Reference Code: SNC/BSBA/SALESMAN/2020

ST NICOLAS COLLEGE OF BUSINESS AND TECHNOLOGY, INC.

MEL-VI Bldg., Olongapo-Gapan Rd., City of San Fernando, Pampanga
Tel. No.: (045) 961-8215

BSBA DEPARTMENT
Major in Marketing Management

COURSE CODE : SALESMAN

COURSE TITLE : PROFESSIONAL SALESMANSHIP

COURSE DESCRIPTION : Professional Salesmanship is a basic course dealing with the fundamentals of trust-based personal selling. Areas specifically studied
include understanding the sales industry and selling occupations; promoting self-leadership, building trust, and conducting sales dialogue; prospecting, qualifying,
communicating, and relationship building; buyer motivation; creating value; handling resistance; earning commitment; customer concerns; and sales management.

COURSE CREDIT : 3 units

COURSE PREREQUISITE : None

NO. OF HOURS : 54 hours

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 Reference Code: SNC/BSBA/SALESMAN/2020

COURSE OBJECTIVES AND THEIR RELATIONSHIP TO PROGRAM OUTCOMES

COURSE OBJECTIVES PROGRAM DELIVERY ASSESSMENT

OUTCOMES
A B C D
1. Understand the role and the nature of selling as a tool, as * * * * For Online, Offline and Face-to-Face mode: For Online Mode: Recitation, Quiz,
well as an important function, in the marketing of Lecture, Discussion and Video Presentation Case Study
products and services;
For Offline Mode: Quiz and Case
Study

For Face-to-face Mode: Recitation,

Quiz, Case Study
2. Learn and develop personal selling skills as well as the * * * * For Online, Offline and Face-to-Face mode: For Online Mode: Recitation, Quiz,
new strategies that will insure the successful marketing of Lecture, Discussion and Video Presentation Case Study
the product in a given environment, either as an
entrepreneur or sales personnel; For Offline Mode: Quiz and Case
Study

For Face-to-face Mode: Recitation,

Quiz, Case Study
3. Understand the nature and the scope of work of a Sales * * * * For Online, Offline and Face-to-Face mode: For Online Mode: Recitation, Quiz,
Executive responsible for a group of sales persons tasked Lecture, Discussion and Video Presentation Case Study
to promote and sell a particular product;
For Offline Mode: Quiz and Case
Study

For Face-to-face Mode: Recitation,

Quiz, Case Study
4. Understand and discover new selling techniques in a * * * For Online, Offline and Face-to-Face mode: For Online Mode: Recitation, Quiz,
highly competitive and technologically advanced Lecture, Discussion and Video Presentation Case Study
marketing environment.
For Offline Mode: Quiz and Case
Study

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For Face-to-face Mode: Recitation,

Quiz, Case Study

PROGRAM OUTCOMES

LEGEND OUTCOMES
A Ability to apply basic concepts of professional salesmanship in decision making and addressing service-related issues and concerns.
B Competency to communicate concepts and principles of professional salesmanship in order to commit to the advancement of professional practice.
C Capacity to produce relevant researches that will contribute new knowledge to the business industry.
D Ability to invest in knowledge in pursuit of professional and career growth.

COURSE COVERAGE :
WEEK TOPIC LEARNING TASK METHODOLOGY ASSESSMENT OUTCOME

1 The Life, Times, and Define and explain the Activity Onlin Offlin F2F Activity Onlin Offlin F2F Defined and explained
Career term selling. e e e e the term selling.
Lecture Recitatio
   n
 ☐ 
Explain why everyone Discussion Quiz Explained why everyone
sells, even you.       sells, even you.
Video Case
Presentation
   Study
  
Explain the relationship Explained the relationship
between the definition between the definition of
of personal selling and personal selling and the
the Golden Rule of Golden Rule of Personal
Personal Selling. Selling.

Discuss the reasons Discussed the reasons

people might choose a people might choose a
sales career. sales career.

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Enumerate some of Enumerated some of the

the various types of various types of sales
sales jobs. jobs.

Describe the job Described the job

activities of activities of salespeople.
salespeople.

Defined the
Define the characteristics that
characteristics that salespeople believe are
salespeople believe are needed for success in
needed for success in building relationships with
building relationships customers.
with customers.

Listed and explained the

List and explain the 10 10 steps in the sales
steps in the sales process.
process.

2 Relationship Define and explain the Activity Onlin Offlin F2F Activity Onlin Offlin F2F Defined and explained
Marketing: Where terms marketing and e e e e the terms marketing and
Personal Selling Fits marketing concept. Lecture Recitatio marketing concept.
   n
 ☐ 
Discussion Quiz
Describe the evolution       Described the evolution
Video Case
of customer orientation
in the United States. Presentation
   Study
   of customer orientation in
the United States.

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Answer the question, Answered the question,

Why is marketing Why is marketing
important to an important to an
organization? organization?

