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COURSE TITLE COURSE DESCRIPTION include

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MM PROFESSIONAL SALESMANSHIP Professional Salesmanship is a basic course dealing with the fundamentals of trust-based personal selling. Areas specifically studied

understanding the sales industry and selling occupations; promoting selfleadership, building trust, and conducting sales dialogue; prospecting, qualifying, communicating, and relationship building; buyer motivation; creating value; handling resistance; earning commitment; customer concerns; and sales management. III. IV. V. CREDIT UNITS COURSE NO. OF HOURS GENERAL OBJECTIVES : THREE (3) UNITS : 54 HOURS : At the end of the course, the students are 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; 2. 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; 3. 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; 4. Understand and discover new selling techniques in a highly competitive and technologically advanced marketing environment. VI. CRITERIA FOR EVALUATION : Exam Quizzes, Projects, Assignments Attendance Total VII. COURSE REQUIREMENTS : 1. 2. 3. 4. Term Exam Quizzes Projects Assignments 50 % 40% 10% 100%

Time Allotment

Specific Objectives Content/ Instructional Materials At the end of the lesson, the students may be able to: 1. Define and explain the term selling. 2. Explain why everyone sells. 3. Discuss the reasons people might choose a sales carer. 4. Enumerate some of the various types of sales job. 5. Describe the job activities of salespeople. 6. Define the characteristics that are needed for success in building relationships with customers. 7. List and explain the 10 steps in the sales process. I. The Life, Times, and Career of the Professional Salesperson What is Selling? Why Choose a Sales Career? Is a Sales Career Right for You? Success in Selling What does it Take? Relationship Selling Sales Jobs are Different What does a Professional Salesperson Do? Relationship Marketing Levels of Relationship Marketing Building Relationships through the Sales Process Materials/Learning Resources: - Books - Hand-outs Prior Knowledge Present to the class a case about Facing a Sales Challenge in the person of Debra Hutchins, ask the students the following: 1. If you were in Debras position, what would you do? 2. What types of jobs would you recommend she consider?

Learning Task Conceptual Knowledge/ Understanding Discuss the following: The dynamic power salespeople impact the business world; Selling and marketing defined and contrasted; Personal selling defined.

Application

Valuing Perseverance Respect

Assessment Quiz Oral Exam Assignment: 1. Interview one or more salespeople and write a brief report on what they like and dislike about their jobs; why they chose a sales career; what activities they perform; and what they believe it takes to succeed in selling their products. 2. The term salesperson refers to many types of sales jobs. What are the major types of sales jobs available?

1st 2nd weeks

Multi-media aided lecture-discussion Case analysis

Specific Objectives Time Allotment 3rd 4th weeks 1. Describe the managements social responsibilities. 2. Explain what influences ethical behavior. 3. Define managements ethical responsibilities. 4. Discuss the ethical dealings among salespeople, employers, and customers. 5. Describe the international side of ethics. 6. Explain what is involved in managing sales ethics. Content/Instructional Materials II. Social, Ethical, and Legal Issues in Selling Managements Social Responsibilities What Influences Ethical Behavior? Managements Ethical Responsibilities Ethics in Dealing with Salespeople Salespeoples Ethics in Dealing with Their Employers Ethics in Dealing with Customers The International Side of Ethics Managing Sales Ethics Materials/Learning Resources: PRELIM EXAMINATION Books Handouts Prior Knowledge Present a case about how the sales manager of a printing company considered to do leasing business with the president of Equilease if he would also consider having 50% of his printing business with his company, and ask the students the following: 1. Is there an ethical conflict in this situation? Why? Or why not? 2.Would it be ethical to propose such a deal?

Learning Task Conceptual Knowledge/ Understanding Discuss the following: II. Social, Ethical, and Legal Issues in Selling a. An Organizations Main Responsibilities b. How to Demonstrate Social Responsibility c. Level of Sales Pressure d. Decisions Affecting Territory e. Suggestions for Staying legal f. Conflict of Interest

Application Lecture and group sharing Panel discussion

Valuing Honesty Patience Integrity Social Responsibilit y

Assessment Page reflection paper on Cases 2-2 Sport Shirts Quizzes Case Study Exam Assignment: 1. Have you ever experienced an ethical dilemma? Evaluate the dilemma with respect to its impact on other people. 2. Do you think a code of ethics would be more effective than leadership alone for implementin g ethical behavior? Discuss.

