair return to one’s  Description of the
conception, pricing, promotion investment, will be proposed business and
and ideas, goods and services to beneficial to the society business model
create exchanges that satisfy and will bring no harm to  Description of the
individual and organizational the environment when it market opportunity to
objectives. is operated. capture or market
 Its goal is to assess the problem the business
feasibility of the business solves
idea, develop business  Reasons for why this is
strategies to make the an attractive business
business idea doable and opportunity
to use it for obtaining  Key distinctions or
resources, especially differentiators of the
loans from financial business versus
institutions like banks. competitors
 Overview of the sales,
marketing and
operations strategy and
plan
 Description of the
execution plan and
timeline
41
 Overview of projected
financials that is
containing revenues,
costs, profits and
assumptions.
2. Management and
Organization
 Company Name, Logo
and Address
 Vision and Mission
statements
 Key Personnel
 Workforce and Support
Personnel
 Organizational Chart
 Ownership,
Capitalization,
Compensation and
Incentives
 External Management
Support
3. Product/Service Plan
 Purpose of the
product/service
 Product’s unique features
 Material requirements
and sources of supply
 Process an equipment
that will be used to
manufacture the
product/render the
service
 Production/Service
Process and Controls
 Distribution Logistics
 Regulatory and other
compliance issues
4. Market Plan
 Market analysis which
includes demand and
42
supply vis-à-vis
competitors
 Marketing and Sales
strategies
 Product/Service
characteristics or features
 Pricing policy
 Sales projections
5. Financial Plan
 Start-up Costs
requirements
 Financial projections
 Break even analysis
budget
B. Establishing a purpose Marketing Management Practices SALES PROMOTION MAY BE REASONS WHY AN
for the lesson 1. Estimate potential market ACCOMPLISHED THROUGH ANY ENTREPRENEUR STILL
demand – look for facts OF THE FOLLOWING WAYS: NEEDS TO MAKE A
about the industry where 1. Newspapers, radio and other BUSINESS PLAN, NO
the entrepreneur intends forms of media – put up MATTER HOW GOOD THE
to enter, census data is a advertisements regarding a BUSINESS IDEA SEEMS TO
good source of estimates certain product BE:
to be able to project sales 2. Window displays – attractive 1. Reduce if not remove the
2. Analyze the competitors displays in front of a risk of losing money
– knowing what the department store and invested in a poorly
competitor’s marketing is supermarket researched or unstudied
and understanding why 3. Fashion shows - an event at business idea.
target market is buying or which collections of newly 2. Avoid costly mistakes
will buy from the designed clothing are 3. Anticipate the financial
competitor that is: the modeled for an audience requirements – foresee the
competitor’s products or 4. Exhibits – goods may be put ups and downs
services, how much they on display by exhibiting it in 4. Organize the activities
cost, how they are the lobby of a hotel or beforehand – business
distributed and how they shopping mall performances in the future
are made known to the 5. Lecture and demonstration – 5. Assess actual performance
target market. products may be advertised against set goals – set targets
3. Price the product/service by inviting prospective in terms of sales volumes
reasonably – a product customers to attend a lecture and revenues
can have great features about the product. 6. Apply for financing from
and benefits, but the price Demonstration is the process lending institutions – back
for the product can have a of showing to others how a up support in case of need
greater influence on how certain products work or is
43
it will sell in the used.
marketplace. 6. Product sampling – new
4. Adopt a good product products may be advertised
name for branding – by giving free samples.
when a name is different 7. Quantity discounts – to attract
or unusual, it may attract buyers, owners may announce
attention and perhaps bog discounts on products
arouse curiosity. 8. House to house selling –
5. Put price tags – all goods bringing product directly to
being sold must have a customers
price tag – a label to the 9. Telephone – calling people
price of an item being telling them about the
sold in a store – the products
amount of money a buyer 10. E-mail – sending flyers via
pays in order to own the email
item. 11. Website – put up own website
6. Promote the for business
products/services in 12. Social network – advertise
various ways to increase thru Facebook, Instagram,
sales – products or Twitter, Yahoo etc.
services of the firm need 13. Sales Events – stores
to be advertised in order announces celebration of
to generate sales. The certain events
entrepreneur has to 14. Poster – listing of prices of
devise ways of making various goods found in a shelf
people know and want to or a corner for the
buy their products. This information of the customers.
phase of the business
falls under sales
promotion.
7. Attend to the complaints
of customers – among the
practices being resorted
to by business
establishments is
establishing a customer
service counter.
8. Issue official receipts to
customers – all business
establishments are
required to issue official
44
receipts
9. Practice courtesy and
efficiency in serving
customers – threating
customers in a courteous
manner means greeting
them upon entering the
store and thanking them
upon leaving, promptly
attending to their orders,
informing customers as to
the length of time an
order can be finished,
requesting people to sit
down while waiting for
their orders, answering
all queries and delivering
the product or service on
the time and date as
promised.
10. Pack the goods bought by
customers properly –
loading goods inside a
paper bag should be done
properly
11. Observe the right of
customers – consumers
need protection from
manufacturers who
produce poor quality
goods and from service
providers who provide
inefficient service
45
PUTTING PRICE TAGS ON A Business Plan is very important
GOODS BEING SOLD HAVE to various parties. Among those
THE FOLLOWING who need business plans are the:
ADVANTAGES  Management team
 The price of an item is  Shareholders
readily available to the  Bankers
buyer  Creditors
 Eliminates  Customers
inconveniences on both  Suppliers and
the seller and the buyer as  Employees
C. Presenting to the process of inquiry To gain their confidence, these
examples/instances of the regarding the prices of stakeholders will have to be
new lesson goods being sold. informed about what are the:
 A buyer can save time in  Purposes
choosing goods because  Directions
he can easily pick out
 Core Business and
goods he can afford
 Financial Situation
 The government can
Of the business venture from the
easily monitor stores
time it will start and in the next
which are selling goods
few years based on its forecast.
at a higher price than the
prices specified by the
Price Control Council.
D. Discussing new concepts
and practicing new skills
#1

and practicing new skills
#2
(Leads to Formative
Assessment)
H. Making generalizations It is not only the selling of the It is not only the selling of the product Preparing a business plan draws Preparing a business plan draws on
and abstractions about the product or service but more or service but more importantly to on a wide range of knowledge a wide range of knowledge from
46
importantly to know and know and understand the customers from many different business many different business disciplines:
understand the customers very very well that the product or service disciplines: finance, human finance, human resource
well that the product or service meets their need so it sells itself. resource management, intellectual management, intellectual property
lesson
meets their need so it sells itself. property management, supply management, supply chain
chain management and marketing management and marketing
management. management.
Discuss the various ways to Discuss the various ways to promote a Discuss the 5 basic elements of a Discuss the 5 basic elements of a
promote a business. business. good business plan. good business plan.
I. Evaluating learning Discuss what the rights of the Discuss what the rights of the
consumers to be observed by the consumers to be observed by the
entrepreneur are. entrepreneur are.

V. REMARKS
VI. REFLECTION
earned 80% on the
require additional
continue to require
remediation
did these work?
encounter which my
help me solve?
47
to share with other
teachers?
48

I. OBJECTIVES
The learner independently creates The learner independently creates The learner independently creates The learner independently creates a
a business vicinity map reflective a business vicinity map reflective a business vicinity map reflective business vicinity map reflective of
of potential market in one’s of potential market in one’s of potential market in one’s potential market in one’s
3. Recognize the Importance of 3. Recognize the Importance of 3. Recognize the Importance of 4. Demonstrate understanding of the
C. Learning Competencies/ marketing mix in the development marketing mix in the development marketing mix in the development 4M’s of operations
Objectives (Write the LC of marketing strategy of marketing strategy of marketing strategy TLE_ICTAN11/12EM-Ia-2
Code) TLE_ICTAN11/12EM-Ia-1 TLE_ICTAN11/12EM-Ia-1 TLE_ICTAN11/12EM-Ia-1
or two.
1. Market (locality/town) 1. Market (locality/town)
2. Key concepts of market 2. Key concepts of market
II. CONTENT
3. Players in the market 3. Players in the market
(competitors) (competitors)
4. Products and services available 4. Products and services available
in the market in the market
List the materials to be used in different days. Varied sources of materials sustain children’s interest in the lesson and in the learning. Ensure that
III. LEARNING RESOURCES
there is a mix of concrete and manipulative materials as well as paper-based materials. Hands-on learning promotes concept development.
A. References
pages
3. Textbook pages
portal
49
B. Other Learning
Resources