Illustrate how the Illustrated how the firm’s

firm’s product, price, product, price,
distribution, and distribution, and
promotion efforts are promotion efforts are
coordinated for coordinated for maximum
maximum sales sales success.
success.

Explained why an
Explain why an organization should listen
organization should to its customers.
listen to its customers.

Discussed the role of

Discuss the role of personal selling in the
personal selling in the firm’s marketing
firm’s marketing relationship efforts.
relationship efforts.

Understood a
Understand a salesperson’s roles when
salesperson’s roles practicing consultative
when practicing selling.
consultative selling.

3 Ethics First . . . Then Describe Activity Onlin Offlin F2F Activity Onlin Offlin F2F Described management’s
Customer management’s social e e e e social responsibilities.

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Relationships responsibilities. Lecture Recitatio

   n
 ☐ 
Discussion Quiz Explained what influences
Explain what
      ethical behavior.
Video Case
influences ethical
behavior. presentation
   Study
  
Defined management’s
ethical responsibilities.
Define management’s
ethical responsibilities.
Discussed ethical dealings
among salespeople,
Discuss ethical employers, and
dealings among customers.
salespeople,
employers, and
customers. Described the
international side of
ethics.
Describe the
international side of
ethics. Explained what is
involved in managing
sales ethics.
Explain what is
involved in managing
sales ethics. Wrote a short essay on
the components of the
Business Tree of Life and
Write a short essay on how the Tree relates to
the components of the sales ethics.
Business Tree of Life
and how the Tree
relates to sales ethics.

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4 The Psychology of Explain the differences Activity Onlin Offlin F2F Activity Onlin Offlin F2F Explained the differences
Selling: Why People between a feature, an e e e e between a feature, an
Buy advantage, and a Lecture Recitatio advantage, and a benefit.
benefit.
   n
 ☐ 
Discussion Quiz
      Constructed a SELL
Video Case
Be able to construct a
SELL Sequence. Presentation
   Study
   Sequence.

Knew when and how to

Know when and how use a trial close.
to use a trial close.

Explained why people buy

Explain why people benefits rather than
buy benefits rather features or advantages.
than features or
advantages.
Enumerated techniques
for determining a
Enumerate techniques customer’s needs.
for determining a
customer’s needs.
Listed factors that
influence the customer’s
List factors that buying decision.
influence the
customer’s buying
decision. Showed why buying is a
choice decision.

Show why buying is a

choice decision.

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Communication for Activity Onlin Offlin F2F Activity Onlin Offlin F2F
Relationship Building: It’s e e e e
5 Not All Talk
Present and discuss Lecture Recitatio Discussed and illustrated
the salesperson– buyer
   n
 ☐  the importance of using
communication nonverbal communication
process. when selling.

Discuss and illustrate Defined and recognized

the importance of acceptance, caution, and
using nonverbal disagreement nonverbal
communication when signals.
selling.

Reviewed barriers to
Define and recognize effective sales
acceptance, caution, communication.
and disagreement
nonverbal signals.
Explained ways of
developing persuasive
Review barriers to communication.
effective sales
communication.

Explain ways of
developing persuasive
communication.

Discussion Quiz
     
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Video Case
Presentation
   Study
  
6 PRELIMINARY EXAMINATION

7-9 Sales Knowledge: Explain why it is so Activity Onlin Offlin F2F Activity Onlin Offlin F2F Explained why it is so
Customers, Products, important to be e e e e important to be
Technologies knowledgeable. Lecture Recitatio knowledgeable.
   n
 ☐ 
Discussion Quiz
Discuss the major body       Discussed the major body
Video Case
of knowledge needed
for increased sales Presentation
   Study
   of knowledge needed for
increased sales success.
success.

Illustrated how to use this

Illustrate how to use knowledge during the
this knowledge during sales presentation.
the sales presentation.

Explained the main

Explain the main technologies used by
technologies used by salespeople.
salespeople.

10-11 Prospecting—The Define the sales Activity Onlin Offlin F2F Activity Onlin Offlin F2F Defined the sales process,
Lifeblood of Selling process, and list and e e e e and list and describe its
describe its 10 steps in Lecture Recitatio 10 steps in the correct
the correct sequence.
   n
 ☐  sequence.
Discussion Quiz
     
Video Case
State why it is
important to prospect. Presentation
   Study
   Stated why it is important
to prospect.

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Describe the various Described the various

prospecting methods. prospecting methods.

Ask for a referral Asked for a referral

anywhere during the anywhere during the
referral cycle. referral cycle.

Make an appointment Made an appointment

with a prospect or with a prospect or
customer in person or customer in person or by
by telephone. telephone
7-9 Planning the Sales Call Explain the importance Activity Onlin Offlin F2F Activity Onlin Offlin F2F Explained the importance
Is a Must! of sales call planning. e e e e of sales call planning.
Lecture Recitatio
   n
 ☐ 
List the four planning Discussion Quiz Listed the four planning
steps in order and       steps in order and
Video Case
understand them.
Presentation
   Study
   understand them.

Develop a customer Developed a customer

benefit plan. benefit plan.

