POLYTECHNIC UNIVERSITY OF THE PHILIPPINES 1

Learning Activities – Lesson 1

1. Define the following items (within the context of Marketing Management) using your
own words:

Salesmanship - is the lead and demeanor of sales reps, particularly when thought about
praiseworthy, as in selling merchandise or administrations successfully. It is the act of
examining and fulfilling client needs through a cycle that is proficient, reasonable, genuine,
and commonly helpful, and focused on long haul useful connections.

Professional - is an individual from a calling or any individual who makes money from a
predetermined proficient movement. The term additionally depicts the principles of an
academic training that improves individuals to achieve their calling with the specific
information and abilities important to play out their particular job inside that calling.

Professional Salesmanship - It is the work of well-gifted people who play out a specific jobs
that decides the necessities of expected purchasers and endeavors to convince these
possibilities to fulfill their requirements through the acquisition of items and administrations.

2. State and discuss the advantages and dis-advantages of Selling as a Career.

- The advantages of Selling as a career are Relatively high income, Travelling, Satisfaction of
rendering service, Chance for advancement, Managing oneself, More chances to meet and
interact with people, Meet challenges, More fun, and No need for academic laurels. In
contrast, the disadvantages of Selling as a Career are Long hours work, Compensation is not
on a regular basis, Lots of frustration, Limited reach, and Expensive. Despite all the
advantages and disadvantages, these mean nothing to a person who really love his or her job.
Reality speaking, every employees will never think about much on the disadvantages and
advantages as long as they know that they are earning well. Hence, there would never be a
down turn or terrible job if it suits the employees personally.

3. Sales People performs different roles in the field, identify and illustrate those roles.
- The roles of every Sales People are salesman’s job itself, to get orders, to interpret and
satisfy people’s needs and wants and selling them the things or services they are willing to
pay for, to permit the establishment of a permanent business relationship, to serve prospects
by giving advice on selling, merchandising, advertising, and management problems.
Basically, the role of Sales people is to know what the customer or people needs and wants to
take the opportunity to sell them the available merchandise that could satisfy their needs and
wants.
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4. Correlate and analyze the different compensation plan for Sales People which you
recommend among the three (3)? Explain your answer.
- My recommended compensation plan is definitely the Straight Commission Plan because
being a Sales person’s job is about selling the business’ merchandise. Thus, the work will not
be counted if they are not having any progress nor sales in the first place.

5. What are the qualities of a good Professional People should possess? Expound your
answer
- Every Professionals should know that having the following qualities are the ones who will
help their business to top sales, such as Honesty, Responsibility, Courage, Loyalty,
Resourcefulness, Confidence, Imagination, Showmanship, Ambition, and Adaptability.
These are essential because they are like the main reasons why every professionals seem to be
perfect even though that everyone should tend to make mistakes a couple times because of
flaws.
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Learning Activities – Lesson 2

1. Give and describe the five (5) types of buyer, from these five, which do you think is
the most difficult to deal with? Explain your answer.
- The five among the eight types of buyer are firstly, the cold critical buyer, they are very
formal and serious who likes a straightforward information about the product they are
interested. Second, the egoist buyer who are somewhat simple minded and loves compliments
and flattery. Third, The easy-going buyer are more friendly type and mostly extroverted type
of people. Fourth, The nervous or irritable buyer are very fragile in terms of their emotions
and thoughts. Lastly, the forgetful buyer are very easy to get lost on conversation, thus, they
could easily forget the things easily. Personally, the hardest to deal with are the nervous or
irritable ones because they might cause a commotion to the shop or store which could
definitely ruin the image of the business if the worst scenario happened.

2. State and illustrate at least ten (10) buyer’s classification, from these ten, which do
you think is the most approachable one? Expound your answer.
- One of the eighteen buyer’s classification are firstly, the competitive prospects who likes to
buy affordable and cheap products. The technical prospect are the ones who uses logic and
facts at buying and classifying their product. The friendly prospect are talkative type of
buyers who would love to tell stories with their sales assistants. The argumentative prospects
are the ones who loves to use his criticisms to argue and tell his thoughts about the product on
a sales staff. The hot-headed prospects are the one who are easily angry or irritated. The silent
prospect are shy and talk less than usual about their wants or needs. The hesitant prospect are
the ones who cannot decide whether they’d buy the product or not. The big-time prospect are
the ones who does not mind about the prices because he or she can afford it anyway. The
shopping prospects are most likely the regular customers or most experienced at doing
shopping. The no money in the budget prospect are the ones who only do window shopping
because he or she loves a particular product but could not afford it. Personally, the big-time
prospect is the easiest and approachable one because they tend to love flattery and doing a
little effort of serving them better will make them purchase a lot of products. They are like
the jackpot buyers that every sales person would love to accompany if they spot one.
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Learning Activities – Lesson 3

