College of Business Management and Accountancy
School Year 2021-2022
COURSE SYLLABUS
TRINITY UNIVERSITY OF ASIA
VISION
“A premier Christian University in Asia and the Pacific transforming a community of learners as
leaders towards a human society”
MISSION
To promote the formation of integrally-developed, competent, productive and socially
responsible citizens by:
 Instilling Christian values in all its academic programs, co-curricular and extra-
curricular activities;
 Providing excellent services for a quality learning environment;
 Extending our ideals of service learning for our partners by empowering communities
to be self-reliant and by collaborating with other institutions;
 Encouraging self-improvement among employees to gain higher competence and
better skills towards service excellence; and
 Exercising sound management of our resources.
TUA CORE VALUES
 INTEGRITY - We uphold honesty, accountability, and fairness in the performance of
our tasks.
 EXCELLENCE - We are guided by the highest standard in performance of our duties in
instruction, research, and the community service.
 INNOVATION - We courageously explore avenues to develop new programs and
processes to assure the faithful achievement of our institutional goals and objectives.
 TEAMWORK - We move as one in the spirit of mutual trust, loyalty and solidarity to
achieve our common goals.
 SOCIAL RESPONSIBILITY - We commit to deliver services through an integrated
community development programs.
COLLEGE OF BUSINESS MANAGEMENT AND ACCOUNTANCY
VISION
The College of Business Management and Accountancy recognizes the need to help students
understand and embrace leadership in accelerating development, technology, globalization of markets,
availability of capital and increasing diversity that transform the economic environment worldwide. It
offers an integrated program and learning culture that values individual vision, intellectual discipline
and teamwork.
The CBMA students are developed as future business leaders and managers imbibed with
Christian values. As managers in the 21 st century, they shall no doubt conquer the most daunting
challenges.
MISSION
“Nurturing Christian Business Leaders of Tomorrow” is the commitment of CBMA in response
to the mission of the University.
Specifically, the College of Business Management and Accountancy aims to:
1. Provide an understanding of the principles of planning and controlling of activities, measuring
performance and establishing and operating policies to achieve organizational goals;
2. Equip students with skills in presenting, compiling and summarizing financial reports that
adequately meet the needs of the organization’s stakeholders;
3. Develop decision-making skills that would make them innovative in their approach to
business problems and situations;
4. Undertake practical application of marketing research, marketing plans and a diagnostic case
study of firms, as well as analyzing advertising in a variety of media;
5. Provide a computer knowledge and skills which are indispensable in the orientation of a
business organization or a government agency; and
6. Provide well-trained graduates who have the capacity for independent thought and work and
instill in them Christian life values.
i.
  FIVE (5) MARKS OF MISSION

1 To proclaim the Good News of the Kingdom.

2 To teach, baptize and nurture new believers.

3 To respond to human need by loving service.

4 To transform unjust structures of society, to challenge

violence of every kind and pursue peace and reconciliation.
5 To strive to safeguard the integrity of creation, and sustain
and renew the life of the earth.
 BACHELOR OF SCIENCE IN REAL ESTATE MANAGEMENT

COURSE CODE : REM 112 / REM 152

COURSE TITLE : Real Estate Marketing and Brokerage
COURSE CREDIT : 54 hours
PLACEMENT :
PRE-REQUISITES :

COURSE DESCRIPTION:

The course covers the fundamentals of real estate transactions in practice and theory. This course includes basic principles for those planning to buy, sell or own real estate.
Brokerage administration of a real estate business including appropriate Philippine real estate law and licensure, listings, title search, forms for closing contracts, contract forms,
and the broker-salesperson relationship are going to be discussed. The concepts of Project Selling and its actual operation will also be covered.

COURSE LEARNING OUTCOMES (CLO) :

At the end of the course and given simulated conditions/situations, the student should be able to:

COURSE LEARNING OUTCOME (CLO) PROGRAM LEARNING OUTCOMES (PLO)

PLO1 PLO2 PLO3 PLO4 PLO5 PLO6 PLO7 PLO8 PLO9 PLO10 PLO11 PLO12
1 Learn how to act as an agent of a party in a real estate
transaction.
2 Understand how to perform service for and in behalf of a
fellow real estate broker in expectation of a share in the
professional fee or other valuable consideration
3 Develop effective marketing communication skills.
4 Acquire proficiency in writing and analyzing industry reports,
marketing plans and related business case studies.
5 Understand and perform the right conduct and discipline
based on the prescribed ethical standards in the practice of
real estate.
6 Conduct macro and micro environmental scanning of the real
estate industry.
7 Develop effective leadership and interpersonal skills.
LEGEND:

