SUBJECT: PROFESSIONAL SALESMANSHIP

COURSE CODE: PCM 322

YEAR/SECTION: 3BAM 5D/ 3BAM 5E

ROOM: SSS

SCHEDULE: M/Th (1:00 - 2:30 PM)/ (2:30 - 4:00 PM)

NO. OF STUDENTS: 30+

POSSIBLE NO. OF MEETINGS: 36+ 3hrs/week 2 meetings/week 1 ½ hr/ meeting

GRADING SYSTEM:

 SUMMATIVE/ PERIODIC ASSESSMENTS 50%

(MIDTERM/FINAL EXAM)

 FORMATIVE TEST 20%

(QUIZZES, LONG TEST, SEATWORKS, ASSIGNMENTS, CASE STUDY)

 CREATIVE/PRACTICAL TEST 30%

(ATTENDANCE, RECITATION, PROJECTS, RESEARCH WORK. OUTPUTS)

FINAL RATING = (MG+FG) / 2

REFERENCE/S:

 Jones, Chonko, Jones, Stevens (2017), Selling ASAP: Art, Science, Agility, Performance, LSU Press
 Thomas A. Ingram 4th Edition (2016), Professional Selling-A Trust-Based Approach, Cengage Learning
Asia Pte Ltd.
 Alipio M. Garcia & Merla Villanueva nth edition (2015), Professional Salesmanship
 Charles Futrell Latest Edition., Fundamentals of Selling, McGraw Hill/Irwin Publishing. USA (2016)
Suggested Reading Materials:
 Duane Sparks, The New Action Selling: How To Sell Like A Professional Even If You Think You Are One
(www.salesboard.com)
 Charles M. Futrell, The ABC Relationship of Selling (http://futrell-www.tamu.edu)
 Holmes, Chet. 2007. The Ultimate Sales Machine. Penguin Group Publishing. USA
 Victoria, Maria M. Principles of Marketing. Anvil Publishing Inc. Mandaluyong City. Philippines
 Philip Kotler 11th edition (2002), Marketing Management, Prentice Hall

TEACHING CONTENT/S:

1. COURSE INTRODUCTION & REVIEW ON MARKETING MIX

2. INTRODUCTION TO SALESMANSHIP

- SELLING AS A CAREER
- TIME MANAGEMENT
- HISTORY OF SELLING
- CHARACTERISTICS OF A GOOD SALESMAN AND SALES
- SALES TRAINING AND MARKETING CONCEPT

3. THE PSYCHOLOGY OF SELLING (CONSUMER BUYING BEHAVIOR)

4. COMMUNICATION FOR RELATIONSHIP BUILDING
5. SALES KNOWLEDGE: CUSTOMERS, PRODUCTS, TECHNOLOGIES
6. THE SELLING PROCESS
7. THE SELLING TECHNIQUES
8. SALES DEMONSTRATION AND APPLICATION

- PROJECT BRIEF (PRESENTATIONS – MOCK SELLING)

- SYNTHESES FOR SALES CASE STUDIES
- SALES PRESENTATION (FINAL OUTPUT, REAL SELLING)

STRATEGIES IN TEACHING
 A. FACE-TO-FACE CLASS DISCUSSIONS

B. MODULES

C. POWERPOINT PRESENTATIONS

D. VIDEO REACTIONS

E. RECITATION

F. CASE ANALYSIS

G. PROJECT MAKING

H. ROLE PLAY

I. OUTPUT MAKING (POSTER, VIDEO, AUDIO, PHOTO AND PRESENTATION)

VALUE SUFFUSED:

A. INDEPENDENCE

B. CRITICAL THINKING

C. LEADERSHIP AND ESPRIT-DE-CORP

D. PROFESSIONALISM

E. COORDINATION/COLABORATION

F. RESOURCEFULNESS

G. DECISION-MAKING

H. LIBERAL

I. RESPONSIBILITY

Prepared by:

Prof. JONATHAN A. AFABLE, LPT, M.Ed.