LNU-AA-30-00-01-20

LYCEUM-NORTHWSTERN UNIVERSITY
Dagupan City

COLLEGE OF BUSINESS EDUCATION

COURSE GUIDE

Course Title/Code : MKTG 1 Professional Salesmanship Academic Year : 2021 – 2022

Name of Faculty : Ms. Mia Fernandez, MBA Semester : First
Instructor’s Email : fernandez.mia.m@lyceum.edu.ph Class Schedule : MWF 9:00– 10:00 AM
Course Credit : Lecture = 3 units Contact Number : 09064731124
Prerequisite : None Online Consultation Hours :
Google Classroom code:

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.

Program Outcomes:
1. Apply key theories, models and application within the business context.
2. Demonstrate critical thinking skills in business related situations.
3. Employ empirical approaches to planning and decision-making using quantitative reporting mechanisms.
4. Demonstrate written and oral skills appropriate for business communication.
5. Analyze business and organizational situations using ethical approaches to decision making.
6. Technology orientation to apply technology to enable business growth, development and sustainability.

Course Outcomes:
1. Apply knowledge of computing, science and mathematics appropriate to the discipline.
2. Understand best practices and standards and their applications.
3. Apply knowledge through the use of current techniques, skills, tools and practices necessary for the IT profession.
Introduction:

This Course Guide for Statistical Analysis and Software Application introduces early to the idea that data analysis is a process that begins with careful planning, followed by data
collection, data description using graphical and numerical summaries, data analysis, and finally interpretation of results. This process is described in detail, and the ordering of
the next topics mirrors this process: data collection, then data description, then statistical inference.
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General Guidelines:

This section tells you the general guidelines for completing this Course Guide. For specific guidelines and information, kindly review your student manual or your module guide (if
applicable).

1. The class code for Google Classroom specific for this course is to be given by your instructor during the class orientation.
2. Schedule properly your reading assignments and your activity accomplishments.
3. Make sure that you do things one at a time. Read the materials and watch the videos over and over until you are able to get the point of the lesson
4. You will be assessed through formative and summative methods. Kindly see requirements section at the end of this Course Guide.
5. You are expected to submit your activities/ exams on the dates indicated in this Course Guide. Late submission of activities/ exams will be dealt based on classroom
policies.
6. Your scores for assignments will be notified to you throughout your period of study.
7. You can learn a great deal from discussing aspects of your Course Guide with others. Opinions and insights formed while discussing with other people are no less
valuable than those you form while reading books or listening to lectures. There’s nothing wrong in discussing with your classmates but it should be done before you begin
your individual activities. But when you sit down and do individual activities you are expected to work alone and not to use the work of others (in its entirety or in part) as if
it is your own.
8. The instructor checks your assignments against the work of other students and against internet sources and other published material. If you submit an assignment that
contains work that is not your own without proper referencing and claiming the work of other as your own, you are committing plagiarism. Plagiarism is a form of academic
dishonesty punishable by several guidelines (See student handbook).
9. If you have concerns, kindly communicate with your instructor using the contact information given in this Course Guide.
10. If it is not possible to participate in an online discussion due to internet problems, just save your answers in a digitized format in a USB flash drive then send it thru courier
at Lyceum-Northwestern University College of Information and Computing Science, Tapuac District, Dagupan City, Pangasinan or drop it thru the designated drop-boxes
at the university.

Course Outline:

Week Topic
Week 1 Class Orientation
August 17, 2021
Unit 1 Introduction to Professional Salesmanship
Week 1: August 16- Introduction to Professional Salesmanship
20, 2021
Week 2 Sales Personality
August 23- 27, 2021
Week 3: August 30 - Knowing One’s Company and the Competitors
September 3, 2021,
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Week 4: September Product Knowledge

6-10, 2021
Week 5: September Preliminary Exam
13-17

Unit 2 Prospecting and Qualifying

Week 6: September Knowing the Prospect

20-24, 2021
Week 7: September Sales Process: Prospecting and Qualifying
27- October 1
Week 8: October 4-8 Sales Process: Pre- Approach