L LEARNING P PRACTICE O OPPORTUNITY

LEARNING STRATEGIES ASSESSMENT

TOPIC LEARNING OUTCOMES (TLO) TOPICS
CLASSROOM
1. Identify and appreciate the vast opportunities that Module 1: Introduction to Real Estate Marketing and Module Quiz / Part of
lie ahead as far as the practice of the real estate Brokerage Long Test & Final
profession is concerned. Exam
A. Opportunities in Real Estate
Classroom directed
B. Project Selling vs. Brokerage (General and
2. Understand the key points that differentiate the Specific) activities:
two major categories of a broker’s line of expertise: Formal lecture;
Project Selling and Brokerage. mediated lecture and
discussions.
3. Inspire and develop the discipline of mapping out
own career path and direction in pursuing business
in real estate.

1. Gain knowledge about the basic provisions of the Module 2: Laws, Policies and Procedures Related to Classroom directed Module Quiz / Part of
Real Estate Service Act (RESA Law). Real Estate Marketing and Its Practice activities: Long Test & Final
2. Understand the significant areas of application of Exam
A. Application of the RESA Law Formal lecture;
the RESA Law most especially in the field of real mediated lecture and
B. Antitrust and Competition
estate marketing and brokerage. discussions.

3. Identify the important provisions of the Code of

Ethics and Responsibilities for real estate service
practitioners particularly those that are mostly
affecting the practice of marketing and brokerage.
1. Learn about profiling active market segments in real Module 3: Marketing Mix in Real Estate: PRODUCT Classroom directed Module Quiz / Part of
estate. activities: Long Test & Final
A. Profiling Market Segments in Real Estate Exam
B. Product Branding and Positioning Formal lecture;
2. Understand the concept and significance of product C. Product Features and Benefits mediated lecture and
branding and positioning and apply these in the real discussions; workshop.
estate business.

3. Identify the relevant key features and benefits in the

real estate product offerings.

1. Revisit the factors that affect or determine the pricing Module 4: Marketing Mix in Real Estate: PRICE Classroom directed Module Quiz / Part of
standard or element as particularly applied in the field activities: Long Test & Final
A. Pricing Factors Exam
of real estate. B. Pricing Strategies Formal lecture;
mediated lecture and
2. Identify the various pricing strategies that are relevant discussions; reflection
in the real estate business of developers and individual points.
sellers of property.

1. Learn about the different categories of location where a Module 5: Marketing Mix in Real Estate: PLACE Classroom directed Module Quiz / Part of
real estate product can be wisely made available to its activities: Long Test & Final
A. Market Place Selection Exam
target market. 1. Local Sales vs. International Sales Formal lecture,
2. Physical Market vs. Virtual Market mediated lecture and
2. Assess the appropriate Place element for a subject firm discussions. Online
in the case of developers or type of listing in the case of Research.
brokerage transactions.

Module 6: Marketing Mix in Real Estate: Classroom directed Module Quiz / Part of
1. Introduce the different concepts of promotional tools
PROMOTION activities: Long Test & Final
and avenues as part of the marketing mix strategies for
 A. Media Formal lecture; Exam
firms in general. 1. Traditional Tri-Media mediated lecture and
2. Social Media Platforms discussions. Group work.
B. Merchandising
2. Revisit the various promotional efforts in the real estate C. Trade Promotions
industry and assess the Promotion element for a D. Word-of-Mouth and Referral System
subject firm in the case of developers and secondary Institutional Linkages and Representations
sale or brokerage transactions.

Module 7: The Basic Sales Process in Real Estate Classroom directed Module Quiz / Part of
1. Introduce the basic stages in the sales process that
activities: Long Test & Final
apply in the real estate practice. A. Prospecting Exam
B. Qualifying Formal lecture;
C. Presentation mediated lecture and
2. Inculcate a deeper level of knowledge, understanding D. Negotiation
discussions.
and reflection of the basic sales process and principles E. Closing
in order to become effective and efficient real estate
brokers.

Module 8: Basic Documentation of Sales & Classroom directed Sample

1. Provide inputs on how the basic documentation of sales
Registration Process activities: Case/Documentation
and registration process work in real estate.
Outputs
2. See the similarities and differences in the basic A. In Brokerage Formal lecture;
documentation procedures for brokerage sales and B. In Project Selling mediated lecture and
project selling transactions. discussions.