IV. PROCEDURES
A. Reviewing previous One Page Business Plan 1. Concept of Entrepreneurship Management is the art of getting Production /Operations Management
lesson or presenting a new  A description of the 2. Development of things done with and through other Practices
lesson problem your customers Entrepreneurship people. 1. Plan and control production.
have 3. Relevance of Entrepreneurship Production planning control
 Your solution (your and Entrepreneurs in Economic is the key to efficient and
product or service) Development and Society effective production
 Business model (how 4. Concept of Entrepreneurs management.
you make money) Today 2. Adopt the standard
 Target market (who is 5. How Entrepreneurs Think production models.
your customer and how 6. Entrepreneurial Competencies Whatever the business needs
many of them are there) 7. Entrepreneurial Decision to produce to be able to sell,
 Competitive advantage Making as Core Competency it means it is vital to have a
 Management team 8. Entrepreneurship Career production process in place
Opportunities for Academic Track that will help the
 Financial summary
9. Factors to consider in Starting a entrepreneur make certain
 Funding required
Business that the company has a
10. Identifying Business quality product/service that
Opportunities is needed and produced the
11. Type of Business Available to way it was planned.
Entrepreneurs 3. Design plant layout for
12. Government Support and better efficiency. Layout
Legal Requirements pertains to the way
13. 7Ps of Marketing Mix machines, workplaces and
14. Marketing Management storage areas are located in
Strategies relation to one another.
4. Choose the right machines
and equipment. The choice
of machine and equipment
affects the over-all
profitability of your
business, considerations:
50
 Operating
characteristics
 Engineering features
 Cost
 Qualitative factors
5. Purchase based on needs and
on time. It is imperative to
procure the raw materials,
components, machinery,
equipment, supplies and
necessary services needed in
the production process on
time.
6. Maintain machines and
equipment properly. It is
important to keep machines
and equipment in good
running condition.
7. Manage inventory/stock
well. Stock/inventory
pertains to all the goods a
business has for sale and all
raw materials or parts of a
business keeps to ensure
continuous operations.
8. Ensure quality control.
Defective products can be a
result of lack of control.
Guidelines:
 Check quality of raw
materials
 Calibrate measuring
and testing
equipment regularly
 Maintain machines
properly and make
sure they are in good
condition
 Conduct adequate
tests to verify
whether the product
51
meets quality
standards or not
Inspect for quality
B. Establishing a purpose Simple business plan outline: The business model that works
for the lesson 1. Executive Summary best for an entrepreneur will be
 Write this last. It’s just a page related to one’s vision, objectives,
or two that highlights the what its product or service is and
points you’ve made elsewhere the entrepreneur’s personal
in your business plan. operational style. As such, the
 It’s also the doorway to your marketing, production, human
plan—after looking over your resource, and finance functions of
executive summary, your every business need to be
target reader is either going to addressed on a day-to-day as well
throw your business plan away as on long-term bases. It is
or keep reading, so you’d imperative for an entrepreneur,
better get it just right. especially the starting ones, to
 Summarize the problem you know about how to keep the
are solving for customers, your business running with the least
solution, the target market, the effort.
founding team, and financial
forecast highlights. Keep
things as brief as possible and
entice your audience to learn
more about your company.
2. Products and Services

 Describe the problem that you
solve for your customers and
the solution that you are
selling.
 It is always a good idea to
think in terms of customer
needs and customer benefits as
you define your product
offerings, rather than thinking
of your side of the equation
(how much the product or
service costs, and how you
deliver it to the customer).
 Sometimes this part of the plan
will include tables that provide
52
more details, such as a bill of
materials or detailed price lists,
but more often than not this
section just describes what you
are selling and how your
products and services fill a
need for your customers.
3. Market Analysis Summary

 You need to know your target
market—the types of
customers you are looking for
—and how it’s changing.
 Use this section to discuss
your customers’ needs, where
your customers are, how to
reach them and how to deliver
your product to them.
 You’ll also need to know who
your competitors are and how
you stack up against them—
why are you sure there’s room
for you in this market?
4. Strategy and Implementation

Summary
 Use this section to outline your
marketing plan, your sales
plan, and the other logistics
involved in actually running
your business.
 You’ll want to cover the
technology you plan on using,
your business location and
other facilities, special
equipment you might need,
and your roadmap for getting
your business up and running.
Finally, you’ll want to outline
the key metrics you’ll be
tracking to make sure your
53
business is headed in the right
direction.
5. Company and Management

Summary
 This section is an overview of
who you are.
 It should describe the
organization of your business,
and the key members of the
management team, but it
should also ground the reader
with the nuts and bolts: when
your company was founded,
who is/are the owner(s), what
state your company is
registered in and where you do
business, and when/if your
company was incorporated.
 Be sure to include summaries
of your managers’
backgrounds and experience—
these should act like brief
resumes—and describe their
functions with the company.
Full-length resumes should be
appended to the plan.
6. Financial Plan
 At the very least this section
should include your projected
Profit and Loss and Cash Flow
tables, and a brief description
of the assumptions you’re
making with your projections.
 You may also want to include
your balance sheet, your sales
forecast, business ratios, and a
break-even analysis.
 Finally, if you are raising
money or taking out loans, you
54
should highlight the money
you need to launch the
business.
C. Presenting Detailed business plan outline: PRODUCTION/OPERATIONS
examples/instances of the 1.0 Executive Summary MANAGEMENT
new lesson 1.1 Problem “Production is an activity that
1.2 Solution converts materials into useful
1.3 Market forms. The materials may be raw
1.4 Competition materials, semi-processed or semi-
1.5 Financial Highlights finished goods, or even finished
2.0 Products and Services products. Machinery, equipment,
methods and processes are the
2.1 Problem Worth Solving basic elements of production.”
2.2 Our Solution
2.3 Validation of Problem and
Solution
2.4 Roadmap/Future Plans
3.0 Market Analysis Summary
3.1 Market Segmentation

3.2 Target Market Segment
Strategy
3.2.1 Market Needs
3.2.2 Market Trends
3.2.3 Market Growth
3.3 Key Customers
3.4 Future Markets
3.5 Competition
3.5.1 Competitors and Alternatives
3.5.2 Our Advantages (see an
example)
4.0 Strategy and Implementation
Summary
4.1 Marketing Plan

4.2 Sales Plan
4.3 Location and Facilities
4.4 Technology
4.5 Equipment and Tools
4.6 Milestones
4.7 Key Metrics
55
5.0 Company and Management
Summary
5.1 Organizational Structure
5.2 Management Team
5.3 Management Team Gaps
5.4 Personnel Plan
5.5 Company History and
Ownership
6.0 Financial Plan
6.1 Revenue/Sales Forecast

6.2 Expenses
6.3 Projected Profit and Loss
6.4 Projected Cash Flow
6.5 Projected Balance Sheet
6.7 Business Ratios
7.0 Appendix
D. Discussing new concepts THE 4M’s OF PRODUCTION
and practicing new skills #1 1. Method. The Manager will
determine the most efficient
way or each portion of the
process to be done to eliminate
damage to the product and to
eliminate areas where time and
manpower are be wasted.
Controlling waste is the key to
efficient and profitable
production.
2. Manpower. When examining
the Methods you now have in
place what is the ideal number
of people it will take to perform
these methods and what
positions should they be in!
#ow will the personnel be
trained and measured for
performance! What is the
$cycle time% of each part of
the Method.
56
3. Machines. When examining
your facilities vehicles and
tools do you have everything
you need to ensure the safety of
the employees while
maximizing the efficiency and
productivity of the department,
all employees have access to
the same tools and equipment
in needed, the tools enable them
to perform tasks independently,
they trained on how to maintain
the machinery and tools?
4. Materials. Do you have the
materials needed to perform all
parts of production and are they
conveniently located to
minimize waste? Example: All
material needed to clean and
package are always available
and are placed to minimize
effort. Does the layout of the
production department
minimize wasted movement?
Example: Does the part flow go
in one direction or does it zig
and zag throughout your
facility.
On the other hand, operations
management refers to the
activities, decisions and
responsibilities of managing the
resources which are dedicated to
the production and delivery of
products and services. It can
and practicing new skills #2
significantly contribute to the
success of the business by using
one’s available resources to
effectively produce products and
services in a way that satisfies
customers.
57
4 MAIN ADVANTAGES AN
EFFECTIVE OPERATION CAN
PROVIDE TO THE
ENTREPRENEUR’S BUSINESS:
 Reducing the costs of producing
products and services as well as
being efficient
 Increasing revenue by increasing
customer satisfaction through
good quality and service
(Leads to Formative
 Reducing the amount of
Assessment)
investment that is necessary to
produce the required type and
quantity of products and services
by increasing the effective
capacity of the operation
 Providing the basis for future
innovation, by building a solid
base of operations, skills and
knowledge within the business.
applications of concepts and
skills in daily living
H. Making generalizations
and abstractions about the
lesson
Using the tools in making a
business plan, make your own
Business Plan.