Week 9: October 11- Midterm Exam

15
Unit 3
The Sales Process
Week 10: October Sales Process: Approach
18-22
Week 11: October Sales Process: Presentation and Demonstration
25- 29
Week 12: November Sales Process: Handling Objection
3- 5
Week 13: Sales Process: Closing the Sale
November 8-12
Week 14: November
15-19 Semi-finals Exam
Unit 4
Motivating and Evaluating Salespeople
Week 15: November Sales Process: After Sales Service
22-26
Week 16: November
29 -December 3 Ethical Problems in Selling
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Week 17: December

6 - 10 Social Responsibility in Marketing and Selling
Week 18: December
13 -17 Final exams

Study Schedule (ASSURE Model)

Week Topic Learning Outcomes Activities
August 24, 2021 Class Orientation Join the online session using Google Meet
Unit 1 – Introduction to Professional Salesmanship
Week 1: August 16-20, Topic 1: Introduction to Professional Salesmanship
2021
After completing this study guide, you will be A – Analyze the Learners
able to: 1. The students in this class are from College of Business Education who are third year.
1. Explain the nature of selling All of the learners agreed to meet synchronously once a week.
2. Appreciate the concept of professional
salesmanship S – State Standards or Objectives
3. Discuss the significance of Please see topic learning outcomes
salesmanship in every profession
S – Select Strategies
The following teaching strategies will be used in this topic:
1. Asynchronous online learning – participation in online discussion, answering guide
questions and viewing suggested videos in YouTube
2. Synchronous online learning – joining the online class thru Google Meet
3. Offline learning – reading and self-study of printed resources
4. Peer learning – group activity

U – Utilize Technology, Media and Materials

1. Read your textbook (Professional Salesmanship by C. Austria & L. Castaneda page 1-
11).
2. After reading your notes you should be able to answer the following guide questions:

 What is Professional Salesmanship?

 What are the myths of selling?
 How is sales career different from other professions?
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3. Watch the YouTube Video: https://www.youtube.com/watch?v=kOmKYrSJn-0

4. After watching the video, answer the assignment for this topic that will be posted in the
Google classroom.
5. Attend the online class lecture on this topic on August 26 2021 at 1:00 PM using
Google Meet.

R – Require Learner Participation

1. Group activity

a. Group with 3 of your classmates.

b. Answer Essay exercise on page 12 of your textbook
c. Share it in class via Google Meet.

E – Evaluate
1. Answer a quiz on this topic which will be posted in Google classroom on August 28,
2021 at 1:00 PM.

Week 2: August 23- 27, Topic 2: Sales Personality

2021

After completing this study guide, you will be
able to:
1. Define Sales Personality
2. Explain the importance of sales
personality
3. Identify the attitude and attributes of a
good salesman
A – Analyze the Learners
1. The students in this class are from College of Business Education who are third
year. All of the learners agreed to meet synchronously once a week.
S – State Standards or Objectives
Please see topic learning outcomes
S – Select Strategies
The following teaching strategies will be used in this topic:
1. Asynchronous online learning – participation in online discussion, answering guide
questions and viewing suggested videos in YouTube
2. Synchronous online learning – joining the online class thru Google Meet
3. Offline learning – reading and self-study of printed resources
4. Peer learning – group activity
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U – Utilize Technology, Media and Materials

1. Read your textbook (Professional Salesmanship by C. Austria & L. Castaneda page
13-22).

2. After reading your notes you should be able to answer the following guide questions:

 What is sales personality? Why is it important?

 What are the attitudes and attributes of a salesperson?

3. Watch the YouTube Video: https://www.youtube.com/watch?v=gp65lSl8_94

4. After watching the video, answer the assignment for this topic that will be posted in the
Google classroom.
5. Attend the online class lecture on this topic on September 2, 2021 at 1:00 PM using
Google Meet.

R – Require Learner Participation

a. Group with 3 of your classmates.
b. Interview a successful salesperson you know. Guide questions will be posted in
Google Classroom
c. Share it in class via Google Meet

E – Evaluate
1. Answer a quiz on this topic which will be posted in Google classroom on September 4,
2021 at 1:00 PM.

