Professional Documents
Culture Documents
Time Frame
1st -2nd week
LEARNING
OUTCOME
Identify the model for
relationship selling
and sales
management
LEARNING
CONTENT/TOPIC
STRATEGIES/ACTIVITIES
MATERIALS/RESOURCES
VALUES
ASSESSMENT
Concepts/Definition of
Selling, Salesmanship
and Sales
Management
Lecture
Discussions
Film/ Slide Presentation
Case Study
Sharing of Observation
Truth
Excellence
Service
Seatwork
Recitation
Understanding Selling
and Buying
Lecture
Discussions
Case Study
Excellence
Service
Cooperation
Seatwork
Lecture
Service
Quizzes
Recognize the
managements Social
Responsibilities
Explain ethical
behavior
Participants in the
buying center
Organizational Buying
Process
Explain
organizational buying
process behavior
stages
7th 8th week
Preparation for
Relationship Selling
Discussions
Film/ Slide Presentation
Sharing of Observation
Prelims
Lecture
Discussions
Sharing of Observation
as Profession
Fairness
Cooperation
Commitment
Recitation
Truth
Excellence
Service
Fairness
Cooperation
Commitment
Honesty
Seatwork
Recitation
Excellence
Service
Commitment
Assignments
Recitation
Know Communicating
the Sales Message
Analyze the
Negotiating for WinWin Solution
Self-Management:
Time and Territory
Lecture
Discussions
Film/ Slide Presentation
Sharing of Observation
Enumerate the
Elements of Time and
Territory Management
Salesperson
Performance: Behavior,
Motivation,
Compensation,
Leadership and
Evaluation of
Salesperson
Lecture
Discussions
Case Study
Excellence
Service
Fairness
Cooperation
Commitment
Honesty
Quizzes
Recitation
Service
Commitment
Recitation
Planning, Staffing,
Training
Midterms
Lecture
Discussions
Recruitment and
Selection
Recognize the
Training
Salespersons Career
Lecture
Discussions
Case Study
Sharing of Observation
Cooperation
Commitment
Honesty
Quizzes
Recitation
Evaluating Sales
Performance
Lecture
Discussions
Sharing of Observation
Service
Fairness
Honesty
Recitation
Selling Globally
Lecture
Discussions
Case Study
Sharing of Observation
Excellence
Service
Seatwork
Quizzes
Recitation
th
17 week
Evaluating Training
Identify the difference
of Performance
versus Effectiveness
Recognize the
Objective and
Subjective
Measurement
18th week
China
Finals
Course Materials/Requirements:
Training Program
Seminars
Clippings of Sales Profession Issues
Sales Presentation (Group and Individual)
Reference Books:
Bearden, William and et.al Marketing Principles and Perspective 5th edition. Mc Graw Hill, New York, 2007
Cron. William L, De Carlo Thomas, Sales Management. Concepts and Cases 10th Edition, 2010
Ingram, Thomas H. Professional Selling, Cengage Learning, 2012
Ingram, Thomas N. et.al. Sales Management. Analysis and Decision Making 6th Edition, Thomson 2007
Lao, Felix M. Jr., Successful Selling Strategies Anvil Publishing, Inc. @ 2010
Roa, Floriano F., Business Ethics and Social Responsibility 2nd Edition Rex Publishing, 2011
Schiffman, Stephan: Secrets of Selling Services; Everything you need to sell what your consumers can see- from pitch to close, McGraw Hill 2013
Grading System:
Class Standing 60% (includes quizzes, recitation, attendance, assignment)
Major exam 40% (Prelim, Midterm, Finals)
Subject Grade 30% PG, 30% MG, 40% FG
Prepared by:
_________________________
YURI WALTER D. AKIATE, Ph. D
Noted by:
_________________________
LANNIE D. GALVAN, MM
Date:
10/23/2015