V. REMARKS
VI. REFLECTION Reflect on your teaching and assess yourself as a teacher. Think about your students’ progress this week. What works? What else needs to be done to
58
earned 80% on the
require additional activities
for remediation
continue to require
remediation
did these work?
encounter which my
principal or supervisor help
me solve?
use/discover which I wish to
share with other teachers?
59

needed, additional lessons, exercises and remedial activities may be done for developing content knowledge and competencies. These are assessed using
I. OBJECTIVES
Formative Assessment strategies. Valuing objectives support the learning of content and competencies and enable children to find significance and joy in
learning the lessons. Weekly objectives shall be derived from the curriculum guides.
understanding of environment and understanding of environment and understanding of environment understanding of environment and
A. Content Standards
market in one’s locality/town market in one’s locality/town and market in one’s market in one’s locality/town
locality/town
The learner independently creates a The learner independently creates a The learner independently The learner independently creates a
B. Performance business vicinity map reflective of business vicinity map reflective of creates a business vicinity map business vicinity map reflective of
Standards potential market in one’s potential market in one’s reflective of potential market potential market in one’s locality/town
locality/town locality/town in one’s locality/town
4. Demonstrate understanding of the 4. Demonstrate understanding of the 4. Demonstrate understanding 4. Demonstrate understanding of the
C. Learning
4M’s of operations 4M’s of operations of the 4M’s of operations 4M’s of operations
Competencies/
TLE_ICTAN11/12EM-Ia-2 TLE_ICTAN11/12EM-Ia-2 TLE_ICTAN11/12EM-Ia-2 TLE_ICTAN11/12EM-Ia-2
LC Code)
Content is what the lesson is all about. It pertains to the subject matter that the teacher aims to teach. In the CG, the content can be tackled in a week or
two.
II. CONTENT
III. LEARNING List the materials to be used in different days. Varied sources of materials sustain children’s interest in the lesson and in the learning. Ensure that there
RESOURCES is a mix of concrete and manipulative materials as well as paper-based materials. Hands-on learning promotes concept development.
A. References
60
pages
pages
3. Textbook pages
4. Additional
Materials from
Learning Resource
portal
B. Other Learning
Resources

demonstration of learning by the students which you can infer from formative assessment activities. Sustain learning systematically by providing students
IV. PROCEDURES
with multiple ways to learn new things, practice their learning, question their learning processes and draw conclusions about what they learned in
relation to their life experiences and previous knowledge. Indicate the time allotment for each step.
A. Reviewing previous According to: HUMAN RESOURCE The resources you need, in
lesson or presenting a  Noe MANAGEMENT PRACTICES order to run your business and
new lesson  Hollenbeck 1. Design an effective produce the goods or services,
 Gerhart recruitment strategy. are people, methods, materials
 Wright Recruitment is "any practice or and machines. To have all
Human Resource Management activity carried on by the these resources, you need
(HRM) refers to the policies, organization with the primary money. It is important that you
practices and systems that influence purpose of identifying and attracting know how to gather, organize,
employees’ behaviour, attitudes and potential employee." However, coordinate and record the
performance because of differences in money or financial resources
companies’ strategies, they may of your business. This is called
assign different degree of financial management.
importance to recruiting. In general,
all companies have to make
decision in three areas of recruiting,
personnel, policies, recruitment
sources, and the characteristics and
behavior of the recruiter. These
aspects of recruiting have different
effect on who the organization
ultimately hires. An applicant's
decision to accept a job offer-- and
the organization's decision to make
the offer--depend on the match
61
between vacancy and applicant
characteristics.
2. Adopt a good selection
process.
Selection is the "process by which the
organization attempts to identify
applicants with the necessary
knowledge, skills, abilities, and
other characteristics that will help
the organization achieve its goals."
The process of selecting the
employees varies considerably from
organization to organization, and
from job to job. In most
organizations, selection includes the
steps of screening
application/resume; testing and
reviewing work samples;
interviewing candidates; checking
references and background; and
making a selection.
3. Develop effective training
program
Training is a set of activities aimed to
facilitate learning of knowledge,
attitude and skills among people in
the organization, to, in turn improve
their current job performance and
contribution to the achievement of
an organizational goals. It has
become part of organizational
learning and change in employee
performance. Noe (2002) believed
that training is a planned effort by a
company to facilitate employees'
learning of job-related
competencies. These competencies
include knowledge, skills or
behaviors that are critical for
successful job performance.
4. Conduct Performance
62
Management
Performance Management is the
"process through which managers
ensure that employees' activities and
outputs contribute to the
organization's goals" (Noe, et al.,
2004). Performance Management is
crucial, especially when the
business is more complex, and goals
are constantly changing. Measuring
and managing performance is a
challenging task and one of the keys
to gaining competitive advantage.
The conduct of regular performance
assessment either twice a year or
yearly will enable the employees to
know how they are doing in their
job. During this occasion, skills and
abilities gaps must be identified and
appropriate training must be given
to fill in these gaps. In other words,
if they are not doing as expected,
the employees may be equipped
with the right skills and knowledge
to positively contribute to the
achievement of business goals.
5. Implement an attractive
compensation scheme.
Compensation refers to all forms of
financial returns and tangible
services and benefits that employees
receive as part of an employment
relationship. Employee benefits in
particular, refers to the part of the
compensation package, other than
pay for time worked, provided to
employees in whole or in part by
employer payments (e.g, life
insurance, pension , workers'
compensation and vacation).
Compensation also pertains to the
63
methods and practices of
maintaining balance between the
interests of operating the company
within the fiscal budget, and
attracting developing, retaining ,
and rewarding high quality staff
through wages and salaries which
are competitive with the prevailing
rates for similar employment in the
labor markets.
6. Design work family balance
programs.
Work family balance may be defined
as the degree to which an individual
is able to simultaneously balance
the temporal, emotional, and
behavioural demands of both paid
work and family responsibilities
(Hill,Hawkins,Ferris,and Weitzman,
2001). Work life balance has been
an increasing concern for
employees. The increased demand
on the job and at home have made
managing work and family life
increasingly difficult (Shore, 1998).
But there are ways to help
employees balance their work and
personal lives, such as flextime and
flexplace programs. Although
flextime and flexplace program
have been adopted at many
companies, these way not be fully
utilized by employees
(Hochschild,1997). The study of
Hill, Hawkins, Ferris, and
Weitzman (2001) also examined the
influence of perceive flexibility in
the timing and location of work on
work-family balance. Result
indicated that perceived job
flexibility is related to improve
64
work-family balance after
controlling for paid hours, unpaid
domestic labor hours, gender,
marital status, occupation Level.
Perceived job flexibility appears to
be beneficial both to individual and
to businesses. Given the same
workload, individuals with
perceived job flexibility have more
favorable work-family balance.
7. Observe fair employee

relations practices. Employee
relations or labor relations, pertains
to a set of processes and procedures
utilized in the interaction between
employees and employer to attain
their respective goals, while
accommodating the needs of both
parties. This interaction can include
communication, interpersonal
relationships, participation,
discipline, and grievance resolution.
Research on human resource
management (HRM) suggests that
new forms of work organization
quality circles, work teams, high
performance workplaces, lean
production directly affect workers’
and managers’ expectations of what
constitutes acceptable effort and, as
such, requires new forms of
employment relations (Verma and
Chaykowski 1999; OECD 1999).
8. Determine the Entrepreneur’s