Specific Objectives Time Allotment

Content/Instructional Materials Explain the difference between a feature, an advantage, and a benefit. Be able to construct a SELL sequence. Know when and how to use a trial close. Explain why people buy benefits rather than features or advantages. Enumerate techniques for determining a customers needs. List factors that influence the customers buying decisions. Show why buying is a choice decision. III. The Psychology of Selling: Why People Buy Why People Buy Psychological Influences on Buying Needs- A Key to Success The Trial Close- A Great Way to Uncover Needs and SELL SELL Sequence Your Buyers Perception Perceptions, Attitudes, and Beliefs Consider the Buyers Personality Adaptive Selling Based on Buyers Style Classification of Buying Situations Technology Provides Information View Buyers as Decision Makers Satisfied Customers are Easier to Sell To Buy or Not to Buy- A Choice Decision Materials/Learning Resources: LCD Book

Prior Knowledge Present to the class the case about a perfect A average student, John Salley, who could not understand why his first two years in sales resulted in an average performance when his knowledge of the product is outstanding, ask the students the following: 1. If you were in Johns position, what would you do? Why? 2. Have you realized that knowledge about the product is important, however, knowledge about why and how your prospective customers buy is just as important?

Learning Task Conceptual Knowledge/ Understanding

Application

Valuing Empathy Compassion

Assessment Quiz Exam Assignment: 1. What three types if buying situations may be buyer be in when contacted by a salesperson ? Briefly describe each type. 2. What are the psychologica l factors that may influence the prospects buying decision?

5th 6th weeks

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6.

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Discuss the following: Case analysis III. The Psychology of Selling Group report a. The Black Box Multimedia Approach presentation b. Stimulus-response model of buyer behavior c. Psychological influences on buying d. Approach to buyer need satisfaction e. Important buying needs f. The trial close g. SELL sequence h. The Buyers Point of View i. Information Evaluation j. Purchase decision k. Postpurchases

Specific Objectives Time Allotment 1. Present and discuss the salesperson-buyer communication process. 2. Discuss and illustrate the importance of using nonverbal communication when selling. 3. Define and recognize acceptance, caution, and disagreement nonverbal signals. 4. Review barriers to effective sales communication. 5. Explain why it is so important to be knowledgeable. 6. Discuss the major body of knowledge needed for increased sales success. 7. Illustrate how to use this knowledge during the sales presentation. 8. Explain the main technologies used by salespeople. MIDTERM EXAMINATION Content/Instructional Materials IV. Communication for Relationship Building A. Communication: It Takes Two B. Nonverbal Communication: Watch for it C. Barriers to Communication D. Master Persuasive Communication to Maintain Control V. Sales Knowledge a. Know Your Customers b. Know Your Company c. Know Your Product d. Know Your Resellers Materials/Learning Resources: Books Handout Prior Knowledge Present a case about Amos Skaggs, a purchasing agent, who have heard 9 sales pitches that day, all saying the same thing, Buy from me, and Ill save you money. Ask the students the following: 1. What message has Skaggs sent to the salesperson? 2. If you were the salesperson, what might you do? 3. What would be of interest to Skaggs?

Learning Task Conceptual Knowledge/ Understanding Discuss the following: IV. Communication for Relationship Building A. Communication in a Sales Context B. Clues on Body Language C. Feedback D. Persuasion and Probing Defined E. Listening V. Sales Knowledge A. Sources of Sales Knowledge B. Knowledge Builds Relationships C. Advertising Aids Salespeople D. Sales Promotion Generates Sales E. Pricing F. Know Your Competition, Industry, and Economy

Application Multimedia aided lecture Panel discussion Group sharing

Valuing Love Diligence

Assessment Quiz Reporting Reflection Assignment: 1. Draw the salesperso n- buyer communic ation process. Describe each step in the process. Why is a two-way communic ation important in this process? 2. How do salespeopl e generally acquire their sales knowledge ?

7th 8 weeks

th

Specific Objectives Time Allotment At the end of the chapter, the students may be able to: 1. Define the sales process; list and describe its 10 steps in the correct sequence. 2. State why it is important to prospect. 3. Describe the various prospecting methods. 4. Ask for a referral anywhere during the referral cycle. 5. Make an appointment with a prospect or customer in person or by telephone. 6. Explain the importance of sales call planning. 7. List the four planning steps in order and understand them. 8. Develop a customer benefit plan. 9. Describe the prospects five mental steps in buying. Content/Instructional Materials VI. Prospecting a. The sales process b. Steps before the sales presentation c. Prospecting guidelines d. The prospect pool e. The referral cycle f. Obtaining the sales interview g. Wireless email helps VII. Planning the Sales a. Strategic Customer Sales Planning b. Preapproach c. The Prospects Mental Steps d. Overview of the selling process Prior Knowledge Case presentations, ask the students the following: 1. If you were one of these salespeople, how would you respond? 2. What would be your sales plan? 3. How do you get someone to listen to you? 4. How do you know when theyre ready to buy? 5. What to do on your first customer call?

