PACA 011 ISSUE 5 REV 4 11242014 RTP

POLYTECHNIC COLLEGE OF LA UNION

Agoo, La Union
Tel. No. (072) 710-0242 / 607-9512 Telefax No. (072) 521-0592

Member: Philippine Association of Colleges & Universities (PACU)

BACHELOR OF SCIENCE IN BUSINESS ADMINISTRATION

DETAILED TEACHING SYLLABUS IN PROFESSIONAL SALESMANSHIP
Vision:

Graduates with superior knowledge, skills and attitudes who are effective and globally competitive
professionals

Mission:

The Polytechnic College of La Union a non-stock, non-profit college, shall develop a strong and innovative
human resource base who demonstrate steep values and personal discipline via the use of information in
response to regional, national and international objectives.

Objectives:

1. To provide students with competitive knowledge, discipline and competence.

2. To provide students with state-of-the-art information and communication technology.

Philosophy:

Polytechnic College of La Union aims at the total development of man for a greater societal participation.

College Vision:

BSBA graduates deserving to be the most preferred graduates, in terms of employment, by both public and
private offices of the region.

College Mission:

To equip our graduates with superior knowledge, skills and competence of the four (4) management system
to wit: Organization and Human Resource, Operations, Marketing, and Financial Management
The graduates of the BSBA program shall have the knowledge and possess the following competencies:

Program
Outcomes:

A. Five Competencies

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PACA 011 ISSUE 5 REV 4 11242014 RTP

1. Resources: identifies goal-relevant activities, ranks them and allocates resources
2. Interpersonal: works with others
3. Information: acquires and evaluate information
4. Systems: understands complex interrelationships
5. Technology: works with variety of technologies
B. Skills and Personal Qualities
1. Basic skills: reads, writes, performs, listens, and speaks;
2. Thinking skills: thinks creatively, makes decisions, solve problems, visualizes, knows how to learn and
reason; and
3. Personal Qualities: possesses a sense of responsibility, self-esteem, sociability, self-management, integrity
and honesty

Course
Outcomes:

Professional Specific Competencies

1. Performs work activities effectively and efficiently to the standards expected in the operation required in the
business industry.
2. Undertakes tasks, functions, duties, and activities in the operation of businesses, government and nongovernment agencies in accordance with the competency standards.
3. Analyze situation, identifies problems, formulates solutions and implements corrective and/or mitigation
measures and action.
The student shall be able to:
1. Acquire knowledge on professional salesmanship and able to apply in their field.
2. Appreciate the importance of being a salesman.
3. Understand the importance of personal selling to: Salesman, Prospects, and Company
4. Develop sales personality
5. Have knowledge on the use of social responsibility in selling
6. Have a deeper understanding on products, company and prospects
7. Understand the selling process

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Course Number:
MMgmt1
Course
Description:
References:

Credit
Lecture
Laboratory
Units:
Hours:
Hours:
PROFESSIONAL SALESMANSHIP
3
3
0
This course is intended to introduce to students the concepts of personal selling and how to be a professional
salesman.
Descriptive Title:

R1 Professional Salesmanship by Alipo M. Garcia and Merla G. Villanueva

R2 Fundamentals of Selling by Charles M. Futrell
R3 Selling Principles and Practices. McGraw-Hill,Inc.New York. By Richard S. Buskink and Bruce D. Buskink

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Competence

Introduce the
concepts of
personal selling
and how to be a
professional
salesman.

Introduce the
concepts of
personal selling
and how to be a
professional
salesman.

KUP

Topic

To develop
the ideas on
salesmanship
Define
salesmanship
and discuss
its importance

1. Nature of
Salesmanship
a. Meaning of
salesmanship
b. Importance of
personal selling
to:
-Salesman
-Prospects
-Company
c. Advantages of
being a
salesman over
being an office
worker

Knowledge on
developing a
sales
personality

2. Developing a
Sales Personality
a. Meaning of
sales
personality
b. Importance of
sales
personality

Intended Learning
Outcomes/
Performance

a. Know and define

salesmanship
and its nature.
b. Understand the
importance of
personal selling.
c. Explain the
advantages of
being a salesman
over being an
office worker.