1. State and describe the nine (9) steps of Selling Process, which of these nine steps is the
most critical part/step? Explain your answer.
- Step one is the prospecting, which is about identifying the leads of the sales team to get as
many sales as possible. Step two is the qualifying of leads, wherein after identifying the
potential customers- it is then the time to determine whether they are genuine customers or
just a possibility. Step three is the pre-approach, and this is when the team will start preparing
for presentations that will consist of customer research, goal planning, scheduling of
appointments, and many more. Step four is the actual or main approach which the sales
person will directly meet his or her customer. Step five is the need for assessment where it is
the important part because the team has to accurately identify the needs of their customer to
look for sales opportunities. Step six is the sales presentation where the sales person is ready
to present his or her products based on the needs of the customer. Step seven is about
handling objections which is about the time where the customer will raise his or her concerns
and the sales person must know how to counter-reply to these concerns. Step eight is the
closing which is the commitment and closing of the sale. Step nine and the very last step is
the follow up because it is also a responsibility of a sales person to make sure that the orders
of their customers will arrive according to the contract or promised date and time. Personally,
the most critical part is the step five because this is the main and only clue of the sales staff to
make sure that he knows what the customer’s need because he will use this information to be
able to convince the buyer to buy the product.
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Learning Activities – Lesson 4

1. Discuss the evolution and development of Product Demonstration.

- Based on the history, product demonstration was of course first developed only at
home, where door to door and by-appointment sales people was relevant. Secondly, trade
show was invented where prototypes are demonstrated in trade shows. Until fairs also was
invented and developed, and these are when every sales person gather in a single convention
and there, they perform their product demonstration to the buyer attendees of the fair. And
when technology was enhanced and developed, television was used to do infomercials and
use it for product demonstrations. Then, roadsides were also developed in many countries
especially to third world countries how ever it is treated as illegal because of selling with no
business permit. Next, video is also used for product demonstration where a cd is also
included to the purchased merchandise for the customer to view and know how to use the
product properly. Lastly, music equipment are like YouTube that helps many music artists or
companies to sell out their music.

2. Why it is important for a Professional Sales People to have a sales script? Explain
your answer.
- It is important because it helps them to avoid any possible mistakes when speaking or
performing their sales talking to the customers. Also, sales talking is the most crucial part
because a professional sales staff will make sure that he will not any mistakes when talking.
Thus, it will possibly affect the impression of the customer to the sales staff.

3. Describe the three (3) types of sales script and identify to what type of buyer they
should be applied.
- Prescribed scripts are highly detailed scripts which specify every details about their
presentation. This is recommended to use if the customers are cold critical buyer. Goal-driven
scripts are more flexible which allows the employees to use their own words at sales talking
or presenting to the customer. This is recommendable for easy-going buyers. Hybrid
approach allows the employees to cherry pick the information they only wanted to use. This
is recommended for nervous or irritable buyers so that they can simply use the information
that will only spark the buyer’s interest.
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Learning Activities – Lesson 5

1. Based on the principles and facts of Professional Salesmanship, what do you think is
the reason why professional selling is considered “not just an ordinary job or career?”
Expound your answer.
- it is because professional salesmanship needs a highly skilled and well-experienced person
in terms of communication and public speaking. It is not just a job because it is also like a
part of a person’s daily routine because you need to exert your whole time and dedicate your
100% effort to be able to sell a product, especially if your boss gives you a quota.

2. Why being “PROFESSIONAL” is an important factor in the field of selling? Defend

your answer.
- Because selling needs a great amount of self confidence and must know how to separate
emotions and personal feelings away from the job. Since, most of the time it is about dealing
with many types of buyers, there would always be a time that you will encounter rude buyers
who will seriously test your patience.

3. What are the benefits that a company derive from using Selling Style Profile Analysis
(SSPA) tools in its sales strategies and approaches? Clarify your answer.
- Organizations for the most part use Selling Style Profile Analysis apparatus for profession
improvement on an individual premise, for the advancement of outreach groups or to
comprehend team lead inclinations according to their job in the organization. Likewise, it
very well may be utilized on the hierarchical level to contemplate the corporate deals culture
for vital choices, various business sectors or to change deals preparing in the organization.
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Learning Activities – Lesson 6

1. In the light of these 6 articles concerning Professional Salesmanship, would you

consider “Professional Selling” as your career in the future?
- No, because my plan is to be the CEO instead. However, starting from being a sales staff is
not a problem to me, and it is alright if I start on that phase. Nevertheless, my plan and what I
want is to be the employer and not the employee. I always wanted to lead, and leading is my
passion and what I always do. Hence, it is only suitable for me if being the CEO myself is my
career in the future.