Week 3: August 30 - Topic 3: Knowing One’s Company and the Competitors

September 3, 2021
After completing this study guide, you will be
able to:
1. Explain the significance of company
knowledge in selling;
2. Identify the different company’s
information that the salesman must
know; and
3. Explain the importance of
A – Analyze the Learners
1. The students in this class are from College of Business Education who are third
year. All of the learners agreed to meet synchronously once a week.
S – State Standards or Objectives
Please see topic learning outcomes
S – Select Strategies
The following teaching strategies will be used in this topic:
1. Asynchronous online learning – participation in online discussion, answering guide
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questions and viewing suggested videos in YouTube

2. Synchronous online learning – joining the online class thru Google Meet
3. Offline learning – reading and self-study of printed resources
benchmarking with the competitor
4. Peer learning – group activity
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U – Utilize Technology, Media and Materials

1. Read your textbook Professional Salesmanship by C. Austria & L. Castaneda page 26-30).
2. After reading your book you should be able to answer the following guide questions:

 What are the essential company information that a salesperson should know?
 What is benchmarking? How is it done?
3. Watch the YouTube Video: https://www.youtube.com/watch?v=UjBy4nDeb_I
4. After watching the video, answer the assignment for this topic that will be posted in the Google classroom.
5. Attend the online class lecture on this topic on September 7, 2021 at 1:00 PM using Google Meet.

R – Require Learner Participation

a. Group with 3 of your classmates.

b. Answer Chapter Exercise on page 30
c. Share it in class via Google Meet.

E – Evaluate

1. Answer a quiz on this topic which will be posted in Google classroom on September 11, 2021 at 1:00 PM.

Week 4:
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September 6-10, 2021

Topic 4: Product Knowledge

After completing this study guide, you will be able to:

1. Explain the importance of product knowledge in sales presentation

2. Identify the product information that the salesman must know
3. Determine the different product knowledge sources

A – Analyze the Learners

1. The students in this class are from College of Business Education who are third year. All of the learners agreed to meet synchronously once a week.

S – State Standards or Objectives

Please see topic learning outcomes

S – Select Strategies

The following teaching strategies will be used in this topic:

1. Asynchronous online learning – participation in online discussion, answering guide questions and viewing suggested videos in YouTube
2. Synchronous online learning – joining the online class thru Google Meet
3. Offline learning – reading and self-study of printed resources
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4. Peer learning – group activity

U – Utilize Technology, Media and Materials

1. Read your textbook (Professional Salesmanship by C. Austria & L. Castaneda page 32-38)

2. After reading your book you should be able to answer the following guide questions:

 What is product knowledge? Why is it important?

3. Watch the YouTube Videos: https://www.youtube.com/watch?v=iiOvLJshcxQ , https://www.youtube.com/watch?v=U6H5j3FklHA

4. After watching the video, answer the assignment for this topic that will be posted in the Google classroom.
5. Attend the online class lecture on this topic on September 14, 2021 at 1:00 PM using Google Meet.

R – Require Learner Participation

a. Group with 3 of your classmates.

b. Search an example of a product presentation held in the Philippines. Evaluate the said presentation.
c. Share it in class via Google Meet.
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E – Evaluate

1. Answer a quiz on this topic which will be posted in Google classroom on September 16, 2021 at 1:00 PM.

September 13-17

Preliminary Exam

Answer the 70-item exam that will be posted in the Exam.net

Start Time: 1:00 PM | Due Time: 2:00 PM

Unit 2: Prospecting and Qualifying

Week 6:

September 20-24, 2021

Topic 1: Knowing the Prospect

After completing this study guide, you will be able to:

1. Explain the importance of knowing the prospect

2. Identify influences that force customers to buy a product
3. Determine the different types of prospects and how to handle them.

A – Analyze the Learners

1. The students in this class are from College of Business Education who are third year. All of the learners agreed to meet synchronously once a week.
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S – State Standards or Objectives

Please see topic learning outcomes

S – Select Strategies

The following teaching strategies will be used in this topic:

1. Asynchronous online learning – participation in online discussion, answering guide questions and viewing suggested videos in YouTube
2. Synchronous online learning – joining the online class thru Google Meet
3. Offline learning – reading and self-study of printed resources
4. Peer learning – group activity

U – Utilize Technology, Media and Materials

2. Read your textbook (Professional Salesmanship by C. Austria & L. Castaneda page 40-46).
3. After reading your learning materials you should be able to answer the following guide questions:

 Why do we need to know the prospect?

 What are the theories of motivation that could affect the buying motives?

4. Watch the YouTube Video: https://www.youtube.com/watch?v=J3Yl1p8FAaM

5. After watching the video, answer the assignment for this topic that will be posted in the Google classroom.
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6. Attend the online class lecture on this topic on September 23, 2021 at 1:00 PM using Google Meet.