Teaching
/Learning
Activity
Lecture
Group
discussion
Recitation
Seatwork

Assessment Task

References

Equipment
/
Materials/
Tools

Short/Long
Tests
Assignment
s
Recitation
Oral
Reports

R1
R2
R3

Handouts
Laptop and
projector

R1
R2

a. Define sales
personality and
discuss its
importance.
b. Know the
important aspects
of sales

Lecture
Group
discussion
Recitation
Seatwork

Handouts
Laptop and
projector

Time
Frame

3 hours

6 hours

Short/Long
Tests
Assignment
s
Recitation
Oral
Reports
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PACA 011 ISSUE 5 REV 4 11242014 RTP

Competence

Introduce the
concepts of
personal selling
and how to be a
professional
salesman.

Introduce the
concepts of
personal selling
and how to be a

KUP

Understand
the use of
social
responsibility
in selling

To keep
abreast to the
importance of
knowledge on
product

Topic

Intended Learning
Outcomes/
Performance

c. Important
aspects of
sales
personality
d. Ways of
improving sales
personality

personality.
c. Understand the
ways of improving
sales personality.

3. The Use of Social

Responsibility
in Selling
a. Meaning of
social
responsibility
b. Being socially
responsible to:
-Prospects
-Company
-Other
salesmen
-Competitors
-Yourself

a. Define social
responsibility.
b. Explain how to be
socially
responsible.

4. Knowing the
Product

a. Explain the
importance of
knowledge of the

Teaching
/Learning
Activity

Assessment Task

References
R1
R3

Lecture
Group
discussion
Recitation
Seatwork

Short/Long
Tests
Assignment
s
Recitation
Oral
Reports

Lecture
Group
discussion
Recitation
Seatwork

R1
R2
R3

Equipment
/
Materials/
Tools
Handouts
Laptop and
projector

Time
Frame

3 hours

Handouts
Laptop and
projector
6 hours

Short/Long
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Competence

KUP

professional
salesman.

Introduce the
concepts of
personal selling
and how to be a
professional
salesman.

Discuss the
importance of
company and
the specific
information
about the
company that
the salesman
must know

Topic
a. Importance of
knowledge of
the product
b. Specific
information
about the
product that the
salesman must
know
c. Sources of
information
about the
product
d. Using
knowledge of
the product

5. Knowing the
Company
a. Importance of
company
knowledge
b. Specific
information

Intended Learning
Outcomes/
Performance
product.
b. Understand the
specific
information about
the product that
the salesman
must know.
c. Know the sources
of information
about the product
and the use of
knowledge of the
product.

a. Explain the
importance of
company
knowledge.
b. Understand the
specific
information about
the company that
the salesman
must know.

Teaching
/Learning
Activity

Assessment Task

References

Tests
Assignment
s
Recitation
Oral
Reports

R1
R2
R3

Equipment
/
Materials/
Tools

Time
Frame

Handouts
Laptop and
projector

Lecture
Group
discussion
Recitation
Seatwork

6 hours

Short/Long
Tests
Assignment
s
Recitation
Oral
Reports

R1
R2
R3

Handouts
Laptop and
projector

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PACA 011 ISSUE 5 REV 4 11242014 RTP

Competence

Introduce the
concepts of
personal selling
and how to be a
professional
salesman.

KUP

Knowledge on
prospect; the
importance of
knowing them
and how they
buy their
products.

Topic
about the
company that
the salesman
must know
c. Sources of
information
about the
company
d. Using
knowledge of
the company in
the sales
presentation
6. Knowing the
Prospect
a. Importance of
knowing the
prospect
b. Why do prospect
buy?
-Rational and
emotional
reasons
-Factors

Intended Learning
Outcomes/
Performance
c. Know the sources
of information
about the
company and the
use of knowledge
of the company in
the sales
presentation.

Teaching
/Learning
Activity

Assessment Task

References

Equipment
/
Materials/
Tools

Lecture
Group
discussion
Recitation
Seatwork

a. Explain the
importance of
knowing the
prospect.
b. Explain why do
prospect buy.
c. Know how
prospects buy.

6 hours

Short/Long
Tests
Assignment
s
Recitation
Oral
Reports

Lecture

Time
Frame

R1
R2

Handouts
Laptop and
projector

8 hours
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Competence

Introduce the
concepts of
personal selling
and how to be a
professional
salesman.