Role in the Business. Many small
businesses begin with founder-
owner doing all the management
functions of marketing, production,
human resource, and finance with
65
the help specialized staff. However,
a few would rather concentrate on
the function, and be on top of that
function. The DTI-BSMED
Handbook Guide (2010) indicated
the following factors which can help
the entrepreneur to choose with
role(s) to take in one’s business:
 Education and Training. If you are
an engineer or you have some
technical training, it will be natural
for you to consider being in the
technical or production area. Or if
you are an accountant or have a
background in banking or finance,
you may want to handle the finance
function.
 Experience. Have you experienced
working for a manufacturing firm?
Were you ever a member of the
kitchen staff of a hotel? How
successful were you in doing
automotive jobs for that service
center? Your experiences will be
handy in performing certain
management functions. You might
ask, “What if I don’t have any work
experiences at all?” or “What if I’m
just a fresh graduate and trying my
luck in entrepreneurship?” Did you
learn some skills while helping in
relative in the ceramic business
during one of those summer breaks?
What did you gain from your
summer job or during internship?
Remember the skills you learned
from those experiences. You might
need them when deciding which
management function to assume in
your business.
 Interest and Talent. Not having the
66
education or the experience to back
up your inclination to take on a
specific management function will
not disqualify you. For all you
know, you might have the interest
or the talent for it. If you have
people skills, are cheerful but
commanding and persuasive, you
well do in sales or in personnel
management even without any
experience or formal training. After
all, you can develop these skills by
attending some seminars or short
courses. On the other hand, if you
enjoy working with your hands and
putting things together, you can
handle production.
 Time. Granting you have the
training, the experience, and the
interest and talent to assume a
management function, do you have
the time for it? Can you have devote
most of your time to the particular
management area you selected?
Take time to do an objective
personal assessment of the situation.
Ask yourself if you are able and will
have the time to handle all the
management functions in case you
decide to be on top of everything.
Remember, you are not only an
entrepreneur. Ours is a pluralistic
society. Besides being a spouse a
parent, an offspring, or even a
sibling, you are also part of your
community. Nonetheless, if you
think you can be a jack-of-all trades
and be everywhere in your business
without sacrificing any of life’s
essentials then go for it!
 The Pros and Cons of Having a
67
Bird’s Eye View. Finally, weigh the
advantages and disadvantages of
having a broad view of your
business. Being “everywhere” in
your business will allow you to see
the interrelationship among the four
management areas; where one area
supports and draws support from the
three other areas. While the age-old
saying “jack-of-all-trades, master of
none” is true, consider the setback if
you indeed plan to become a master
of something. If you concentrate in
one area, say in finance, you might
neglect the other areas that are just
as important. Let us say you opted
to concentrate on production. As
you look for ways to become more
efficient in order to produce more at
a faster rate, you might lose sight of
the other areas, like sales and
finance. This could lead your
business to end up with too many
unsold stocks and incur losses due
to overproduction and an over
investment in machines.
9. Get the right people.
In starting a business, the
entrepreneur may begin with family
members, relatives, friends,
neighbors, or acquaintances as the
workforce, but be clear about
requiring them to be professional in
the workplace, especially when
dealing with you. Match each
position with someone who will
meet the requirements of the
position. Do not limit applicants to
the trained and experienced. Be
open to those who can help the
enterprise grow. Choose people who
68
possess the expected work values
and are willing to be trained and to
stay in the company after being
trained.
10. Prepare an employee manual.
It is always advisable to prepare an
employee manual. This should
contain information pertaining to
company policies and procedures on
working conditions, compensation,
other benefits, discipline, and
grievance processing, among others.
11. Invest in Human Capital.
Human capital is the quality and
quantity of skills, education and
talents a person has. When people
attend classes, become apprentices,
obtain graduate degrees, and receive
on the job training, they are
investing in or improving their
human capital. Allocate sufficient
budget for the cost of specialized
training that human resources may
need to meet the skills necessary to
be able to make the product or
complete the service to be offered to
acquire or develop market. There
should also be a budget allocated
for training people on human
relations and leadership skills.
12. Motivate people in the
workplace.
Motivation is a function of
willingness and ability (skills) to do
the job, as well as help employees
work at high energy levels. Open
communication, respect, fair
compensation, training, work-life
balance, and empowerment
activities and programs will
definitely motivate people in the
69
workplace.
13. Maintain employees’
commitment and loyalty.
One way of doing this is to ensure
that the work environment is safe,
healthy, caring for employees, and
at least complaint with government
rules and regulations, as well as
company social responsibility.
Competitive compensation and
training will also help a lot toward
this objective.
14. Effectively communicate
policies and practices with
employees.
Communication is very important so
that employees feel they are really
part of the organization and, thus,
work more and better. When
employees know what are expected of
them, how they will accomplish their
tasks, instructions are clear, and they
are given the opportunity to give
feedback to the concerned
stakeholders in the enterprise, they
will feel valued and respected. This
can lead to better performance and
higher productivity.
B. Establishing a Human resource practices include Managing the finances of the BOOKKEEPING
purpose for the lesson analysing and designing work, company is of prime  Bookkeeping is the science of
determining human resource needs importance since without recording history.
(HR planning), attracting potential funds, the business will not be  It is the physical recordkeeping
employees (recruiting), choosing able to operate. Recording, of someone’s transactions as
employees (selection), teaching analysing and making they relate to assets, liabilities,
employees how to perform their decisions about the finances of income and expenses.
jobs and preparing them for the the business are basic It is an indispensable subset of
future (training and development), functions of the entrepreneur accounting.
rewarding employees who owns the business.
(compensation), evaluating their
performance (performance
management), and creating a
70
positive work environment
(employee relations).
Effective HRM enhances company The differences between Bookkeeping refers to the process of
performances by contributing to management accounting and accumulating, organizing, storing, and
employee and customer satisfaction, financial accounting include: accessing the financial base of an entity
innovation, productivity and Management accounting which is needed for two basic purposes:
development of a favourable provides information to people  Facilitating the day to day
reputation in the firm’s community. within an organization while operations of the entity
financial accounting is mainly  Preparing financial statements,
for those outside it, such as tax returns and internal reports
shareholders to managers
Financial accounting is Also called record-keeping
C. Presenting required by law while Thought as the financial information
examples/instances of management accounting is not. infrastructure of an entity
the new lesson Specific standards and formats Bookkeeping is the recordation of basic
may be required for statutory accounting transactions, such as:
accounts such as in the I.A.S  Issuing invoices to customers
International Accounting  Recording invoices from
Standard within Europe. suppliers
Financial accounting covers  Recording cash receipts from
the entire organization while customers
management accounting may  Paying suppliers
be concerned with particular
 Recording changes in inventory
products or cost centres.
 Processing payroll
Processing petty cash transactions
HUMAN RESOURCES Managerial accounting is used These transactions are mechanical in
MANAGEMENT PRACTICES primarily by those within a nature; that is, the bookkeeper follows a
company or organization. prescribed set of procedures on a
Reports can be generated for repetitive basis to record a common
any period of time such as activity. These common bookkeeping
D. Discussing new daily, weekly or monthly. tasks are entirely adequate for the
concepts and practicing Reports are considered to be accounting needs of a small business.
new skills #1 "future looking" and have
forecasting value to those
within the company.
Financial accounting is used A bookkeeper could compile financial

