Professional Salesmanship - 3M Syllabus

ADAMSON UNIVERSITY
College of Business Administration

Management and Marketing Department
1. Course and Instructor Information

College: Business Administration
Department: Marketing and Management Department
Course Title: PROFESSIONAL SALESMANSHIP
Course Code: MK410
Pre-Requisite: MK221 PRINCIPLES OF MARKETING
Co-Requisite:
Credit Units: 3
Instructor: DR. LYNN B. GARCIA-FUFUGAL
Consultation Hours:
2. Course Description –
This course covers concepts, principles and strategies utilize in the practice of professional salesmanship that will help ensure the market/sales success of company products and
services. The course also includes the sales ethics, understanding buyers, strategic prospecting, preparing and planning sales dialogue to create and communicate value. Moreover,
marketing students will also learn from this course how to address customers’ concerns, earn their commitments and the idea of self-leadership and teamwork. Hence, students
are expected to apply what they have learned and developed strategic prospecting and presentation plans, sales proposal and routing plans which necessary in the attainment of
optimum sales performance.
MK410 Date Effective: Date Revised: Prepared by: Checked by: Approved by: Page 1 of 13
PROFESSINAL SALESMANSHIP Dr. Amy Daraway Dr. Amy Daraway
August 2020 July 2020 Dr. Lynn B. Garcia-Fufugal Dept. Chairperson College OIC
3. Institutional Graduate Outcome (IGO) and Relationship to Student Outcomes (SO) and Course Outcomes (CO)
INSTUTIONAL GRADUATE STUDENT OUTCOMES COURSE OUTCOMES
OUTCOME
SO1 - Simulate the basic functions of management such as planning, CO1- Prepare strategic business/Sales plan
Creative Thinker/ Effective Communicator / organizing, leading and controlling.
Discerning Practitioner / Lifelong Learner
SO4 -Express oneself clearly and communicate effectively with CO2 – Use appropriate mechanics and grammar in both
Effective Communicator stakeholders both orally and written forms. oral and written communication or presentation.
SO6 -Work effectively with other related interested parties and CO3- Provide expertise, assistance and support of the
Ethical Leaders manage conflict in the workplace. team members to achieve set goals and objectives.
4. Course Outcome – Student Outcome Matrix

STUDENT OUTCOMES
COURSE OUTCOMES Course Intended 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15

Learning Outcomes
(CILO)
CILO1 E
CO1- Prepare strategic business/Sales plan CILO2 E
CILO3
CILO4 E
CO2 – Use appropriate mechanics and grammar in both oral and CILO5 E
written communication or presentation.
CILO 6 E
CO3- Provide expertise, assistance and support of the team members CILO 7 E
to achieve set goals and objectives.
CILO 8 E
I- Introductory, 2 – Enabling, 3 – Demonstrative
5. Course Output
As evidence of attaining the above course intended learning outcomes (CILO), the student is required to accomplish and submit the following during the indicated period/dates
within the term:
COURSE OUTCOMES Course Intended Learning Required Output
Outcomes
CO1- Prepare strategic business/Sales plan CILO 1

Strategic Prospecting Plan
CILO 2
Prospecting, Sales Dialogues
CILO 3 and Presentation Plan
CO2 – Use appropriate mechanics and grammar in both oral and written communication or CILO 4 Sales Proposal
presentation.
CILO 5 Sales Dialogue Template
CO3- Provide expertise, assistance and support of the team members to achieve set goals and CILO 6 Territory Routing Plans
objectives.
CILO 7
Experiential Learning-
CILO 8
Reflection Paper
6. Rubrics : (Assessment: Sales Plan)
CRITERIA Exceed Expectation Meets Expectation Lacks Expectation Fails Expectation