Module 9: Basic International Marketing Principles as Classroom directed Module Quiz / Part of
1. Learn the basic international marketing principles that
Applied in the Real Estate Business activities: Long Test & Final
are relevant and applicable to the real estate business.
Exam
A. Why Go Global? Formal lecture;
B. Factors to Consider in Going International mediated lecture and
2. Have a wider perspective of marketing real estate discussions; reflection
C. Modes of Entry Into International Market
products and services by learning about the global and points.
D. International Product and Promotion
international marketing approaches and strategies.
 Strategies
E. Designing the Appropriate International
Marketing Organization

Module 10: Analyzing the Real Estate Industry Classroom directed Final Real Estate
1. Introduce some important key analytical tools in activities: Industry Research
analyzing the business environment that may apply in A. The Real Estate Business Environment Output – Written
B. Analytical Tools for the Real Estate Industry Formal lecture; Paper and Oral
the real estate industry.
mediated lecture and Defense
discussions;
2. Be aware of the dynamic nature of the business
workshop/group
environment in general which affects the
dynamics and report.
competitiveness of industries such as real estate.

LEARNING RESOURCES:

Robbins, Stephen P. and Mary Coulter. Management. International Student 13th Edition. Pearson Education, 2016.

Kotler, Philip and Gary Armstrong. Principles of Marketing. 17th Edition. Pearson, 2017.

Sorger, Stephan. Marketing Analytics: Strategic Models and Metrics. 1st Edition, Version 1.2. San Bernardino, CA: Admiral Press. 2016.

Online Supplementary Materials:

1.Republic Act No. 9646; https://senate.gov.ph/republic_acts/ra%209646.pdf

2.Code of Ethics and Responsibilities for Real Estate Service Practitioners; https://www.prc.gov.ph/sites/default/files/RealEstateServiceCOE.pdf

3.Implementing Rules and Regulations (IRR) of the RESA Law; https://www.prc.gov.ph/sites/default/files/Board%20of%20Real%20Estate%20Service%20-%20Implementing

%20Rules%20and%20Regulation_0.pdf
4. https://www.prc.gov.ph/real-estate-service

5. The Philippine Competition Commission Law (RA 10667); https://senate.gov.ph/republic_acts/ra%2010667.pdf and https://phcc.gov.ph/philippine-competition-law-r-
10667/#

6. Philippine Antitrust Competition Guide; http://www.conventuslaw.com/report/philippines-antitrust-competition-guide-2016/

7. The Factors that Drive Growth for the Philippine Real Estate Industry. February 19, 2020; https://www.lamudi.com.ph/journal/factors-drive-growth-real-estate/

8. Industry Life Cycle; https://www.iedunote.com/industry-life-cycle

9. Porter’s 5 Forces; https://www.investopedia.com/terms/p/porter.asp

10. Michael E. Porter. "Competitive Strategy: Techniques for Analyzing Industries and Competitors (Abstract) ." Accessed Aug. 25, 2020.

11. Porter’s 5 Forces; https://strategicmanagementinsight.com/tools/porters-five-forces.html

COURSE REQUIREMENTS:
1. Quizzes
2. Long Tests
3. Course Projects/Assignments/Reflection Papers
4. Final Industry Research Output

GRADING SYSTEM: (UNIVERSITY STANDARD GRADING SYSTEM)

GRADING SYSTEM

 One (1) grading term (semester or summer) is divided into two (2) grading periods. The first grading period consists of the preliminary and/or midterm examinations
while the second grading period, the semi-final and/or final examinations. Each grading period shall be computed based on the following:
GRADING SYSTEM: One (1) grading term (semester or summer) is divided into two (2) grading periods. The first grading period consists of the preliminary and/or midterm
examinations while the second grading period, the semi-final and final examinations. Each grading period shall be computed based on the following: Each student receives two
(2) grades, the midterm grade and the final grade.

GRADING SYSTEM

Class Standing 60%

• Quizzes, Projects & Assignments (50%)
• Recitation, Attendance and Deportment (10%)

Major Examinations 40%

• Midterms (20%)
• Final Exam (20%)

TOTAL 100%

Prepared by: Reviewed by: Approved by:

CHERYL J. SANGUYO KAREN L. UY MA. VICTORIA U. ROSAS, PH.D.

Faculty Department Head Dean