E. Discussing new
concepts and practicing primarily by those outside of a statements from the transactions just
company or organization. described. However, those financial
new skills #2
71
Financial reports are usually statements would be incorrect to some
created for a set period of extent, because they would not include
time, such as a financial year the following additional actions that are
or period. Financial reports are usually handled by an accountant:
historically factual and have Accruing or deferring expenses
predictive value to those who Accruing or deferring revenue
wish to make financial The broader field of accounting includes
decisions or investments in a the use of these accruals. In addition,
company. Management accounting encompasses the following
Accounting is the branch of activities:
Accounting that deals  Creating the chart of accounts
primarily with confidential  Setting up the general ledger
financial reports for the  Designing the financial
exclusive use of top statements
management within an  Issuing customized management
organization. These reports are reports to address specific issues
prepared utilizing scientific  Altering the classification or
and statistical methods to recordation of transactions to
arrive at certain monetary meet certain accounting
values which are then used for standards
decision making. Such reports  Creating a budget and
may include: comparing it to actual results
Sales Forecasting reports
 Compiling tax returns from the
Budget analysis and
financial information
comparative analysis
 Creating a set of controls within
Feasibility studies
which the financial system
Merger and consolidation
operates
reports
Designing a record keeping, archiving,
and document destruction system
F. Developing mastery Financial Accounting, on the KEEPING GOOD RECORDS IS
(Leads to Formative other hand, concentrates on VERY IMPORTANT TO ONES’
Assessment) the production of financial BUSINESS. GOOD RECORDS WILL
reports, including the basic HELP YOU DO THE FOLLOWING:
reporting requirements of 1. Monitor the progress of ones’
profitability, liquidity, business
solvency and stability. Reports 2. Prepare financial statements
of this nature can be accessed 3. Identify sources of income
by internal and external users 4. Keep track of deductible
such as the shareholders, the expenses.
banks and the creditors. 5. Keep track of the basis of
property
72
6. Prepare your tax returns
7. Support items reported on your
tax returns
THE FOLLOWING ARE SOME OF
THE TYPES OF RECORDS THAT
SHOULD BE KEPT:
1. Gross Receipts are the income
you receive from your business
 Cash register tapes
 Deposit information
(cash and credit sales)
 Receipt books
 Invoices
2. Purchases are the items you buy
and resell to customers.
 Cancelled checks or
other documents that
identify payee, amount
and proof of
payment/electronic
funds transferred
 Cash register tape
receipts
 Credit card receipts and
statements
 Invoices
3. Expenses are the costs you incur
to carry on your business.
 Cancelled checks or
other documents that
identify payee, amount
and proof of
payment/electronic
funds transferred
 Cash register tapes
 Account statements
 Credit card receipts and
statements
 Invoices
 Petty cash slips for
73
small cash payments
4. Travel, Transportation,
Entertainment, and Gift
Expenses.
5. Assets are the property
 When and how you
acquired the assets
 Purchase price
 Cost of any
improvements
 Deductions taken for
depreciation
 Deductions taken for
casualty losses, such as
losses resulting from
fires or storms
 How you used the asset
 When and how you
disposed of the asset
 Selling price
 Expenses of sale
 Purchase and sales
invoices
 Real estate closing
statements
 Cancelled checks or other
documents that identify
payee, amount and proof
of payment/electronic
funds transferred
6. Employment Taxes. Keep all
records of employment for at
least four years.
G. Finding practical THE FUNCTION OF BOOKKEEPING

applications of concepts  Bookkeeping is the process of
and skills in daily living recording daily transactions in a
consistent way and is a key
component to building a strong
business foundation.
74
 A bookkeeper’s territory is daily
financial transactions, which
include purchases, receipts,
sales and payments.
 A bookkeeper enters every
transaction into a journal which
is nothing more than a list of
transactions.
 A bookkeeper using a manual
system periodically copies
journal transactions into a
general, called posting.
The Tasks or Functions of the

Bookkeeper
1. Recording financial transactions
2. Posting debits and credits
3. Producing invoices
4. Maintaining and balancing
subsidiaries, general ledgers and
historical accounts
5. Completing payroll
The differences between
management accounting and
financial accounting include:
Management accounting
H. Making provides information to people
generalizations and within an organization while
abstractions about the financial accounting is mainly
lesson for those outside it, such as
shareholders. Financial
accounting is required by law
while management accounting
is not.
Find a partner and choose 1 among
the practices, make a powerpoint
presentation and present in class next
meeting.
75
J. Additional activities
for application or
remediation
V. REMARKS
VI. REFLECTION
earned 80% on the
require additional
activities for
remediation
C. Did the remedial
students who caught up
with the lesson
continue to require
remediation
E. Which of my
teaching strategies work
well? Why did these
work?
F. What difficulties did
I encounter which my
help me solve?
use/discover which I
wish to share with other
teachers?
76

needed, additional lessons, exercises and remedial activities may be done for developing content knowledge and competencies. These are assessed using
I. OBJECTIVES
Formative Assessment strategies. Valuing objectives support the learning of content and competencies and enable children to find significance and joy in
learning the lessons. Weekly objectives shall be derived from the curriculum guides.
A. Content Standards understanding of environment and understanding of environment and understanding of environment understanding of environment and
market in one’s locality/town market in one’s locality/town and market in one’s locality/town market in one’s locality/town
The learner independently creates a The learner independently creates a The learner independently creates The learner independently creates a
B. Performance business vicinity map reflective of business vicinity map reflective of a business vicinity map reflective business vicinity map reflective of
Standards potential market in one’s potential market in one’s of potential market in one’s potential market in one’s locality/town
locality/town locality/town locality/town
4. Demonstrate understanding of the 4. Demonstrate understanding of the 4. Demonstrate understanding of 4. Demonstrate understanding of the
C. Learning
4M’s of operations 4M’s of operations the 4M’s of operations 4M’s of operations
Competencies/
TLE_ICTAN11/12EM-Ia-2 TLE_ICTAN11/12EM-Ia-2 TLE_ICTAN11/12EM-Ia-2 TLE_ICTAN11/12EM-Ia-2
LC Code)
Content is what the lesson is all about. It pertains to the subject matter that the teacher aims to teach. In the CG, the content can be tackled in a week or
two.
II. CONTENT
III. LEARNING List the materials to be used in different days. Varied sources of materials sustain children’s interest in the lesson and in the learning. Ensure that there is
RESOURCES a mix of concrete and manipulative materials as well as paper-based materials. Hands-on learning promotes concept development.
A. References
pages
2. Learner’s
Material pages
3. Textbook pages
4. Additional
Materials from
Learning Resource
portal
77
B. Other Learning
Resources

