Vision: Truth and Goodness in Man and for Mission: Produce through a responsive curriculum

all others through Education. Tomas Del Rosario College morally upright, committed and competent
Capitol Drive, San Jose, Balanga City graduates capable of meeting the growing
Tel No: (047) 237-3115; Tel No: (047) 791-6082 human resources needs in the profession,
government, business, industry and home.

Department: BUSINESS ADMINISTRATION

I. Course Code: Professional Salesmanship II. Course Title: Mktg 101

III. Course Credit: 3 units IV. Prerequisite: None

V. Course Description:

The course will put selling on a professional basis – that takes into account the demands of changing times, advanced technologies, new
products and sophisticated buyers.

Program Educational Objectives:

A graduate of a business administration degree should be able to:

1. Analyze the business environment for strategic direction
2. Prepare operational plans
3. Innovate business ideas based on emerging industry
4. Manage a strategic business unit for economic sustainability
5. Conduct business research
Student Learning Outcomes/Objectives:

1. Establish foundational knowledge in accounting, economics, finance, management, and marketing in application of concepts and
theories.
2. Express effective skills in written and oral communications using appropriate technologies.
3. Prove an ability to integrate the concepts of the core areas of business.
4. Apply awareness ON the importance of the ethical requirements of business activities.
5. Implementing an ability to conduct methodological, secondary research into business issues, which may relate to general business or to
a specific business function, which requires familiarity with a range of data, research sources and appropriate methodologies.
 Vision: Truth and Goodness in Man and for Mission: Produce through a responsive curriculum
all others through Education. Tomas Del Rosario College morally upright, committed and competent
Capitol Drive, San Jose, Balanga City graduates capable of meeting the growing
Tel No: (047) 237-3115; Tel No: (047) 791-6082 human resources needs in the profession,
government, business, industry and home.

Course General Objectives:

1. The student shall be able to:

2. Acquire knowledge on professional salesmanship and able to apply in their field.
3. Appreciate the importance of being a salesman.
4. Understand the importance of personal selling to: Salesman, Prospects, and Company
5. Develop sales personality
6. Have knowledge on the use of social responsibility in selling
7. Have a deeper understanding on products, company and prospects
8. Understand the selling process

IV. Course Content

Desired Learning Outcomes Assessment of Learning

Course Content/Subject Outcome-Based Teaching and
(DLO) Outcomes (ALO)
Time Frame Matter Learning (OBTL)
(Intended Learning (Assessment
(Topics) (Teacher-Learner Activities)
Outcomes) Methods/Tasks)
Prelim Period
- Discussion/Oral
1. Lecture
 Vision, Mission, Goals recitation of the vision,
● School Mission & Vision 2. Teacher led-class discussion
and Core Values mission, and goals of
● Program outcomes 3. Individual sharing and
 Course Overview the institution
● Program Core Values discussion
week 1, 2 & 3 Rules and Policies - Getting students’
9 hours expectations
1. Nature of
Relate the nature of Salesmanship
Salesmanship, Meaning of 2. Meaning of Quiz
Salesmanship and the Salesmanship Classroom Discussion
 Vision: Truth and Goodness in Man and for Mission: Produce through a responsive curriculum
all others through Education. Tomas Del Rosario College morally upright, committed and competent
Capitol Drive, San Jose, Balanga City graduates capable of meeting the growing
Tel No: (047) 237-3115; Tel No: (047) 791-6082 human resources needs in the profession,
government, business, industry and home.

Importance of Personal selling 3. Importance of Personal

to salesman, prospects, selling to salesman, Reading lecture Activity Report
company. prospects, company.
4. Advantage of being
Outline the advantage of being Salesman over being an
Salesman over being an office office worker
worker. 5. Developing a sales
personality
Explain sales personality and 6. Importance of Sale
the Personality
Importance of Sale Personality

Explain the importance of a

developed sales personality

Discuss the importance of

sales personality

Participate and evaluate the 1. Ways of Improving Sale

ways of Improving Sale Personality
Personality. 2. Meaning of Social Assignment Quiz
Responsibility
Week 4, 5 & 6 Explain the meaning of Social 3. Being Social Responsible
9 hours Responsibility and to prospects, company, Student Participation Graded Recitation
Being Social Responsible to competitors and yourself.
prospects, company, 4. Importance of knowing the
Classroom Discussion
competitors and yourself. product
5. Sources of Information
Discuss and evaluate the about the product using
importance of knowing the knowledge of the product
 Vision: Truth and Goodness in Man and for Mission: Produce through a responsive curriculum
all others through Education. Tomas Del Rosario College morally upright, committed and competent
Capitol Drive, San Jose, Balanga City graduates capable of meeting the growing
Tel No: (047) 237-3115; Tel No: (047) 791-6082 human resources needs in the profession,
government, business, industry and home.

product, Sources of 6. Knowing the Company

Information about the product 7. Importance of Company
using knowledge of the Knowledge
product

Discuss the Company, and

Importance of Company
Knowledge.