Learning Task Conceptual Knowledge/ Understanding Discuss the following: VI. Prospecting a. Sales process definition b. Prospect and prospecting c. Prospecting methods d. Telephone and telemarketing VII. Planning the Sales a. The Customer Relationship Model b. Reasons for Planning the Sales Call c. Elements of Sales Call Planning d. Sales Call Objective e. Customer Benefit Plan Application Multimedia aided lecture Panel discussion Group sharing Valuing Diligence Sacrifice Assessment Quiz Reporting Reflection Assignment: 1. What is the differenc e between a lead and a prospect ? 2. What are the element s to consider when planning a sales call? Explain each one.

9th 10th weeks

Materials/Learning Resources: Books Handout

Specific Objectives Time Allotment 1. State why you first select a sales presentation method and then select the approach. 2. Describe the different sales presentation methods; know their differences; and know the appropriate situation for using a particular method. 3. Better understand how to give a presentation to a group of prospects. 4. Understand why negotiations can be an important part of the presentation. 5. Explain the importance of using an approach and provide examples of approaches. 6. Illustrate why the approach should have a theme that is related to the presentation and the prospects important buying motives. 7. Present four types of questioning techniques for use throughout the presentation and give an example of each technique. 8. Understand the importance of being flexible in your approach. SEMI-FINAL EXAMINATION Content/Instructional Materials VIII. Sales Presentation Method Selection a. Sales Presentation Strategy b. Sales Presentation Methods- Select one carefully c. Sales Presentation Go High Tech IX. Presentation Strategy a. The Right to Approach b. The ApproachOpening the Sales Presentation c. Technology in the Approach d. Using Questions Results in Sales Success e. Flexibility in your approach Prior Knowledge Case presentation prior to lecture, ask the students the following: a. What type of presentation would you use? b. How would you begin the presentation?

Learning Task Conceptual Knowledge/ Understanding Discuss the following: VIII. Sales Presentation Method Selection d. Definition of negotiation e. Phases of Negotiation f. Sales presentation defined g. Memorized presentation h. Formula presentation i. Need-satisfaction presentation j. Problem-solving presentation IX. Presentation Strategy f. Attitude during the approach g. First impression is critical to success h. The Situational Approach i. Opening with Statements j. Demonstration Openings k. Opening with Questions l. Three Rules for using questions

Application Multimedia aided lecture Panel discussion Group sharing Invited guest from the industry

Valuing Loyalty
Selflessness

Assessment Quiz Reporting Reflection Papers Assignment: 1. What are the four sales presentation methods? 2. Explain the reasons for using questions when making a sales presentation. 3. What is SPIN? Give an example of a salesperson using SPIN. tt

11 - 12
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Materials/Learning Resources: Books Handout

Specific Objectives Time Allotment 1. Discuss the purpose and essential steps of the sales presentation. 2. Give examples of the six sales presentation mix elements. 3. Describe difficulties that may arise during the sales presentation and explain how to handle them. 4. State how to handle discussions of the competition. 5. Explain the need to properly diagnose the prospects personality to determine the design of the sales presentation. 6. Explain why you should welcome a prospects objections. 7. Describe what to do when objections arise. 8. Discuss seven basic points to consider in meeting a prospects objections. 9. Explain six major categories of prospect objections and give an example of how to handle each of them 10. Present and use in your presentation several techniques for obligations Content/Instructional Materials X. Elements of a Great Sales Presentation a. The purpose of the presentation b. Three essential steps within the presentation c. The sales presentation mix d. Visual aids help tell the story e. Dramatization improves your chances f. Demonstration prove it g. Technology can help h. The ideal presentation i. Presentation difficulties XI. Welcome Prospects Objections a. Six major categories of objections b. Techniques for meeting objectives Materials/Learning Resources: Books Handout 8 Prior Knowledge Ask the students the following: a. What if the customer will not take your word? b. What would you say to a buyer? c. How does a professional salesperson handle a possible difficult situation?