These steps should be done across the week. Spread out the activities appropriately so that the students will learn well. Always be guided by demonstration
of learning by the students which you can infer from formative assessment activities. Sustain learning systematically by providing students with multiple
IV. PROCEDURES
ways to learn new things, practice their learning, question their learning processes and draw conclusions about what they learned in relation to their life
experiences and previous knowledge. Indicate the time allotment for each step.
A. Reviewing previous Financial statements are the Balance sheet is a snapshot of PREPARING A BUSINESS A Business Plan Serves Many Masters
lesson or presenting a backbone of the business. Financial company’s financial condition at REPORT  It serves the entrepreneur who must set
new lesson statements and forecasts show how any particular time.  Business reporting on a the navigational course
your business has been performing  It is the heart of double-entry regular basis such as  It serves investors and cautious financiers
and how you think it will perform accounting monthly, quarterly, semi-  It serves the managers and staff of the
over time  Each side equals the other annually or yearly is a organization so that they will know the
 The central equation of a must for those who strategies and programs of the enterprises
balance sheet is: ASSETS = owns/manages the The business plan must have a specific audience
LIABILITIES + OWNER’S business. in mind, as well as what important questions does
EQUITY  Business reports are the audience want answered. In order to aid the
 Assets include everything important to monitor entrepreneur in getting business plan organized,
the company owns, such what is happening in the the following format may be a good start.
as cash, inventory, business so that problems
buildings, equipment and met along the way can be
vehicles. remedied.
 Liabilities include  It serve the purpose of
everything the company showing what the
owes to others, such as business has achieved
vendor bills, credit card compared to what was
balances and bank planned for a particular
loansEquity includes the period, normally on an
claims owners have on the annual basis.
assets based on their  It can be used for
portion of ownership in securing additional
the company. capital by attracting new
investor or forloans
purposes in the bank as
well as adds to the good
reputation of the
company if it is
performing well.
78
B. Establishing a  Financial forecasts project a Balance Sheet STEPS IN GENERATING CONTENTS OF THE BUSINESS
purpose for the lesson financial situation the BUSINESS REPORT PLAN
business owner should be 1. Determine the scope THE BUSINESS CONCEPT AND
aiming for. (purpose) of the report THE BUSINESS MODEL
 These are important 2. Consider the target A business concept contains the
reference tools to audience (readers) essence of the enterprise in a concise
help guide business 3. Gather and organize the but powerful manner. It stresses the
planning supporting information value of the product offering to the
 Key documents for (research) target customers who would most likely
attracting funding. 4. Analyse and weigh the buy it.
 Investors and supporting information The product concepts must then be
creditors will use 5. Determine the solution, translated into a business model. A
them to assess the findings and/or business model is a formula on how the
soundness of the recommendations enterprise exactly plans to make money
company’s finances. 6. Determine the report out of the business.
 The profit and loss statement form There Are Four Areas Of Money
is a summary of the financial Making Which Is The Business Model
performance of a business Must Address:
over time 1. How will the business raise
 It reflects the past revenues? What critical factors
performance of the will cause the revenues to
business and is the materialize?
report most often 2. What will be the cost of the
used by small enterprise products and other
business owners to cost of doing business? How
track how their will this cost be managed to
business is ensure the comfortable profits?
performing. What critical factors will drive
 It is also known as the cost? How can this factors
the income be controlled?
statement, the 3. What will be the major
profit/loss statement investments of the enterprise?
is the most important Why will these investments
report you provide give the enterprise a
for most businesses. competitive edge?
It lists all of the company’s 4. How will the enterprise finance
income and then subtracts all of the investments? How will the
its expenses. enterprise fund its growth?
THE BUSINESS GOALS, VISION,
MISION, OBJECTIVES, AND
79
PERFORMANCE TARGETS
The business goals shows the future and
long term prospects of the enterprise. It
is composed of the mission, vision, and
objectives, key result areas and
performance indicators of the
enterprise. To illustrate, let us analyze
the vision of Double Happiness. Double
Happiness is an eatery in a bus terminal.
It has three outlets located at the bus
terminal in Central Luzon
C. Presenting CASH FLOW BUSINESS REPORT FORMAT Objectives must be more specific than
examples/instances of  Cash Flow refers to  Executive summary the vision and mission statements. They
the new lesson generating or producing  Purpose and rationale should be measurable, achievable and
cash (cash inflows) and  Context which includes time bound.
using or consuming cash the vision-mission FOR DOUBLE HAPPINESS, THEIR
(cash outflows). statement, strategies, STATED OBJECTIVES ARE:
 Lifeblood of the business organizational structure  To establish a strong market
and keep that blood and staffing presence in Central Luzon.
circulating at all times in  Actual performance  To earn good financial returns
order to avoid failure. versus plans/targets with for its owner.
 Cash flows in the statement the corresponding  To delight customers with high
are divided into the remarks of why it quality food and services and
following three areas: happened that way  To make double happiness a
 Operating activities,  Facilitating and hindering happy and rewarding place to
constitute the revenue factors in the work
generating activities of a achievement of plans The objectives should be translated into
business such as cash  Issues and concerns that key result areas or KRAS. KRAs are the
received and disbursed for were addressed qualitative manifestation that the
product sales, royalties,  Financial statements with objectives are being achieved
commissions, fines, its corresponding
lawsuits, supplier and lender summaries and
invoices and payroll.
80
 Investing activities, interpretation
constitute payments made to  Conclusion and
acquire long-term assets, as recommendations
well as cash received from
their sale such as purchase
of fixed assets and the
purchase or sale of securities
issued by other entities.
 Financing activities,
constitute of activities that
will alter the equity or
borrowings of a business
such as the sale of company
shares, the repurchase of
shares and dividend
payments.
D. Discussing new  If income exceeds business Cash Flow SOUND FINANCIAL In turn the key result areas must be
concepts and expenses, the business will MANAGEMENT PRACTICES rendered into quantified performance
practicing new skills have effectively made a The resources you need, in order measurements otherwise called
#1 profit. to run your business and produce performance indicators. These
 If expenses exceed income, a the goods or services are men, performance indicators or PIs serve as
loss would have been made. materials and machines. To have the aspirational scorecard of the
 A profit and loss statement is all these resources, you need enterprise managers and the
a great tool for identifying money. It is important that you motivational results of the investors.
items of high expenditure or know how to gather, organize, However the Pls must be actually be
expenses that were coordinate and record the money credible to the business audience in
unproductive in producing or financial resources of your mind
profit. business. This is called financial
 By analysing the profit and management.
loss statement, the When the entrepreneur manages
entrepreneur can better the money of the business, it is
control business expenditure one’s job to look for money
and thereby potentially needed for your business and to
increase profits. see to it that the money provided
for the business is used
effectively and efficiently.
SOUND FINANCIAL
MANAGEMENT PRACTICES
81
E. Discussing new Sound Financial Management THE EXECUTIVE SUMMARY
concepts and Practices  The executive summary
practicing new skills 1. Adopt effective financial contains everything that is
#2 planning. Financial relevant and important to the
planning is perhaps the business audience.
most difficult task of the  It is a synthesis of the entire
owner-manager. Planning plan.
is important because the  It must contain the major
funds of the enterprise argumentations of the business
are limited and must be proponent on why the business
sourced and used will work and succeed.
properly for the good of  It should provide the business
the business. plan audience all the
2. Observe sound financing. arguments on why they should
Sometimes, an participate in the business
entrepreneur does not venture.
have enough money to  The Executive Summary
start or operate the Should Then Introduce and
business. When this Highlight The Good Qualities
happens, the owner may Of:
decide to borrow money.  The business proponents and
In borrowing, one must their partners
be careful not to borrow  The enterprise organization and
too much. Ideally, the its capabilities
entrepreneur should only  The technology providers and
borrow, 40% of the
82
money that is needed to their expertise and experience
operate the business, and
while the remaining 60%  The supplier and all the major
must come from one’s service providers
own pocket. Businesses  It should likewise describe the
that are funded by 40% product/services of the
debt is burdened with enterprise, their features and
having to pay very high attributes and why they are
interests. right ones to deliver to the
3. Record and monitor cash customers.
flow. Cash flow is the  The executive summary should
actual movement of cash then proceed to discuss and
within a business. The justify the enterprise strategy
entrepreneur needs to and enterprise delivery system.
record the sources and  The enterprise strategy builds
uses of funds in order to and develops the game plan
know how much cash is for attaining competitiveness.
needed, and when that  The enterprise delivery
money is required by a system is the entire process
business within a period of converting input to output
of time. and these outputs to outcome.
4. Know the business costs.  It should then render all the
Costing is calculating the institutional, market,
total money spent in operations, and
making and selling the organizational strategies
product, or completing a previously cited into
service to be offered in financial strategies and
the market. forecast.
5. Reduce costs. It will  Investment requirements should
make the business more be presented along with the
profitable when the costs summaries of their projected
are minimized by income statement, balance
recycling, using energy- sheets, cash flows, and funds
saving device or flow and their analysis and
materials, buying second- conclusions.
hand equipment or  Yields and returns along with
renting instead of buying risks and contingency measures
and asking family should round up this section
members to help in the  The executive summary should
business. also contain a section on the
6. Record all business environmental and regulatory
83
transactions. Anything compliance of the purposed
that are owned by the business as well as the more
owner and used for proactive to become a more
business, proceeds from responsible corporate citizen.
selling the products or  Finally the executive summary
services and at the same should present the capital
time the expenses structure of the proposed
incurred in operating the business and show how this
business, should be structure will respond to the
written down which will investment programs and
give the entrepreneur a financial forecasts of the
fairly accurate picture of enterprise.
how the business is  However the executive
doing. summary can only be written
7. Prepare income last in order to capture the
statements. The income findings and insight of the other
statements will show part, but for presentation
whether the business purposes, it is placed in the first
made a profit or suffered part of the business plan
a loss for a given period
8. Seek the services of a THE BUSINESS PROPONENT
good accountant. If the The third section of the business plan
entrepreneur is not an contains information about the business
accounting graduate or proponents or stake holders. There are
does not have any four types of stakeholders:
background in  resource mobilizer and
accounting, it is best to financial backers
avail of the services of a  technology providers and
good accountant to set up applicators
the firm’s books of  governance and top
accounts and to initiate management
him/her into the  operating and support team
recording process. Once
get used to it, recording If the business plan readers are the
will almost be resource providers, then they will want
mechanical and routine. to know who else are on board to share
Doing it regularly will be the burden of raising money to see the
very helpful like in whole thing through.
paying taxes, meeting If the business plan readers are
cash requirements, technology providers, they will want to
payments of debts in time know if there will be sufficient funds to
84
and business expansion pay for the technology.
in the future. If the business plan readers are the
9. Manage enterprise funds governance and top management team,
properly. Managing then they will want to know what
funds is not simply strategies and performance indicators
maintaining sufficient are being proposed.
cash for the business If the business plan readers are the
operations, but entails a implementing, operating and supporting
more comprehensive teams, they will want to know what
approach than just having programs, activities, task, and resource
ready cash. Part of this is would be in place.
knowing the possible THE TARGET CUSTOMERS AND
sources of funds, like THE MAIN VALUE PROPOSITION
friends, family members, The fourth section of the business plan
banks and other lending is the target customers and the main
institutions. It is also value proposition.
important to budget the  The business proponent must be
cash properly and that very precise about the target
there is an internal audience or target customers.
control so that cash is  Target customers must be of
available whenever it is sufficient size, sufficient paying
needed. capacity and have sufficient
interest to purchase the
products being offered by the
enterprise.
 The main value proposition is
the unique selling proposition
of the enterprise.
 Knowing where the target
customers are exactly
concentrated, the business plan
should then pinpoint what the
customers buy, how they buy,
when they buy, where they buy,
and what convinces them to
buy. These information should
be used to justify the exact
locations and marketing
channels to be employed by the
enterprises.
85
MARKET DEMAN AND SUPPLY,
INDUSTRY DYNAMICS AND
MACRO ENVIRONMENTAL
FACTORS
The fifth section of the business plan is
the market demand and supply. The
industry dynamics, and the micro
environmental forces affecting the
business of the enterprise.
 It is normal for enterprises to
actually expand their product
offerings to include the other
segments of a bigger market in
order to determine what exactly
influences this bigger market.
 The business plan should estimate
the total market supply and demand
for the product offerings of the
enterprises the business plan should
then determine the major critical
factors that influences this market
demand and supply.
 One of this critical factors or
variables are determined, the
business plan should then forecast
the future demand and supply. If
theses physical factors are expected
to remain the same then most likely
the future forecast will follow the
past trends. If not the future
estimate of demand and supply
should be revised according to the
new variables influencing the
demand and supply.
 The market analysis and forecasting
exercise should lead to a
quantification of the current and
prospective size of the market. Both
the current and the potential
consumptions should then be
dissected.
86
The Business Plan Should Discuss The
Relevant Industry Dynamics:
 Who are the competing
enterprises in the industry and
what are their comparative
advantages and disadvantages?
What business models and
strategies are they employing?
 Who are the supplier in the
industry and what are their
capabilities and bargaining
power?
 What are the channels of
distribution being used by the
industry? How effective are
these channels?
Both the industry players and the