Describe the prospect’s Described the prospect’s

five mental steps in five mental steps in
buying. buying.

10-11 Carefully Select Which State why you first Activity Onlin Offlin F2F Activity Onlin Offlin F2F Stated why you first
Sales Presentation select a sales e e e e select a sales
Method to Use presentation method Lecture Recitatio presentation method and
and then select the
   n
 ☐  then select the approach.

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 Reference Code: SNC/BSBA/SALESMAN/2020

approach. Discussion Quiz

     
Video Case
Presentation
   Study
   Described the different
Describe the different sales presentation
sales presentation methods, know their
methods, know their differences, and know the
differences, and know appropriate situation for
the appropriate using a particular
situation for using a method.
particular method.

Understood how to give a

Better understand how presentation to a group
to give a presentation of prospects.
to a group of
prospects.
Understood why
negotiations can be an
Understand why important part of the
negotiations can be an presentation.
important part of the
presentation.
12 MIDTERM EXAMINATION
16 Begin Your Explain the importance Activity Onlin Offlin F2F Activity Onlin Offlin F2F Explained the importance
Presentation of using an approach e e e e of using an approach and
Strategically and provide examples Lecture Recitatio provide examples of
of approaches.
   n
 ☐  approaches.
Discussion Quiz
     
Video Case
Illustrate why the
approach should have Presentation
   Study
   Illustrated why the
approach should have a
a theme that is related theme that is related to
to the presentation the presentation and the
and the prospect’s prospect’s important
important buying buying motives. What is

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motives. What is an an example?

example?

Presented four types of

Present four types of questioning techniques
questioning techniques for use throughout the
for use throughout the presentation, and give an
presentation, and give example of each
an example of each technique.
technique.

Understood the
Understand the importance of being
importance of being flexible in your approach.
flexible in your
approach.

17 Elements of a Great Discuss the purpose Activity Onlin Offlin F2F Activity Onlin Offlin F2F Discussed the purpose
Sales Presentation and essential steps of e e e e and essential steps of the
the sales presentation. Lecture Recitatio sales presentation.
   n
 ☐ 
Discussion Quiz
Give examples of the       Gave examples of the six
Lecture Recitatio
six sales presentation    n
 ☐  sales presentation mix
mix elements. elements.
Discussion Quiz
     
Video Case
Describe difficulties
Presentation
   Study
   Described difficulties that
that may arise during may arise during the
the sales presentation sales presentation and
and explain how to explain how to handle
handle them. them.

State how to handle Stated how to handle

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discussion of the discussion of the

competition. competition.

Explain the need to Explained the need to

properly diagnose the properly diagnose the
prospect’s personality prospect’s personality to
to determine the determine the design of
design of the sales the sales presentation.
presentation.

18 FINAL EXAMINATION

LEGEND:
1. Online Delivery- students and teachers will use the Internet to conduct classes. It can be synchronous or asynchronous learning.
2. Offline Delivery- asynchronous type of learning where lessons or topics will be accessible without using the Internet. Lessons will be given to students in person or in any
means in advance.
3. Face to face Delivery – traditional way of teaching where students and teachers are expected to be in the classrooms.

REQUIRED E-BOOK : FUNDAMENTALS OF SELLING: CUSTOMERS FOR LIFE THROUGH SERVICE, CHARLES M. FUTRELL Texas A & M University, Published by
McGraw-Hill/Irwin, a business unit of The McGraw-Hill Companies, Inc., 1221 Avenue of the Americas, New York, NY, 10020.

COURSE REQUIREMENTS :
Major Examination
Quizzes
Recitations
Attendance
Case Studies

COURSE POLICIES :

1. Under Online Mode, Student online attendance is required for students with internet connectivity.

2. Under Offline Mode, students without internet connectivity are required to pick up course materials and to submit course requirements on designated dates.

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3. Under F2F Mode, students without internet connectivity and without the means of doing the required activity set on the subject must report and have face to face

mode of delivery in the school premises following the protocols set by the Government specifically CHED and the Inter Agency Task Force.

4. Failure to submit all course requirements at the end of the semester will result to a student receiving a failing grade for the course.

5. Evaluation for this course is based on individual student accomplishment, unless otherwise advised.

6. No make-up activity for missed online quizzes, unless reason is valid, as approved by the Dean.

7. Failure to take the major exam for whatever reason will receive a grade of INC (or incomplete).

8. Failure to comply with other elements of class standing (such as projects, quizzes,) will get a grade of zero and hence not covered in the INC policy.

9. Completion of grade will take effect if the student submits online or offline all missed course requirements, according to institutional procedures (e.g. Payment
procedure and scheduling).

PREPARED BY:

Ms. Maria Charise S. Tongol

Faculty, BSBA Department

NOTED BY:

Cherry Lyn G. Tolentino, MBA

Dean, BSBA Department

Jesusa T. Gaviola, R.N., MBA

Vice President for Academic Affairs

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Mr. Arnold C. Navarro

Executive Vice President

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