Prelim Exam
Midterm Period

Explain the knowing the

Product. Discuss and 1. Knowing the Product
communicate why do prospect 2. Why do prospect buy the Student Participation
week 1, 2, & 3 buy the product? product? Activity Report
9 hours 3. What is prospective?
Discuss What is prospective? 4. How to qualify prospects? Group Discussion Quiz
And How to qualify prospects? 5. Common methods of
prospecting Assignment
Explain and differentiate the
common methods of
prospecting.

Describe the Preparation of the 1. Preparation of the

salesman prior to approach salesman prior to Activity Report
approach Classroom Discussion
Explain the Sales presentation 2. Sales presentation and Application of
Week 4, 5 & 6 and dramatization dramatization Case Study Quiz
 Vision: Truth and Goodness in Man and for Mission: Produce through a responsive curriculum
all others through Education. Tomas Del Rosario College morally upright, committed and competent
Capitol Drive, San Jose, Balanga City graduates capable of meeting the growing
Tel No: (047) 237-3115; Tel No: (047) 791-6082 human resources needs in the profession,
government, business, industry and home.

9 hours 3. Effective Strategies and

Discuss the Developing Desire Formula for catching Midterms Exam
and Producing Conviction attention
4. Developing Desire and
Explain the Providing Producing Conviction
Satisfaction and 5. Providing Satisfaction
Salesman Factor 6. Salesman Factor

Midterm Exam
Final Period

Explain the Meaning of 1. Meaning of customer’s

Week 1, 2, & 3 customer’s objection objection Presentation of Research Work
9 hours 2. Different Types of Activity Report
Distinguish the Different Types customer objection Graded recitation
of customer objection 3. Methods of handling Assignment
objection Quiz
Identify the Methods of 4. Closing the sale Quiz
handling objection
Closing the sale

1. Meaning of closing the

Describe the Meaning of sale
closing the sale 2. The right time to close Role Playing
transaction Group Discussion
Explain The right time to close 3. Why salesman afraid to
transaction close the sale transaction? Discussed by the teacher.
4. Methods of closing the
Describe Why salesman afraid Quiz
Week 4, 5 & 6 sale.
to close the sale transaction? 5. The need for a sale follow- Student Participation
 Vision: Truth and Goodness in Man and for Mission: Produce through a responsive curriculum
all others through Education. Tomas Del Rosario College morally upright, committed and competent
Capitol Drive, San Jose, Balanga City graduates capable of meeting the growing
Tel No: (047) 237-3115; Tel No: (047) 791-6082 human resources needs in the profession,
government, business, industry and home.

9 hours through.
6. 39 Tips for better
Enumerate and explain 39 salesmanship.
Tips for better salesmanship.

Final Exam

V. COURSE REQUIREMENTS:
1. Presentation, discussion, reporting
2. Recitation, assignments, long exams and quizzes
3. Participation/attendance in seminars, workshops, field trips
4 . Case study, research

VI. GRADING SYSTEM:

Grade is computed as follows:

Prelim Average = C S x 2 + Prelim Exam Equivalent

3
Midterm Average = C S x 2 + Midterm Exam Equivalent
3

Final Average = C S x 2 + Final Exam Equivalent

3

Final Grade = Prelim Ave + Midterm Aver. + Final Ave.

3
 Vision: Truth and Goodness in Man and for Mission: Produce through a responsive curriculum
all others through Education. Tomas Del Rosario College morally upright, committed and competent
Capitol Drive, San Jose, Balanga City graduates capable of meeting the growing
Tel No: (047) 237-3115; Tel No: (047) 791-6082 human resources needs in the profession,
government, business, industry and home.

VIII. TEXTBOOKS AND REFERENCES

Corporate Social Responsibility, Good Governance and Environmental Accountability. Ernesto H. Mendoza, Ph. D. and Lorma
Garcia. DBA, Ph.D. (2018).

Business Ethics and Social Responsibility ;2nd Edition , Fr. Floriano C. Roa (2017)

Prepared by: Reviewed by:

ISAGANI L. LOPEZ, MBA JEFFERSON L. TRIGUERO, MBA

Instructor Department Chair

Approved:

MERCEDES G. SANCHEZ, Ed. D.

Vice President for Academics, Student Affairs and Extension Services