market are affected by the macro
environment which includes the social
political economic ecological and
technological (SPEET) forces. The
business plan should discuss the major
trends and changing patterns in the
macro environment which would have
significant impacts on the relevant
industry and the behaviour of
consumers.
 Social environmental includes
the demographics and cultural
dimensions that govern the
relevant entrepreneurial
behaviour. the structure social
status and dynamics of the
population at large as well as
the people’s belief, tastes ,
mores, customs and traditions
dictate the major parameters of
market behaviour
 Political environmental defines
87
the governance system of the
country or the local area of the
business. it includes all the
laws, rules and regulation on
allowable and disallowable
business practices
 Ecological environment
includes all natural resources
and the ecosystem that defines
that habitat of man , animals ,
plants and minerals
 Technological environment
makes or breaks competing
participants in any industry.
new scientific and
technological discoveries often
lead to the launch and
commercialization of new
product with superior attributes
or to rendering the old ones
obsolete
F. Developing mastery CASH MANAGEMENT PRODUCT SERVICE OFFERING:
(Leads to Formative STRATEGIES DESCRIPTION, EVOLUTION AND
Assessment) 1. Barter JUSTIFICATION
2. Once a week The sixth section of the business plan is
disbursement the product / service offerings that
3. Disallowance of should contain a description, evolution,
prepayment and justification of the product service
4. Taking advantage of non- offering.
interest bearing payables The product service must be described
5. Some tricks with regard by highlighting the feature and
to issuing a check attributes that would most appeal to the
6. Concentration banking target customers. The business plan
7. Lock box system should also prove that the products
8. Requirement of services would be accepted and carried
downpayment by the distribution channels
ENTERPRISE STRATEGY AND

ENTERPRISE DELIVERY SYSTEM
The business plan should expound on
the Enterprise Strategy (ES) by
88
mapping the competitive landscape and
by situating the enterprise and its
competitors as to their strategies and
chosen positioning
The business plan should show how the
Enterprise Delivery System (EDS)
would enable the business to implement
the Enterprise Strategy
The enterprise delivery system starts
from the input (resources mobilized),
proceeds to the Throughput (the
transformation process where input are
converted to output) and produces the O
Output (the products/services). The
output are then marketed to the
customers (in the case of goods) or
experienced by the customers (in the
case of services). Customer satisfaction
level, profits generated and the
performance of people from the
transaction are the Outcomes of the
EDS.
The EDS involves the harnessing of

human, money, and physical resources
from well selected sources.
These resources become the input
(money, men, machines, materials,
methods and management) which the
Operations unit within the EDS (i.e. the
manufacturing or service delivery
personnel) will convert or transform
into output.
The output will then be delivered to the
89
customers through the marketing unit of
the EDS. The product/services of the
enterprises are positioned to meet the
requirement of the selected market
segment by choosing the right
packaging, pricing, promotions, people
for selling distribution and places or
locations where the targeted customers
can be found
The Operations and Marketing units are
supported by the Finance
Administration and Human Resource
Management units which oversee the
flow of money, the procurement and
maintenance of machinery and
materials and ensure the proper
deployment and development of people.
The EDS serves as the enabler of the
Enterprise Strategy. The business plan
must demonstrate how the EDS and the
ES tandem lead to the attainment of the
desired enterprise outcomes
These business outcomes should
reasonably include:
 high customer satisfaction
levels
 high sales volume , market
share, and market reach
 high financial returns and
 high people performances ,
productivity , and moral levels
FINANCIAL FORECASTS:
EXPECTED RETURNS, RISK AND
CONTINGENCIES
The eighth section of the business plan
is the financial forecast including the
financial returns, the financial risks and
the financial contingencies.
The business plan must translate
everything that we have discussed so far
90
into financial forecast and outcomes.
From the financial forecasts, the
business plan should then calculate the
expected returns from the business. The
important return calculations are the
following:
1. Expected returns on sales
2. Expected return on assets and
investments
3. Expected return on
stockholder’s equity.
The business plan should also calculate

the long term returns using time value
of money. This means estimating the
internal rate of return and the expected
net present value.
The business plan should then evaluate
both the business risks and the financial
risks involved
ENVIRONMENTAL AND
REGULATORY COMPLIANCE
The ninth part of the business plan is
composed of the environmental and
regulatory compliance. The business
plan must articulate the laws, rules and
regulations governing the business and
the industry that the enterprises is in. It
should ascertain that all the necessary
permits licenses and authority to use
proprietary intellectual capital had
either been secured or would definitely
be secured.
The business plan should also assure the
reader that all the necessary local
government ordinances and barangay
ethics would be followed by the
enterprise.
CAPITAL STRUCTURE AND
FINANCIAL OFFERING RETURNS
AND BENEFITS TO INVESTORS
91
FINANCIERS AND PARTNERS
The tenth section of the business plan
contains the capital structure and
financial offerings of the enterprise
including some discussions on who are
the investors, the financiers and the
partners of the enterprise.
Finally, the business plan must appeal
to its target audience. It must highlight
for them the main features of the
business plan that they are looking for.
A business plan is an essential roadmap
for business success. This living
applications of
document generally projects 3-5 years
concepts and skills in
ahead and outlines the route a company
daily living
intends to take to grow revenues.
H. Making Financial statements provide Financial statements provide Business reports facilitate the DEVELOP YOUR OWN BUSINESS
generalizations and information about the financial information about the financial evaluation of progress and PLAN USING THE GUIDE BELOW:
abstractions about the position, performance and changes in position, performance and changes decision making process for Business Plan Basics
lesson financial position of an enterprise in financial position of an enterprise business purpose. It is usually a The business plan is a tool to help you
that is useful to a wide range of users that is useful to a wide range of type of upward communication in find and explore opportunities.
in making economic decisions. users in making economic which communication process Students at any level of education can
decisions. starts from lower level to upper use the concept of preparing a business
level. plan as a method of exploring all kinds
of ideas for starting a business. It is
merely a series of questions that lead
you to think about the requirements and
the possibilities of any kind of business.
Until you start to ask these questions,
you aren't able to visualize the details
necessary to be successful in a business.
There are many different approaches to
writing a business plan, some more
complex than others. But the basic
components of a business plan can be
organized as follows:
* providing a description of the
business,
* choosing the best marketing strategy,
* identifying the management plan, and
* analyzing the finances needed to start
92
the business and make it successful.
WHY DEVELOP A PLAN?
The process of making choices is the
most important reason for anyone to
learn how to write a business plan. It is
fun to think of yourself as a business
owner, to dream about your successes,
and to talk about your ideas. But when
you have to answer the specific
questions of a business plan, you must
make decisions about the direction your
business will take...decisions that may
show you that this idea is not likely to
be successful. But, no problem, then
you can go back and make different
decisions until you find a way to be
successful.
We sometimes hear people arguing that
business owners don't always have a
business plan...but perhaps they should.
Once you are into the day-to-day
operations of a business it may be too
late. But most banks value a good
business plan when you are looking for
funds for your business. And in our
educational system it is one tool that
can be used to provide learning
experiences that open students to the
opportunities in their own community.
As a teacher, you can use the business
plan as a learning activity at all levels of
education. For very young students it
can be included as part of a simulation
about the processes of business. It can
reinforce skills being taught in math,
communications, spelling, art, and
computer skills. In fact a teacher of
history or geography could use the
business creativity approach to
identifying ways to start a business
using their curriculum as the source of
93
ideas. It could give students a closer
feeling of what it was like to live in
different times in history, or in different
parts of the world.
Language teachers have a natural
opportunity to teach use of a language
for business in other countries by
having students create a business for
exporting or importing there. You might
even connect students with these
countries through the Internet.
The closer a student is to becoming an
adult, the more important it is to give
them real-life opportunities to practice
making decisions about a business of
their own. The practice of business
planning is an experience important for
the learning process. And every time a
student does this decision-making the
possibility of really starting a business
becomes more tangible.
A VARIETY OF APPROACHES IN
THE CLASSROOM
Many high school courses are teaching
the skills of entrepreneurship. In such
courses the teacher can give the
students many types of challenges to
develop a business plan for.....
* a business needed in your town
* a business using your own personal
skills and talents
* a business that involves exports to
another country
* a home-based business
* a business that could be started with
$1,000
* a business that would require $50,000
to start
* a business that would require
$1,000,000 to start
94
* a franchise that you develop and offer
nationally
* a service business
* a partnership between two students in
the class
* a corporation formed by small groups
in the class
* for the worst possible business idea
you can imagine ...try it, you will be
surprised.
For adult students it is critical to help
them actually start a business...because
that is why an adult is taking the course.
In this case you must deal with realities
of finance, skills, and personal abilities.
They are beyond the time for dreaming
and need help to get started.
TRY PACE
You can find real examples of a
business plan in the PACE
Entrepreneurship Training Materials
available from The Ohio State
University. PACE is developed at three
levels, 1). for beginners, 2).for more
advanced students, and 3). for the adults
that are ready to start a business. See
information under the curriculum
section of this web page.
The following activity is designed for
you to give students a chance to learn
how to plan a business and experience
the process of decision-making that will
enable them to do the real thing some
time in their lives.
BUSINESS PLAN QUESTIONS

