Marketing Management Department

Course Syllabus

COURSE CODE/TITLE:MARKET2 -Salesmanship & Sales Management

(for entrepreneurship program)

MARKSAM -Salesmanship & Sales Management

(for marketing majors)

PRE-REQUISITE:MARKET1

PRE-REQUISITE TO:MARKAD1, MARKPRO, MARKEL1

TYPE OF COURSE:basic course

FACULTY:

TERM/TIME/ROOM:

COURSE DESCRIPTION:

OBJECTIVES:

At the end of the course, the student is expected to:

  1. Understand the role and the nature of selling as a tool, as well as an important function, in the marketing of products and services;
  1. Learn and develop personal selling skills as well as the new strategies that will insure the successful marketing of the product in a given environment, either as an entrepreneur or sales personnel;
  1. Understand the nature and the scope of work of a Sales Executive responsible for a group of sales persons tasked to promote and sell a particular product;
  1. Understand and discover new selling techniques in a highly competitive and technologically advanced marketing environment.

VALUES:

  1. To acquire the spirit of social service in practice of salesmanship;
  1. To emphasize the virtues of honesty and responsibility in the Salesmanship program the students will undergo during the trimester.
  2. To underscore the importance of Religio, Mores, Cultura in becoming a Christian Achiever through the development of an effective Sales Management Program reflecting these La Sallian values.

TOPICS:

SESSION NO. / T O P I C / NO. OF HOURS
1 / PERSONAL SELLING AND MARKETING STRATEGY
a) Dovetailing of SELLING into the 4Ps.
b) Personal Selling, Salesmanship, and Sales Management.
c) Personal Selling Objectives and Strategies.
Exercises:Discussion questions
Case on 4Ps and the role of personal selling. / 3
2 / UNDERSTANDING SELLING AND SALESMANSHIP
a) Definitions, Roles, Myths, Careers in Selling
b) Importance of Personality and Product Knowledge
c) Secrets of Sales Champions, their attitudes, philosophies, and work habits.
d) Theories of Motivation and Principles of Persuasion.
e) Legal/Ethical Aspects and Social Responsibilities. / 3

MARKSAM/MARKET2 SYLLABUS/page 2 ......

SESSION NO. / T O P I C / NO. OF HOURS
3 / THE SELLING PROCESS
a) Prospecting and Qualifying
 Insights on direct mail
b) Pre-Approach
c) Approach
d) Presentations and Demonstrations
e) Handling Objections
f) Closing/Negotiation
g) Follow-up and Account Servicing
 An Insight to Customer Intimacy / 3
4 / CATEGORIES OF SELLING
a) Retail Selling
b) Direct Consumer Selling
c) Telemarketing
d) Industrial Selling
e) Non-personal Selling
f) On Relationship Marketing
Suggested Activities and Cases:
 Exposure to a retail organization, interviews and reports from the following sales oriented organization:
 Real Estate
 Insurance
 Books
 Hotels and Recreational Facilities
 Department Store
 Others
 Workshop and preparation of a telemarketing script.
 Role Playing on Telemarketing / 3
5 / SALESFORCE MANAGEMENT
a) Salesforce Objectives
b) Salesforce Strategy
c) Salesforce Structure
d) Salesforce Size
e) Salesforce Compensation
f) Managing the Salesforce
 Recruiting and Selecting Sales Representatives
 Training the Sales Representatives
 Directing, Supervising, and Motivating Sales Representatives
 Sales Meetings and Contests
 Sales Quotas
 Sales Budgets
 Sales Territories
 Performance Evaluation
g) Cost Analysis and Sales Audit
Suggested Activities:
 Preparation of a recruitment ad
 Workshop on recruitment
 Conceptualization of a comprehensive sales program for the company / 3

MARKSAM/MARKET2 SYLLABUS/page 3 ......

SESSION NO. / T O P I C / NO. OF HOURS
6 / CURRENT ISSUES ON SELLING AND SALESMANSHIP
a) Implications of high technology in selling and salesmanship.
b) Networking
Suggested Activities and Cases:
 Talk by a corporate sales executive on current issues about selling.
 Analysis and discussion on the implications of high technology on selling and salesmanship. / 3
7 /

Final Presentation

TEACHING METHODS:

 Lectures

 Group presentation

 Exercises

REQUIREMENTS:

  1. The students are required to experience selling by undergoing an actual selling activity inside and outside the university. The faculty in-charge will set the minimum sales target per student to be accomplished a week before the final examination period. The selling activity shall commence two weeks after the opening of the class. An individual sales performance report will be submitted every four weeks.
  1. A Group Sales Presentation will serve as the Midterm Examination of the students. They are free to choose the company that they will present but will consult the faculty in-charge. This is an integrating activity where students are expected to apply the sales process in a “simulated selling environment.” The faculty in-charge will act as the buyer.
  2. A Final Group Paper in lieu of the final examination will be submitted at the end of the term. The paper will be a Sales Program that will cover the Sales Management Process detailed in Part V below. For Marketing Majors, this paper will include an assessment of the selected company’s existing Sales Program and should make recommendations to improve or enhance the present program. For Non-Marketing majors, especially Business Management majors, the Sales Program will envision a program for the product they have selected for their Entrepreneurship subject.

ASSESSMENT/EVALUATION:

Mid-term GradeFinal Grade

Class participation and attendance 25% 25%

Quizzes 25% 25%

Group Reports 25% 25%

Mid-term Sales Presentation 25% Final Paper 25%

------

100% 100%

TEXTBOOKWeitz, Barton; Castleberry, Stephen and Tanner, John Jr. 2001. Selling: Building Partnerships, 4th edition

REFERENCESBuskirk, Richard and Buskirk, Bruce 1992. Selling: Principles and Practices

Reprinted by JMC Press, Q.C.

Prepared by:

Mr. Joselito Cariño / Mr. Carlos Maglutac

June 2000

/c: syllabus/filename: Marksam syllabus/May 2000/bambi