(4) (3) (2) (1)
(20%) Includes ALL (4) Includes ALL (4) Includes ALL (4) Does NOT include all
Title Page components components components components or components
Table of Contents • ALL components are very • ALL components are very • MOST components are are unclear and do NOT
1. STRATEGIC PROSPECTING PLAN thorough, clear and realistic thorough, clear and realistic relatively clear, coherent and contain relevant content
and contain relevant content and contain relevant content contain relevant content but
• Generating Sales Leads and poorly written
• Determining Sales Prospects ALL components are well written but not well written not well written
• Prioritizing Sales Prospects
• Preparing for Sales Dialogue
(20%) • Includes ALL (2) components • Includes ALL (2) • Includes ALL (2) components Does NOT include all
2. PROSPECTING/ • ALL components are clear, components MOST components are relatively components or components are
coherent and contain relevant • ALL components are clear, coherent and contain relevant unclear and do NOT contain
SALES DIALOGUES AND
content clear, coherent and contain content but not well written relevant content and poorly
PRESENTATIONS PLAN ALL components are well written relevant content but not well written
written
3. SALES PROPOSAL • ALL components are clear, components MOST components are relatively components or components are
• Executive Summary content clear, coherent and contain content but not well written relevant content and poorly
• Customers Need and Proposed Solution ALL components are well written relevant content but not well written
• Seller Profile written
• Pricing and Sales Agreement
• Implementation and Timetable
4. SALES DIALOGUE TEMPLATE • ALL components are clear, components MOST components are relatively components or components are
• Prospect Information content clear, coherent and contain content but not well written and/or relevant content and poorly
• Customer Value Proposition ALL components are well written relevant content but not well presented written and/or presented
• Sales Call Objective and/or presented written and/or presented
• Linking buying motives, benefits,
support information and other
reinforcement methods
• Competitive Situation
• Beginning the Sales Dialogue
• Anticipate Questions and Objections
• Earn Prospect Commitment
• Build Value Through Follow-Up Action
5. TERRITORY ROUTING PLANS (15%) • ALL items are clear, coherent • ALL items are clear, coherent • MOST items are relatively clear, Does NOT the items or the
and contain relevant content ALL and contain relevant content but coherent and contain items are unclear and
components are well written not well written relevant content but not well written do NOT contain
relevant content and poorly
written
QUALITY OF COURSE OUTPUT (5%) Excellent presentation of items Very Good presentation of Good presentation of items Poor to Fair presentation of
• Logical organization items items
• Print and writing quality • Professional
layout and binding
• Graphics, charts, diagrams, etc.
7. Learning Plan
M Overview and Differentiated Mode of Delivery/Implementation FORMATIVE SUMMATIVE
O Description of ASSESSMENT ASSESSMENT
D TOPIC INSTRUCTIONAL LEARNING Conventional E-Learning
Each Part of the RESOURCES ACTIVITIES
U (Non-Digital (Digital/Technological Learning
Module TO BE USED Learning) Asynchronous Synchronous
L
E (CILO)
#
This module is I. Salesmanship: Its Nature and Printed copy/ The students are FACE TO FACE ONLINE ONLINE
planned to ensure that Rewards Ebook in engaged in a
students explain and Professional The students are The students The students and
A. The Selling Process prerecorded Activity
fully understand the Salesmanship lecture provided provided with the communicate with the teacher
1 B. The Professional Sales Requirements
salesmanship, its soft copy or hard the teacher based on discuss and Short Quiz
C. Salesman in Different Names by professor and
nature and rewards. copy of module the given explain the
D. Advantages and Disadvantages of answer short
Selling as a Career and is guided with schedule/date only. lessons
exercises provided
E. Responsibilities, Duties and in e-book. target time of interactively via
completion The students could
Qualification of Salespeople Google meet
Links to videos consult the teacher
F. Famous 5 Ps’ of Successful Selling The printed book, via email or
G. Ten Commandments in selling and infographics
module along with Blackboard Learn
H. Manner that a Salesman Ought to on successful
the required and
observe Personalities that
suggested reading
engaged in selling
materials are
maximized by the
students.
Learn duties, II. Characteristics and Behavior Printed copy/ Online forum Face to face Links to videos and Online Written report