Learning Task Conceptual Knowledge/ Understanding Discuss the following: The sales presentation mix a. Persuasive communication b. Demonstration c. Dramatization d. Visual aids e. Proof f. participation Objections a. What are objections? b. When do prospects object? c. Objections and the sales process d. Basic points to consider in meeting objections e. Technology can effectively help f. Respond to objections g. After meeting the objections- what to do?

Application Multimedia aided lecture Panel discussion Group sharing Invited guest from the industry

Valuing Faith Love

Assessment Quiz Reporting Reflection Papers Assignment: 1. Discuss the various elements of the sales presentation mix and indicate why you need to use visuals during your presentation. 2. What does a sales objection indicate? 3. What are the basic points to consider in meeting objections?

13 14
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Specific Objectives Time Allotment 1. Explain when to close. 2. Describe what to do if when you ask for the order, your prospects asks for more information, gives an objection, or says no. 3. Explain why you must prepare to close more than once. 4. Discuss the 12 keys to a successful close. 5. Present, illustrate, and use several techniques for closing the sale in your presentation. 6. Construct a multiple-close sequence. 7. State why service and follow-up are important to increasing sales. 8. Discuss how follow-up and service result in account penetration and improved sales. 9. List the eight steps involved in increasing sales to your customer. 10. Explain the importance of properly handling customers returned goods requests and complaints in a professional manner. Content/Instructional Materials XII. Closing Begins the Relationship j. When should I pop the questions? k. Reading buying signals l. What makes a good closer? m. How many times should you close? n. Closing under fire o. Difficulties with closing p. Essentials of closing sales q. Prepare several closing techniques r. Prepare a multipleclose sequence s. Close based on the situation t. Research reinforces these sales success strategies u. Keys to improved selling Materials/Learning Resources: Books Handout Prior Knowledge Ask the students the following: 1. When should I pop the question? 2. What makes a good closer?

Learning Task Conceptual Knowledge/ Understanding Discuss the following: Closing a. Closing techniques b. Difficulties When you do not make the sale a. The proper handling

Application Multimedia aided lecture Panel discussion Group sharing Invited guest from the industry

Valuing Hope Service

Assessment Quiz Reporting Reflection Papers

15th week

16th week

FINAL EXAMINATION

R E F E R E N C E S: 1. Strategic Planning." NC Office of State Personnel, n.d. Web. 10 Jul 2011. <http://www.performancesolutions.nc.gov/strategicPlanning/index.aspx>. 2. ^ Spiro, Rosann L., Gregory A. Rich, and William J. Stanton. Management of a Sales Force. 12. New York, NY: McGraw-Hill/Irwin, 2008. 49-51. Print. 3. ^ 2. Spiro, Rosann L., Gregory A. Rich, and William J. Stanton (2008), Management of a Sales Force, 12th Edition, McGraw-Hill Irwin, Boston, pp. 134-137. 4. ^ 2. Spiro, Rosann L., Gregory A. Rich, and William J. Stanton (2008), Management of a Sales Force, 12th Edition, McGraw-Hill Irwin, Boston, pp. 134-137. 5. ^ 2. Spiro, Rosann L., Gregory A. Rich, and William J. Stanton (2008), Management of a Sales Force, 12th Edition, McGraw-Hill Irwin, Boston, pp. 134-137. 6. ^ 1.Munyon, Timothy P., Summers, James K., and Gerald R. Ferris. Team staffing modes in organizations: Strategic considerations on individual and cluster hiring approaches. Human Resource Management Review. 21:3 (2011):228-242. 7. ^ 2. Spiro, Rosann L., Gregory A. Rich, and William J. Stanton (2008), Management of a Sales Force, 12th Edition, McGraw-Hill Irwin, Boston, pp. 134-137.

8. Dalrymple, Douglas J., and William L. Cron. Sales Management: Concepts and Cases. 6th ed. New York, NY: John Wiley and Sons, 2008. 9. Hughes, G. David, Daryl McKee, Charles H. Singler. Sales Management: A Career Path Approach. Cincinnati, OH: South-Western College Publishing, 2009.
10. Kotler, Philip, and Gary Armstrong. Principles of Marketing. 9th ed. Upper Saddle River, NJ: Prentice Hall, 2009. 11. Read more: http://www.referenceforbusiness.com/management/Pr-Sa/Sales-Management.html#b#ixzz2b0zAW0h8 Prepared by: Approved by:

Joanalyn M. Balabag 10

Angelica G. Omlas, MBA

BSBA Dean

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