R – Require Learner Participation

a. Group with 3 of your classmates.

b. Choose a type of prospect and create a skit on how to handle this type.
c. Create a video and upload it in the designated submission bin.
d. Share it in class via Google Meet.

E – Evaluate

1. Answer a quiz on this topic which will be posted in Google classroom on September 25, 2021 at 1:00 PM.

Week 7:September 27- October 1, 2021

Topic 2: Sales Process: Prospecting and Qualifying

After completing this study guide, you will be able to:

1. Explain the significance of prospecting and qualifying in the sales process

2. Determine the guides in prospecting; and
3. Recognize the characteristics of qualified prospect.

A – Analyze the Learners

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1. The students in this class are from College of Business Education who are third year. All of the learners agreed to meet synchronously once a week.

S – State Standards or Objectives

Please see topic learning outcomes

S – Select Strategies

The following teaching strategies will be used in this topic:

1. Asynchronous online learning – participation in online discussion, answering guide questions and viewing suggested videos in YouTube
2. Synchronous online learning – joining the online class thru Google Meet
3. Offline learning – reading and self-study of printed resources
4. Peer learning – group activity

U – Utilize Technology, Media and Materials

6. Read (Professional Salesmanship by C. Austria & L. Castaneda page 49-59).

7. After reading your notes you should be able to answer the following guide questions:

 What is the difference between prospects and leads?

 Explain the Sales Process. How important are prospecting and qualifying in the sales process?
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Watch the YouTube Video:

https://www.youtube.com/watch?v=1YKW5cGx0fg
https://www.youtube.com/watch?v=Fong1jXmuVc
https://www.youtube.com/watch?v=9A2ZyVXaHRY

8. After watching the video, answer the assignment for this topic that will be posted in the Google classroom.
9. Attend the online class lecture on this topic on September 23, 2021 at 8:00 AM using Google Meet.

.R – Require Learner Participation

1. Group activity
a. Group with 3 of your classmates.
b. Role-play a prospecting and qualifying call with a video recorder.
c. Upload the video in the designated submission bin
d. Share it in class via Google Meet.

E – Evaluate

1. Answer a quiz on this topic which will be posted in Google classroom on October 2, 2021 at 1:00 PM.

Week 8: October 4-8, 2021

Topic 3: Sales Process: Pre-Approach

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After completing this study guide, you will be able to:

1. Explain the importance of Pre-approach in the Sales Process

2. Identify the objectives of Pre-approach; and
3. Recognize the different steps in Pre-approach planning.

A – Analyze the Learners

1. The students in this class are from College of Business Education who are third year. All of the learners agreed to meet synchronously once a week.

S – State Standards or Objectives

Please see topic learning outcomes

S – Select Strategies

The following teaching strategies will be used in this topic:

1. Asynchronous online learning – participation in online discussion, answering guide questions and viewing suggested videos in YouTube
2. Synchronous online learning – joining the online class thru Google Meet
3. Offline learning – reading and self-study of printed resources
4. Peer learning – group activity
LNU-AA-30-00-01-20

U – Utilize Technology, Media and Materials

1. Read (Professional Salesmanship by C. Austria & L. Castaneda page 62-68).

2. After reading your learning materials you should be able to answer the following guide questions:

 What are the objectives of pre-approach planning?

 Explain “seeding”?

3. Watch the YouTube Video:

https://www.youtube.com/watch?v=kb31ZXfzLdA
https://www.youtube.com/watch?v=5pEsu4hSG8o

4. After watching the video, answer the assignment for this topic that will be posted in the Google classroom.
5. Attend the online class lecture on this topic on October 7, 2021 at 1:00 PM using Google Meet.

R – Require Learner Participation

a. Group with 3 of your classmates.

b. Create a Spiel for pre-approach planning.
c. Upload the video in the designated submission bin.
d. Share it in class via Google Meet.