responsibilities and Patterns of Customers Ebook in discussion lecture infographics on Interactive on the actual
essential A. Types of Buyer Professional with the Behavior patterns of discussion via online interview
characteristics traits B. Characteristics of an Extrovert/ Salesmanship students customers Google Meets with sales agents
of salespeople and Introvert Buyer
C. Internal Behavior Factors Links to videos
and articles of
2 customers behaviors D. Social Influences On Buying Behavior and related actual sales agents
patterns. E. Consumer Motivation online materials regarding their
F. Internal Forces experiences on
G. Theories Of Motivation buyer’s behavior
III. Building Trust and Sales Ethics Printed copy/ Audio visual Online Group Activity Prelim
Online lecture /
Explain and Ebook in presentation Interactive
A. What is trust? discussion with Face to face Presentation of Exam
understand what trust Professional discussion via
B. Why is trust important? the students lecture Links to videos and the Case study
3 is, how to build trust Salesmanship Google Meets
C. How to earn trust? other related online
and relationships and and related Case Analysis
D. Knowledge Bases materials via
sales ethics. online materials related to sales
E. Help Build Trust and Relationships Blackboard learn
ethics
F. Sales Ethics
To understand IV. Understanding Buyers (Business Printed copy/ Online Face to face Video presentation Online Short quiz
buyers, its Market) Ebook in lecture/discussion lecture Interactive
4 The students could
characteristics and Professional discussion via
A. Characteristics of business markets. Insights/lessons consult the teacher
needs and how they Salesmanship Google Meets
B. Steps in the business-to-business buying from the actual via email or
make decisions and related
process. online materials interview with Blackboard Learn
C. Types of buyer needs. purchasing
D. How buyers evaluate suppliers. personnel
E. Two-factor model regarding
F. Explain the different types of purchasing company
decisions. procurement’s
G. Four communication styles practices,
H. Concept of buying teams and specify the requirements,
different member roles. preferred
I. Means for engaging customers communication
styles and the
roles of different
members of
procurement
teams
Identify the V. Strategic Prospecting and Preparing Printed copy/ Lecture / Face to face Links to videos and Online Strategic Midterm Exam
importance and for Sales Dialogue Ebook in discussion lecture other related online Interactive Prospecting Plan
challenging task Professional materials via discussion via of a chosen
A. Discuss why prospecting is an important Develop Strategic
5 when it comes to Salesmanship Blackboard learn Google Meets company/
and challenging task for salespeople. Prospecting Plan
prospecting and related business
B. Explain strategic prospecting and each online materials for chosen
customers, its process
stage in the strategic prospecting company/business
process.
C. Describe the major prospecting methods
and give examples of each method
D. Explain the important components of a
strategic prospecting plan.
E. Discuss the types of information
salespeople need to prepare for sales
dialogue.
VI. Planning Sales Dialogues and Printed copy/ Online Face to face Links to videos and Online Sales Dialogue
Presentation Ebook in discussion/lecture lecture other related online Interactive and Presentation
Professional materials via discussion via Plan
A. Explain the essential of focusing on Application of the
6 Develop of strategic Salesmanship Blackboard learn Google Meets
customers when planning sales calls nine components Written Sales
prospecting plan, and related
B. Understand the alternative ways of of sales dialogue Proposal
prepare for sales online materials
communicating with prospects and template for
dialogue and customers through canned sales, planning sales
Sales Dialogue
presentation. presentation, written sales proposals, and dialogue and
Template
organized sales dialogues and presentation
presentation
C. Discuss the nine components in the sales Writing effective
dialogue template that can be used for sales proposals
planning and organized sales dialogue or
presentation Learn how to
evaluate sales
D. Explain how to write a customer value
proposal
proposition statement.
E. Link buying motives to benefits of the
sellers’ offering, support claims made for
benefits, and reinforce verbal claims
made.
F. Engage the customer by setting
appointments.
VII. Sales Dialogue: Creating and Printed copy/ Online lecture / Face to face Video presentation Online Short Quiz
Communicating Value Ebook in discussion lecture Interactive
A. Key characteristics of effective sales Professional The students could Case study
discussion via
dialogue Case Analysis consult the teacher via