KUP
Define
common
terms which
are often
encountered
in
prospecting,
pre-approach
and approach
and discuss.

Differentiate
and explain
A-I-D-A-S
Formula from

Topic

Intended Learning
Outcomes/
Performance

stimulating
buying decisions
-Buying motives

7. Prospecting, PreApproach,
Approach
a. What is
prospecting and
how important is
this?
b. Qualifying
prospects
c. Common
methods of
prospecting
d. The need for pre-

Assessment Task

References

Equipment
/
Materials/
Tools

Time
Frame

Group
discussion
Recitation
Seatwork

of
Prospects
c. How do
prospects buy?
-Buying patterns
and practices
(when, where,
how they buy)

Teaching
/Learning
Activity

R1
R2

a. Define
prospecting and
discuss how
important it is.
b. Know how to
qualify prospects.
c. Explain the
common methods
of prospecting.
d. Understand the
pre-approach and
approach.

Handouts
Laptop and
projector
Short/Long
Tests
Assignment
s
Recitation
Oral
Reports
Lecture
Group
discussion
Recitation
Seatwork

6 hours

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Competence
Introduce the
concepts of
personal selling
and how to be a
professional
salesman.

KUP

Topic

S-N-P-S-P-T
Formula from
D-D-P
Formula.

approach;
preparations of
the salesman
prior to approach
e. The approach
and the methods
use
8. Sales
Presentation
and
Dramatization
(Effective
Strategies and
Formulas Used)
a. A-I-D-A-S
Formula
-. Catching
attention
- Creating
interest
- Developing
desire and
producing
conviction

Intended Learning
Outcomes/
Performance

Teaching
/Learning
Activity

a. Define and
discuss AIDAS
Formula
b. Understand the
SNPSPT Formula
c. Analyze the DDP
Formula

Assessment Task

References

Equipment
/
Materials/
Tools

Time
Frame

R2
R3

Short/Long
Tests
Assignment
s
Recitation
Oral
Reports

Handouts
Laptop and
projector

R1
R2
R3

Handouts
Laptop and
projector
Lecture

4 hours
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PACA 011 ISSUE 5 REV 4 11242014 RTP

Competence

Introduce the
concepts of
personal selling
and how to be a
professional
salesman.

Introduce the
concepts of
personal selling
and how to be a

KUP

Knowledge on
handling
objection
And discuss
different types
of customer
objections.

Topic
-. Securing
attention
- Providing
satisfaction
b. S-N-P-S-P-T
Formula
- Salesman factor
- Need factor
- Product factor
- Service factor
- Price factor
- Time factor
c. D-D-P Formula
- Discussion
- Demonstration
- Participation

Understand
closing the
9. Handling
sale and sales Objections
follow
a. Meaning of
through.
customer
objections
b. Types of
customer
objections

Intended Learning
Outcomes/
Performance

Teaching
/Learning
Activity

Assessment Task

References

Equipment
/
Materials/
Tools

Time
Frame

Group
discussion
Recitation
Seatwork

a. Define customer
objections.
b. Know the different
types of customer
objections.
c. Explain the
methods of
handling
objections.

Lecture
Group
discussion
Recitation
Seatwork

6 hours

Short/Long
Tests
Assignment
s
Recitation
Oral
Reports

a. Define closing the

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PACA 011 ISSUE 5 REV 4 11242014 RTP

Competence
professional
salesman.

KUP

Topic
c. Other types of
customer
objections
d. Methods of
handling
objections
10. Closing the Sale
and Sales FollowThrough
a. Meaning of
closing the sale
b. The right time to
close
c. Why salesman
are afraid to
close the sale
d. Methods of
closing the sale
e. The need for
sales followthrough

Intended Learning
Outcomes/
Performance
b.
c.

d.

e.

sale
Know when is the
right time to close
Explain why
salesmen are
afraid to close the
sale.
Know the different
methods of
closing the sale.
Understand the
need for sales
follow-through.

Teaching
/Learning
Activity

Assessment Task

References

Equipment
/
Materials/
Tools

Time
Frame

Short/Long
Tests
Assignment
s
Recitation
Oral
Reports

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TOTAL HOURS: 54

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