E – Evaluate

1. Answer a quiz on this topic which will be posted in Google classroom on October 9, 2021 at 1:00 PM.
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Week 9: October 11-15, 2021

Midterm Exam

Answer the 80-item exam that will be posted in the Exam.net

Start Time: 1:00 PM | Due Time: 2:00 PM

Unit 3

The Sales Process

Week 10: October 18-22

Topic 1: Sales Process: Approach

After completing this study guide, you will be able to:

1. Identify the objectives of using approach in the sales process

2. Distinguish methods of approaching prospects; and
3. Realize the other elements of a good approach

A – Analyze the Learners

1. The students in this class are from College of Business Education who are third year. All of the learners agreed to meet synchronously once a week.
LNU-AA-30-00-01-20

S – State Standards or Objectives

Please see topic learning outcomes

S – Select Strategies

The following teaching strategies will be used in this topic:

1. Asynchronous online learning – participation in online discussion, answering guide questions and viewing suggested videos in YouTube
2. Synchronous online learning – joining the online class thru Google Meet
3. Offline learning – reading and self-study of printed resources
4. Peer learning – group activity

U – Utilize Technology, Media and Materials

5. Read your textbook (Professional Salesmanship by C. Austria & L. Castaneda page 71-76).
6. After reading your learning material you should be able to answer the following guide questions:
 What are the methods for approaching prospects?
 What are the types of selling approaches?
7. Watch the YouTube Video: https://www.youtube.com/watch?v=3oEv13ZYLig
8. After watching the video, answer the assignment for this topic that will be posted in the Google classroom.
9. Attend the online class lecture on this topic on October 21, 2021 at 1:00 PM using Google Meet.

R – Require Learner Participation

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a. Group with 3 of your classmates.

b. Each group will represent one type of sales approach. Wheel of names can be used.
c. Upload the video of role-play in the designated submission bin.
d. Share it in class via Google Meet.

E – Evaluate

1. Answer a quiz on this topic which will be posted in Google classroom on October 23, 2021 at 1:00 PM.

Week 11: October 25- 29

Topic 2: Presentation and Demonstration

After completing this study guide, you will be able to:

1. Explain the value of sales presentation in the sales process;

2. Create a powerful sales presentation
3. Determine the approaches in sales delivery
.

A – Analyze the Learners

1. The students in this class are from College of Business Education who are third year. All of the learners agreed to meet synchronously once a week.
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S – State Standards or Objectives

Please see topic learning outcomes

S – Select Strategies

The following teaching strategies will be used in this topic:

1. Asynchronous online learning – participation in online discussion, answering guide questions and viewing suggested videos in YouTube
2. Synchronous online learning – joining the online class thru Google Meet
3. Offline learning – reading and self-study of printed resources
4. Peer learning – group activity

U – Utilize Technology, Media and Materials

5. Read your textbook (Professional Salesmanship by C. Austria & L. Castaneda page 78-86).
6. After reading your book you should be able to answer the following guide questions:

 Discuss the FABV Approach

 Discuss the AIDA Formula
 How do you create powerful sales presentation?
7. Read the online article:
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 https://www.youtube.com/watch?v=Iia8tjLdwqk
 https://www.youtube.com/watch?v=yFhPzT7-hwg
 https://www.youtube.com/watch?v=lbH1MlSBzZM

8. After reading the article, answer the assignment for this topic that will be posted in the Google classroom.
9. Attend the online class lecture on this topic on October 26, 2021 at 1:00 PM using Google Meet.

R – Require Learner Participation

Group activity

a. Group with 3 of your classmates.

b. Choose a product you like. Perform a product demonstration in class
c. Share it in class via Google Meet.

E – Evaluate

1. Answer a quiz on this topic which will be posted in Google classroom on October 30, 2021 at 1:00 PM.

Week 12: November 3- 5, 2021

Topic 3: Handling Objection

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After completing this study guide, you will be able to:

1. Identify the reasons why customers object

2. Identify the common types of objections
3. Apply the methods in handling objectives
.

A – Analyze the Learners

1. The students in this class are from College of Business Education who are third year. All of the learners agreed to meet synchronously once a week.

S – State Standards or Objectives

Please see topic learning outcomes

S – Select Strategies

The following teaching strategies will be used in this topic:

1. Asynchronous online learning – participation in online discussion, answering guide questions and viewing suggested videos in YouTube
2. Synchronous online learning – joining the online class thru Google Meet
3. Offline learning – reading and self-study of printed resources
4. Peer learning – group activity
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U – Utilize Technology, Media and Materials

1. Read (Professional Salesmanship by C. Austria & L. Castaneda page 89-97).

2. After reading your learning you should be able to answer the following guide questions:

 Why do customers object?

