Professional Documents
Culture Documents
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CLB Vision:
CLB Mission:
The Colegio ng Lungsod ng Batangas (CLB) is committed to quality but affordable education and people-oriented institution of
learning which equips graduates with required competencies and ethical principles to assume responsible roles in meeting the
challenges of modern life as a universal man, upholding the right of the majority, respecting the dignity of the person and
protecting the environment.
To prepare students to become useful citizens, God-fearing, value-oriented and disciplined individuals engaged in the noble task of
uplifting the quality of life in the community. The Colegio ng Lungsod ng Batangas (CLB) is inspired by the ideals of:
1.
TRUTH
the power of knowledge centered on the emancipating of force of truth;
2.
JUSTICE the opportunity to avail themselves of the blessings of knowledge and social progress in a community
where power and opportunity are shared within the framework of the ideals and principle of democracy;
and,
3.
Course title
Credit Units
Course Description
Course Intended
Learning Outcomes
(CILO)
INTEGRITY Honesty is the primordial principle governing ones decisions, actions and actuations.
Professional Salesmanship
3 units
Course Code
Course Pre/Co-requisites
MKT2
MKT 1
This course will put selling on a professional basis-that takes into account the demands of changing times, advance
technologies, new products, and sophisticated buyers.
At the end of this course, the students should be able to:
1. Identify the nature of the Filipino consumer; describe the Filipino cultural heritage, characteristics and behaviour of the
consumer.
2. Be acquainted with the theories, importance and factors of motivation with the buyers or consumers
3. Graduate with complete knowledge on the basics of salesmanship and be a responsible salesman in the community.
4. Understand the role and the nature of selling as a tool, as well as an important function, in the marketing of products
and services
5. Learn and develop personal selling skills as well as the new strategies that will insure the successful marketing of the
product in a givenenvironment, either as an entrepreneur or sales personnel;
6. Understand and discover new selling techniques in a highly competitive and technologically advanced marketing
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environment.
Week
Content Standards
Declarative
Knowledge
PRELIMINARY PERIOD
1
Demonstrate understanding
of vision, mission.
2
Essential Learning
Suggested Teaching
Learning Activities
(TLAs)
Functional
Knowledge
Class discussion
History of salesmanship in
the Philippines
Distinction between selling
and salesmanship
Forms of Selling
Career Opportunities in
Selling
Advantage/Disadvantage of
selling as career
Rewards of Selling
Assessment
Tasks (ATs)
Assignment,
individual
recitation
Assignment
Demonstrate familiarity
withThe Salesmans
Responsibilities, Duties and
Qualification
Identifying the
salesmans
responsibilities,
duties, qualification,
and characteristics of
sales people.
Recitation/Quiz
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4&5
Demonstrate familiarity
withCharacteristics and
Behavior Patterns of
Consumer
People
5 Ps of Successful Selling
Manners that should be
Observed by the Salesman
Appreciating the
behavior patterns of
consumer
Recitation/Quiz
Lecture, Discussion,
Power Point
Presentation, Group
Dynamics
Recitation/Quiz
Lecture
Group Work
Role Playing
Recitation/perfor
mance
MIDTERM PERIOD
8&9
Demonstrate familiarity
withThe Company: Its
Products and Competition
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10
&11
Demonstrate familiarity
withPrices, Discounts,
Policies
and Practices
SEMI-FINAL PERIOD
13
Demonstrate familiarity
withProspecting and
Getting the Right Start
Handling Complaints
Specific Information
Important to the Salesman
Facts about Company
Product
What to show about
Competition
How the Salesman Uses his
Information
Factors considered in
making decision
Factors involved in setting
the retail price
Types of Discounts
Credit Policies and
Practices
Types of open-charge
accounts
Information about Credit
Applicants
Identifying the
advantages of pricing,
discounts, policies
and practices
Identifying the
sources of
information in
obtaining prospects
Recitation
Lecture, Discussion,
Group Dynamics,
Presentation and Role
Playing
Observation/Clas
s Critique/Quiz
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14 &
15
FINAL PERIOD
17
Demonstrate familiarity
withLegal and Ethical
Problems in Selling
18
Demonstrate Competency
withRetail Selling
19
Demonstrate competency
withBusiness to Business
Selling
Identifying and
discuss the principles
of handling objections
Importance of legal
Aspects of Selling
Practical Advice on Legal
Behavior
Ethical Problems in Selling
Ethical Problems in
Customer Relations
Ethical Problems Connected
with Employees
Ethical Problems Connected
with Competitors
The Approach in Retail
Selling
Making the Sale
Problems in Retail Selling
Completing the Transaction
Distinguishing ethical
problems in dealing
with customers,
employees as well as
with competitors.
Characteristics of the
Market
The Purchasing Agent
The Specifier
The Decision Maker
The Business to Business
Selling Process
Lecture/Discussion/Sale
s Presentation/Role
Playing
Observation/Reci
tation/
Quiz
Lecture
Discussion
Group Dynamic
Observation/Clas
s Critique/Quiz
Video Modelling
Guest Speaker
Individual
Simulation Sales
Presentation
Video Modelling
GuestSpeaker
Individual
Simulation Sales
Presentation
Comprehending the
different concepts
and factors that are
involved in B2B
selling needs vast
amount of information
before a decision are
made
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Basic Readings:
Extended Readings:
Course Assessments
Garcia, Alipio M., and Villanueva, Merla G., Professional Salesmanship, 2009
Arante, Lilia B., and Julita R. Gomez, Salesmanship: Revised Edition, 2008
Buskirk and Buskirk, Selling: Principles and Practices, 1998
Manning, Gerald L., Reese, Barry L., and Ahearne, Michael, Selling Today 12 th Edition, 2012
As prescribed
1.
2.
3.
4.
5.
6.
Course Policies
Cell Phone can be used in aid of any course requirement. During examination period cell phone are not allowed.
Cheating is strictly prohibited.
Six (6) absences means drop before the midterm period. After Midterm and six absences was accumulated means failed.
Three days late is equivalent to 1 day absent.
Completion of assessment.
Oral and written report.
Midterm Grade
Grading System
Midterm Examination
Preliminary Examination
Written Output
Oral Participation
Attendance
Final Grade
30%
20%
20%
20%
10%
100%
Final Exam
Semi-Final Exam
Written Output
Oral Participation
Attendance
Mid-term Grade
Final Grade
- 40%
- 60%
100%
Review Committee:
Noted by
Approved by:
Pages
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August 2016-2017