The business plan is a tool designed to
help you find and explore opportunities.
It also provides you with a way to
analyze potential opportunities
95
continuously. A business plan is
personal and should never be "canned"
or prepared professionally by others. No
one knows you or your ideas better than
you do. It is the process of seeking the
answers to important questions about
your enterprise that are important as
you try to realize the dream of owning
your own business.
Use the following questions to make
decision about a business idea of your
choice. Be sure to write out your
answers...to remember your decisions
and build on them.
How can you describe the
business...in only one paragraph please?
What is your product, or service?
Who will buy it?
Where should you locate the
business?
How can you attract customers?
What is your competition?
How much should you charge for the
products or service?
What advice do you need and who
can provide it?
How will you organize the managers
and/or workers of the business?
How will you split the profits? Who
is responsible for the losses?
What should you consider to be able
to produce the product and get it to the
customer?
How much money is needed to get
the business started?
How many customers will you have
per month and how much will they buy
per month?
How much does it cost to make the
product or provide the service?
What are your operating costs?
96
(Include your own salary)
How much money will your business
earn each month by selling your product
or service?
How much investment will you need
to keep the business going until you
make a profit?
What is your potential profit per year
for Year I, Year II, and Year III?
How much money do you need to
borrow to start this business?
How will you make the business
grow in the future?
There are other questions you might ask
depending on the type of business you
have in mind. There are many different
formats for a business plan based on
what you need for the business of your
choice. The point is to start asking
yourself questions and then looking for
the answers.
Are you having trouble getting started?
Perhaps you should interview a local
business owner about these decisions in
relation to the startup of that business.
Write down the answers and discuss
them with other students to decide how
you would have started such a business.
Ideas for Starters

You might want to think about some of
the following types of business to get
your business plan "thinking processes"
moving:
Lemonade stand
Refreshment stand at local games
Child care
Hot dog stand
Yard care
Developing a web page for others
Youth community center
97
Shopping service for seniors
Pet sitting
Delivery services
House cleaning service
Janitorial services for local
businesses
Selling used clothes
Jewelry making
Catalog sales
Temporaries agency
Computer service business
Add value to an existing product
(packaging, new Marketing local crafts
design, new customers, different size)
Travel services
Musical group
Repair services (shoes, electrical
equipment, cars, clothing, etc.)
QUESTIONS FOR CREATIVE

THINKING
Use some of the following questions to
guide your thinking about starting a
business:
A. What kind of business would you
start if your family would lend you
$5000 to get it started?
B. What kind of business would you
start if you and two classmates had
access to a loan for $100,000?
C. What kind of business could you
start if you want to do business with
another country?
D. What type of business could you
start while still going to school?
E. What type of business could you start
using the skills you have now?
F. What type of business could you run
while also working in a part time job (to
provide the security of a salary while
the business grows)?
98
G. How could you start a business and
then later make it into your own
franchising business for purposes of
expansion?
After developing your business plan
you will want to discuss your ideas with
the class or an advisor to improve your
plan and determine what you learned in
the process of preparing a business
plan. Now that you are thinking like an
entrepreneur you may find these same
questions pop up about many different
business possibilities as you experience
new opportunities in life.
J. Additional activities
for application or
remediation
V. REMARKS
Reflect on your teaching and assess yourself as a teacher. Think about your students’ progress this week. What works? What else needs to be done to help
VI. REFLECTION
the students learn? Identify what help your instructional supervisors can provide for you so when you meet them, you can ask relevant questions.
earned 80% on the
require additional
activities for
remediation
C. Did the remedial
students who caught
up with the lesson
continue to require
remediation
99
E. Which of my
teaching strategies
work well? Why did
these work?
did I encounter which
my principal or
supervisor help me
solve?
localized materials did
I use/discover which I
wish to share with
other teachers?
100

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School Dumaguete City National High School Grade Level 11

Teacher Clareen June E. Dagoy Learning Area Entrepreneurship

Session 13 Session 14 Session 15

Session 1 Session 2 Session 3

 Have youth get in groups of 4-5 and

B. Establishing a Lead a discussion using the following questions:

C. Presenting What is Research? Research Instrument Focus Group Discussion - it is conducted by an

 Dichotomous question – has only two

Personal Interview - the entrepreneur

Conducting a personal interview is quite costly

D. Discussing new CONSIDERATIONS IN THE USE OF FOCUSED GROUP DISCUSSIONS CAN BE

Examples: Income of consumers, sales

Qualitative Data – are generally descriptive data

Primary Data – are research data sourced by the

Secondary Data – are data previously gathered by

Prepared by: Checked by:

CLAREEN JUNE E. DAGOY

Session 1 Session 2 Session 3 Session 4

Session 1 Session 2 Session 3 Session 4

E. Discussing new Important Factors to Consider Before Philippines Potential Sources of

Session 1 Session 2 Session 3 Session 4

Session 1 Session 2 Session 3 Session 4

J. Additional activities for

Session 1 Session 2 Session 3 Session 4

Session 1 Session 2 Session 3 Session 4

E. Discussing new 1. 0Product. The Product should 7Ps of Marketing Mix

Session 1 Session 2 Session 3 Session 4

Session 1 Session 2 Session 3 Session 4

B. Establishing a purpose REASONS WHY Focused Group Discussion

E. Discussing new concepts

J. Additional activities for

Session 1 Session 2 Session 3 Session 4

Session 1 Session 2 Session 3 Session 4

E. Discussing new concepts

J. Additional activities for

Session 1 Session 2 Session 3 Session 4

Session 1 Session 2 Session 3 Session 4

2. Products and Services

3. Market Analysis Summary

4. Strategy and Implementation

5. Company and Management

3.1 Market Segmentation

4.1 Marketing Plan

6.1 Revenue/Sales Forecast

J. Additional activities for

Session 1 Session 2 Session 3 Session 4

Session 1 Session 2 Session 3 Session 4

7. Observe fair employee

8. Determine the Entrepreneur’s

Financial accounting is used A bookkeeper could compile financial

G. Finding practical THE FUNCTION OF BOOKKEEPING

The Tasks or Functions of the

Session 1 Session 2 Session 3 Session 4

Session 1 Session 2 Session 3 Session 4

Both the industry players and the

ENTERPRISE STRATEGY AND

The EDS involves the harnessing of

The business plan should also calculate

BUSINESS PLAN QUESTIONS

Ideas for Starters

QUESTIONS FOR CREATIVE

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