 How do salespeople handle objections?
3. Watch the YouTube Video: https://www.youtube.com/watch?v=IkUdrV2bx3o
4. After watching the video, answer the assignment for this topic that will be posted in the Google classroom.
5. Attend the online class lecture on this topic on November 4, 2021 at 1:00 PM using Google Meet.

R – Require Learner Participation

Group activity
a. Group with 3 of your classmates.
b. Role-play a handling objection scenario. Choose a method from the lesson.
c. Share it in class via Google Meet.

E – Evaluate

1. Answer a quiz on this topic which will be posted in Google classroom on November 6, 2021 at 1:00 PM.

Week 13:

November 8-12, 2021

Topic 4: Sales Process: Closing the Sale

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After completing this study guide, you will be able to:

1. Recognize when to close a sale

2. Identify the closing techniques

A – Analyze the Learners

1. The students in this class are from College of Business Education who are third year. All of the learners agreed to meet synchronously once a week.

S – State Standards or Objectives

Please see topic learning outcomes

S – Select Strategies

The following teaching strategies will be used in this topic:

1. Asynchronous online learning – participation in online discussion, answering guide questions and viewing suggested videos in YouTube
2. Synchronous online learning – joining the online class thru Google Meet
3. Offline learning – reading and self-study of printed resources
4. Peer learning – group activity
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U – Utilize Technology, Media and Materials

5. Read (Professional Salesmanship by C. Austria & L. Castaneda page 100-107).

6. After reading your learning material you should be able to answer the following guide questions:

 What are the seven truths about closing the sale?

7. Watch the YouTube Video: https://www.youtube.com/watch?v=egubPRqm1fM

8. After watching the video, answer the assignment for this topic that will be posted in the Google classroom.
9. Attend the online class lecture on this topic on November 11, 2021 at 1:00 PM using Google Meet.

R – Require Learner Participation

a. Group with 3 of your classmates.

b. Search a video about closing sales.
c. Share it in class via Google Meet

E – Evaluate

1. Answer a quiz on this topic which will be posted in Google classroom on November 13, 2021 at 1:00 PM.

Week 14:

November 15-19

Semi-Final Exam
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Answer the 80-item exam that will be posted in the Exam.net

Start Time: 1:00 PM | Due Time: 2:00 PM

Unit 4 – Motivating and Evaluating Salespeople

Topic 1: Sales Process: After Sales Service

Week 15: November 22-26, 2021

After completing this study guide, you will be able to:

1. Define After Sales Service

2. Apply after sales service techniques

A – Analyze the Learners

The students in this class are from College of Business Education who are third year. All of the learners agreed to meet synchronously once a week.

S – State Standards or Objectives

Please see topic learning outcomes

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S – Select Strategies

The following teaching strategies will be used in this topic:

1. Asynchronous online learning – participation in online discussion, answering guide questions and viewing suggested videos in YouTube
2. Synchronous online learning – joining the online class thru Google Meet
3. Offline learning – reading and self-study of printed resources
4. Peer learning – group activity

U – Utilize Technology, Media and Materials

1. Read (Professional Salesmanship by C. Austria & L. Castaneda page 108-112).

2. After reading your learning materials you should be able to answer the following guide questions:

 What is after-sales service?

 Why is there a need to do an after-sales service?

3. Watch the YouTube Video: https://www.youtube.com/watch?v=_oHWCucYY9Y

4. After watching the video, answer the assignment for this topic that will be posted in the Google classroom.
5. Attend the online class lecture on this topic on November 25, 2021 at 1:00 PM using Google Meet.

R – Require Learner Participation

Group activity
a. Group with 3 of your classmates.
b. Search a company with a good after sales service.
c. Share it in class via Google Meet.
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E – Evaluate

1. Answer a quiz on this topic which will be posted in Google classroom on November 27, 2021 at 8:00 AM.

Week 16: November 29 -December 3

Topic 2: Ethical Problems in Selling

After completing this study guide, you will be able to:

1. Identify ethical problems that sales people encounter

A – Analyze the Learners

1. The students in this class are from College of Business Education who are third year. All of the learners agreed to meet synchronously once a week.

