MKT 005: Professional Salesmanship

Module #2 Student Activity Sheet

Lesson Title: Nature & Functions of Professional Material: SAS

Salesmanship

Learning Targets: Reference:

At the end of the module, students will be able to: Jobber, D. & Lancaster, G. (2019). Selling
1. Define Professional Sales Management and Sales management.
2. Explain nature and function of professional sales

Productivity Tip: Take time away from your phone if you see it as a potential distraction. A healthy digital
detox can help you become more productive.

A. LESSON PREVIEW/REVIEW

Introduction

Sales may refer to exchange of goods or commodities against money or services. It is considered a
revenue generating function in a sales-driven organization.

In our history prior to the introduction of money as payments for goods or services, people were already
used to this kind of generating function by way of exchanging goods in order to fulfill the needs. This kind of
business activity is called the Barter System.

Professional Salesmanship takes into consideration a number of perspectives, the term Sales
Management can be referred to as the direction of sales force personnel in terms of handling the sales
transaction. In today’s world, Sales Management gained a significant impact in sales –driven organizations.
Sales Management therefore, meant managing all marketing aspects and activities including advertising, sales
promotion, doing marketing research, physical distribution, pricing strategy, product positioning and other
marketing related activities.

B. MAIN LESSON

Content and Skill-Building

Topic # 1 The Nature of Professional Sales Management

To understand the concept of professional salesmanship clearly, we must go through its following
characteristics:

● Goal-Oriented: Similar to other management activities, sales management also has a specific purpose
and intended for the achievement of specified goals or objectives.

● Continuous Process: The sales manager needs to perform sales management functions regularly,
and this process is never-ending.

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 MKT 005: Professional Salesmanship
Module #2 Student Activity Sheet

● Systematic Approach: It is an organized way of handling the sales function of the company where
every problem has a defined and proven solution.

● Relationship Selling: The salespeople make efforts to build a strong customer relationship to sell the
products or services effectively.

● Marketing Management Integration: Marketing is a broader concept; marketing management

includes all the activities related to sales management.

● Different Sales or Job Position: It is the combined efforts of the whole sales team, including
salesperson, sales executive, sales head, sales manager and after-sales service personnel.

● Pervasive Function: It is a universally applicable concept which has been adopted and tested by
every kind of business organizations.

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 MKT 005: Professional Salesmanship
Module #2 Student Activity Sheet

Topic #2 Idea of the Sales Management Functions

Sales Management is the attainment sales force goals in an effective and efficient manner through
Sales Management functions such as Planning, Staffing, and Training, Leading and controlling organizational
resources

(a) Planning- the conscious , system process of making decisions about goals and activities that an
organization will pursue in the future and the use of resources needed to attain.

(b) Staffing- activities undertaken to attract, develop and maintain sales personnel within an organization.

(c) Sales training- the effort put forth by an employer to provide the salesperson's job-related culture,
skills, knowledge and attitude that result in improved performance in the selling environment.

(d) Leading – the ability to influence other people toward the attainment of objectives.

(e) Controlling – monitoring sales personnel’s activities determining whether the organization is on
target toward its goals, and making corrections as necessary.

(f) Sales Performance- sales management is the attainment of sales goals in an ethical, efficient and
effective manner.

Check for Understanding

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 MKT 005: Professional Salesmanship
Module #2 Student Activity Sheet

Try to finish the exercise before going through the Answer Key at the last page. This will help in
checking if you have understood the lessons in this module before going to the next module.

Exercise 1. Write down all the characteristics of Sales management by filling – in the illustration below.

C. LESSON WRAP-UP

Frequently Asked Question

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 MKT 005: Professional Salesmanship
Module #2 Student Activity Sheet

1. Why do we need to study Professional Salesmanship?

As future Marketer/Entrepreneur, Professional Salesmanship can help you understand the importance
of setting your sales plan, monitoring them and give you an idea on how to adapt in the culture of sales-driven
organizations. You can gain ideas by way of understanding the Nature and functions of Sales management.

Thinking about Learning

Congratulations for finishing this module! Shade the number of the module that you finished.

Did you have challenges learning the concepts in this module? If none, which parts of the module helped you
learn the concepts?

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Some question/s I want to ask my teacher about this module is/are:

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Answer Key

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 MKT 005: Professional Salesmanship
Module #2 Student Activity Sheet

This document is the property of PHINMA EDUCATION