Salesmanship and Google Meets
Explain and fully B. How salespeople can generate feedback related to creation email or Blackboard
related online
understand creating from buyers. and communication Learn
materials
and communicating C. How salespeople use confirmed benefits of value through
7 value, how to handle to create customer value. sales dialogue
customers’ /buyers D. Using Verbal support to communicate
resistance/ objections value in an interesting and
and earn commitment. understandable manner.
E. How sales aids can engage and involve
buyers
F. How salespeople can support product
claims.
G. Special considerations involved in sales
dialogue with groups.
Apply self-leadership VIII. Addressing Concerns and Earning Online lecture / Face to face Video presentation Online Group Activity
and teamwork, Commitment discussion lecture Interactive
territory routing /discussion The students could Case study
A. Why it is important to anticipate and discussion via
techniques and be overcome buyer concerns and resistance. Case Analysis consult the teacher
Google Meets
familiar with B. Why prospects raise objections. related to via email or
8 different types of C. Five major types of sales resistance. overcoming Blackboard Learn
selling technology D. The use of LAARC method to overcome buyer’s concerns
and automations. buyer resistance. and resistance
. E. Recommended approaches for
responding to buyer objections.
F. The earning commitment techniques that
secure commitment and closing.
IX. Adding Value: Self-Leadership and Printed copy/ Lecture/ Face to face Video presentation Online Territory Submission of
Teamwork Ebook in lecture/discussion Interactive Routing Plans Course Portfolio
A. The five sequential stages of Professional Discussion The students could
discussion via -Strategic
selfleadership consult the teacher
Salesmanship Development of Google Meets Prospecting Plan
B. The fours level of sales goals and explain via email or Long Exams
and related territory routing -Prospecting,
9 their interrelationships. Blackboard Learn Sales Dialogues
online materials plans based on the
C. Techniques for account classification. and Presentation
prospects for
D. The application of different territory Plan
chosen
routing techniques. -Sales Proposal
E. The usefulness of different types of company/business
-Sales Dialogue
selling technology and automations. Template
F. Increasing customer value through -Territory
teamwork.
Routing Plans
G. The six skills for building internal
-Experiential
relationships and teams.
Learning-
Reflection Paper
8. Other Requirements and Assessments
Aside from the course output, the student will be graded at other times during the term by the following: ➢
Student Reporting/Presentation
➢ Recitation/Student Participation
➢ Homework
9. Grading System
Prelim Period Midterm Period Final Period Semestral Grade
Class Requirements = 60% Class Requirements = 60% Class Requirements = 60% Final
P+M+F = Semestral Grade
Prelim Exam= 40% Midterm Exam= 40% Exam= 40%
30% 30% 40%
10. Textbook
Professional Salesmanship by Thomas N. Ingram, Raymond W. La Forge, Ramon A. Avila, Charles H. Schwepker and Michael R. Williams, 2017.
References
Sales Management: Building Customer Relationships and Partnerships by Joseph Hair, Rodph E.Anderson, Rajiv Mehta and Barry J. Babin. Professional
Salesmanship by Marjojn Vidal on Prezi.com (https://prezi.com)
Sales Bible: The Ultimate Sales Resource by Jeffrey Gitomer’s, Wiley, 2015
Fundamental of Selling: Customers for Life through Service by Charles M. Furrell, 13 th Edition, McGraw-Hill, 2014
Online Resources:
http://www.smei.org (Sales and Marketing Executives International)
11. Online Class Policies

1. Course Policy
Students in this course are expected to conform in all of the University Academic policies. In addition, students should observe the following:
• Attendance:
• Submission of Online Classs Requirements and Performance Report
• Examinations and(Short, Long and Major examination)
• Online Class Decorum

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ADAMSON UNIVERSITY

College of Business Administration

1. Course and Instructor Information

Department: Marketing and Management Department

Course Title: PROFESSIONAL SALESMANSHIP

Course Code: MK410

Pre-Requisite: MK221 PRINCIPLES OF MARKETING

Instructor: DR. LYNN B. GARCIA-FUFUGAL

4. Course Outcome – Student Outcome Matrix

COURSE OUTCOMES Course Intended 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15

CO1- Prepare strategic business/Sales plan CILO2 E

I- Introductory, 2 – Enabling, 3 – Demonstrative

CO1- Prepare strategic business/Sales plan CILO 1

CRITERIA Exceed Expectation Meets Expectation Lacks Expectation Fails Expectation

11. Online Class Policies

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