Professional Documents
Culture Documents
Sales Management
To gain a solid understanding of professional sales management including its planning and staffing, structure, and evaluation
To understand how to manage and motivate a professional sales force from the perspectives of a sales manager and a marketing manager.
The goal of the Sales Management course is to examine the elements of an effective sales force as a key component of the organization's total marketing effort.
The course will extend student’s understanding of marketing's reach and potential impact in achieving its overarching goals. Course objectives include
understanding the sales process, the relationship between sales and marketing, sales force structure, customer relationship management (CRM), use of
technology to improve sales force effectiveness, and issues in recruiting, selecting, training, motivating, compensating and retaining salespeople. Students
learn to apply the discussion topics through an interactive project worked on throughout the course.
METHODOLOGY/
COURSE CONTENT SPECIFIC OBJECTIVES EVALUATION
ACTIVITIES
The Vision and Mission of DFCAMCLP To recite the vision-mission of DFCAMCLP
Lecture – Discussion
The Objectives of the College of Business To cite concrete examples on how the vision-
Oral Recitation Random graded recitation.
Administration mission can be realized.
Brainstorming
The Objective of Sales management education To discuss the objectives of the College.
Ethical Challenges Among Sales people Identify common Ethical Challenges among
Sales people
Professional conduct
Define professional conduct
Professional Code of Ethics on sales Class Lecture
Apply Professional code of Ethics to Sales Team Discussion and Quiz
Creating and managing an Ethical work Brainstorming Recitation
Climate Understand Creating and managing an Ethical Video watching Assignment
Work Climate https://www.youtube.com/watch?v=UWU Written Reports
Legal consideration in the Sales environment YTX8K89o
Practice Good ethics among sales people (Ethical Issues in Marketing)
https://www.youtube.com/watch?v=Kzvv
Sales Management OBE Approach: Angelita VCQJwpE
Ong Camilar- Serano DBA, Glory Ilao Dela (What is Huawei guilty of?)
Pena MBA, Daniel Eufracio Hebron, DBA,
CPME pp 29-39 Group Dynamics
Chapter 3
At the end of the chapter the students must be
Sales Careers able to:
Class Lecture
Characteristics of sales Career Discuss the Different Characteristics of sales Team Discussion and Quiz
Career Brainstorming Recitation
Classification of Personal Selling Jobs Video watching Assignment
Differentiate the classification of personal https://www.youtube.com/watch?v=3sMil Written Reports
Qualifications and Skills Required to be a selling jobs klS1Us
successful sales person (Should you be in sales?)
https://www.youtube.com/watch?v=IXFe
mb5jOuY
(Sales Career Path)
Sales Management OBE Approach: Angelita
Ong Camilar- Serano DBA, Glory Ilao Dela Group Dynamics
Pena MBA, Daniel Eufracio Hebron, DBA,
CPME pp 29-39
Chapter 4
Strategic Role of Sales Management At the end of the chapter the students must be
able to:
Corporate Strategy and the Sales Function Understand the role of corporate strategy in
the sales function
Business Strategy and the Sales Function
Define Strategic sales unit SBU and its Class Lecture
Marketing Strategy and the Sales Function objectives Team Discussion and
Brainstorming Quiz
Sales strategy Differentiate the three types of strategies of Recitation
strategies in Business Video watching Assignment
Sales Management OBE Approach: Angelita https://www.youtube.com/watch?v=Om- Written Reports
Ong Camilar- Serano DBA, Glory Ilao Dela Discuss the role of Salesforce in each type of EBtLOfxo
Pena MBA, Daniel Eufracio Hebron, DBA, Sales strategies (Strategic Planning for the Sales
CPME pp 69-87 Professional)
Identify the role of customer relationship
marketing CRM in sales Group Dynamics
The Recruitment process Explain the importance of recruitment and Class Lecture
selection Team Discussion and
The selection process Brainstorming
Discuss the recruitment process Video watching Quiz
Sources of sales People https://www.youtube.com/watch?v=DcQL Recitation
Describe the Selection process 4-QwlY4 Assignment
Sales Force organization (Recruitment & Selection of Written Reports
Explain the sales force socialization Sales Force)
https://www.youtube.com/watch?v=CNU2
ZMOnf1I
( HR Basics: Recruitment )
Group Dynamics
Sales Management OBE Approach: Angelita
Ong Camilar- Serano DBA, Glory Ilao Dela
Pena MBA, Daniel Eufracio Hebron, DBA,
CPME pp 125-144
Objectives of Sales Training Determine the objectives of sales training Class Lecture
Team Discussion and
Benefits of Sales Training Explain the benefits of sales training Brainstorming
Video watching
Sales Training program Development Describe Training for experienced Sales https://www.youtube.com/watch?v=GGTd
dGcAEAE
people Quiz
(Sales Training How Important
Sales Training for new Recruits Recitation
Is It?)
https://www.youtube.com/watch?v=cdaZu Assignment
Training Experienced personnel sPrtlQ Written Reports
(Chris Saraceno Interview 'The
Sales Training methods Importance of Sales Training)
Group Dynamics
Sales Management OBE Approach: Angelita Ong Camilar- Serano DBA, Glory Ilao Dela Pena MBA, Daniel Eufracio Hebron, DBA, CPME
Donaldson, B (2007) Sales management, principles, process and practice 3rd edition New York: Palgrave Macmillan
Brookins, M. (n.d) 5 effective Selling Strategies retrieved from Small Business http://smallbusiness .chron.com/5 effective selling strategies.
Noted by:
ALICIA H. RAGOS
Academic Affairs Assistant
Sales Management Syllabus 13 | P a g e
Sales Management Syllabus 14 | P a g e