S – State Standards or Objectives

Please see topic learning outcomes

S – Select Strategies
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The following teaching strategies will be used in this topic:

1. Asynchronous online learning – participation in online discussion, answering guide questions and viewing suggested videos in YouTube
2. Synchronous online learning – joining the online class thru Google Meet
3. Offline learning – reading and self-study of printed resources
4. Peer learning – group activity

U – Utilize Technology, Media and Materials

1. Read your textbook: (Professional Salesmanship by C. Austria & L. Castaneda page 113-118).

2. After reading your book you should be able to answer the following guide questions:

 What are the ethical issues encountered in selling?

3. Watch the YouTube Video: https://www.youtube.com/watch?v=kqMUTHN5kqg

4. After watching the video, answer the assignment for this topic that will be posted in the Google classroom.
5. Attend the online class lecture on this topic on December 2, 2021 at 1:00 PM using Google Meet.

R – Require Learner Participation

1. Group with 3 of your classmates.

2. Research a case study about sales ethics. Guide questions will be posted in Google Classroom.
3. Share it in class via Google Meet.
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E – Evaluate

1. Answer a quiz on this topic which will be posted in Google classroom on December 4, 2021 at 1:00 PM.

Week 17: December 6 - 10 , 2021

Topic 3: Social Responsibility in Marketing and Selling

After completing this study guide, you will be able to:

1. Define social responsibility

2. Explain Ethical Marketing
3. Identify the characteristics of Socially Responsible Marketing
A – Analyze the Learners

1. The students in this class are from College of Business Education who are third year. All of the learners agreed to meet synchronously once a week.

S – State Standards or Objectives

Please see topic learning outcomes

S – Select Strategies

The following teaching strategies will be used in this topic:

LNU-AA-30-00-01-20

1. Asynchronous online learning – participation in online discussion, answering guide questions and viewing suggested videos in YouTube
2. Synchronous online learning – joining the online class thru Google Meet
3. Offline learning – reading and self-study of printed resources
4. Peer learning – group activity

U – Utilize Technology, Media and Materials

1. Read (Professional Salesmanship by C. Austria & L. Castaneda page 119-127).

2. After reading your learning materials you should be able to answer the following guide questions:

 What is social responsibility?

 What are the ten commandments of selling?

3. Watch the YouTube Video: https://www.youtube.com/watch?v=E6qEEmla2Es

4. After watching the video, answer the assignment for this topic that will be posted in the Google classroom.
5. Attend the online class lecture on this topic on December 7, 2021 at 8:00 AM using Google Meet.

R – Require Learner Participation

1. Group with 3 of your classmates.

2. Search a Philippine company that has a good CSR in Marketing
3. Share it in class via Google Meet.
LNU-AA-30-00-01-20

E – Evaluate

1. Answer a quiz on this topic which will be posted in Google classroom on December 11, 2021 at 1:00 PM.

Week 18: December 13 -17, 2021

Final Exam

Answer the 80-item exam that will be posted in the Exam.net

Start Time: 1:00 PM | Due Time: 2:00 PM

COURSE REQUIREMENTS:

Formative Assessment Methods:

Activities indicated in the “Analysis” part of the module
Quizzes, Oral Test, Seatwork, Recitation

Summative Assessment Methods:

Periodic Examinations
Note: Rubrics for each class work will be given by your instructor during the briefing before the activity

GRADING SYSTEM
Lecture:
CLASS STANDING…………………………………………………………………………………..…………………………………… 60%

L-NU AA 30-00-01-20

 Quiz………………………………………………………………………… 25 %
 Recitation…………………………………………………………………. 25 %
 Attendance………………………………………………………………... 10 %
 Requirement ……………………………………………………………….20 %
 Assignment …………………………………………………………….….20 %
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PERIODIC EXAM………………………………………..…………………....................................................................................... 40%

Total: 100%

GRADING SYSTEM:
Semestral Grade = (Prelim Grade*25%) + (Midterm Grade*25%) + (Semi-Final Grade*25%) + (Final Grade*25%)
For every grading period:
Periodic Exam – 40%
Student Course Work – 60 %
In order to earn a passing grade, the student should get a transmuted grade of 75%

BIBLIOGRAPHY:

Main Reference:
Dalrymple's Sales Management by W. Cron & T. DeCarlo, 2006

Prepared by: Recommended by: Approved by:

MIA M. FERNANDEZ LPT, MBA DR. GENOVEVA Y. REYES, CPA, FRIAcc DR. MARINA O. ABELLA
Instructor Dean, CICS Vice-President, Academic Affairs