Adamson University College of Business Administration First Semester, AY 2012-2013 SYLLABUS Subject Code Subject Title No.

of Units Lecture Hours/Week Laboratory Hours/Week Pre-requisite Course Description: Program Objectives: BSBA program aims to achieve the following objectives: To equip students the concepts, principles, theories and philosophies of business and industry. To prepare the students in organizing and managing activities in manufacturing and service related businesses. To develop students awareness and responsiveness to the present economic issues affecting business environment. To develop in the students competencies and skills needed to become efficient and effective managers and/or successful entrepreneurs. To inculcate in students social, moral and ethical values in the conduct of ones business or practice of profession. To prepare students to pursue a teaching career or graduate studies in business. To develop business professionals who are competent and globally competitive with wholesome values and attitudes. Learning Goals: Upon completion of the course, the student shall be expected to: Competencies Learning Goals 1. Communication Demonstrate interpersonal skills through effective listening, establishing rapport, monitoring non-verbal signals and expressing awareness of and respect for self and others using a variety of written, oral and non-verbal communication media 2. Information Retrieval & Identify the types and levels of information needed in Evaluation different situations, using different sources and strategies. Organize, analyze, evaluate and use information for effective personal information retrieval and evaluation 3. Proactive and Spiritual Identify and recognize personal values and beliefs, and Values examine multiple perspectives to determine decisions, actions and consequences from a variety of perspectives (individual, community, national and global) from an ethical perspective. Apply ethical principles and frameworks in decision making. 4. Teamwork and Identify and apply knowledge of personal and group Leadership process skills by participating in specific tasks and by building relationships to support group effectiveness by being open, flexible, respectful of others and accepting diversity using effective communication skills 5. Creative and Analytical Define and apply different types of thinking skills; Thinking reflective, creative, analytical problem solving and decision making 6. Computer Literacy Demonstrate knowledge of computer concepts and : : : : : : MK 410 Professional Salesmanship Three (3) units Three (3) hours per week/ 18 weeks None

Mission Deployment 1,2,3

1,2,4

1,2,6

1,2,6

1,2,6 1,2,6

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7. Entrepreneurial

terminology and use it to communicate process information to manage data in existing and new situations and environmental bearing in mind the legal, ethical and ideological issues regarding computers, society and the individual Adu graduates will have relevant knowledge and skills from multiple business functional areas to perform analyses and applications leading to effective business plans and entrepreneurial ventures

1,2,6

Learning Objectives: At the end of the semester, the students should be able to: 1. Affective 1.1 Describe the meaning of professional salesmanship. 1.2 Explain the importance of salesmanship in a dynamic marketing world. 2. Cognitive 2.1 Discuss the basic concepts of professional salesmanship. 2.2 Identify the role of management's philosophy and paradigms. 2.3 Identify the value of cultural diversity. 3. Psychomotor 3.1 Implement the effective motivation in life and work. 3.2 Apply the effective human relations in the workplace. Course Outline: SESSION OBJECTIVES Relate the VMO of Adu to the course. Know and apply the class rules and regulations, expectations, and course requirements. Define sales management and identify key trends affecting sales organizations and sales manages today. Present a general overview of the sales management process. Identify and illustrate the key external and internal environmental factors that influence the development of marketing strategies and sales programs. Recognize the key drivers of change in selling and sales management. Understand the best practices in selling that lead to exceeding SUBJECT MATTER 1. Introduction to the Course Introduction of oneself Review of University and College VMO as applied to the course Overview of the course Discussion of Requirements and class policies Expectations Setting 2. Introduction to Sales Management in the Twenty-First Century Change is the central theme in sales management today What is involved in sales management Environmental factors impact success in selling (External & Internal) OUTCOMES-BASED METHODOLOGY Lecture Discussion Weeks/ HRS. 1 (3 hrs.)

Lecture Discussion Case Study

1-2 (3hrs.)

3. Formulation of a Sales Program Overview of selling as a career Types of selling jobs Stages in the Selling Process

Lecture Discussion

3-4 (3 hrs.)

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customer expectations. Point out variety of reasons why sales jobs can be very satisfying. Understand and identify the key components and goals of CRM. Explain the importance of a market orientation and how a market orientation is fostered within a firm. Identify the key steps in developing and implementing strategies. Describe the key role of personal selling in marketing strategy

Organizational Buying 5 (2 hrs) 6-7 (3 hrs.)

Preliminary Exam 4. Linking Strategies and the Sales Role in the Era of Customer Relationship Management What is Customer Relationship The Importance of Market orientation The Process of Strategy Development Personal Selling in the Relationship Era Personal Sellings Role in the marketing Communication Mix 5. Organizing the Sales Effort Purposes of Sales Organization Horizontal Structure of the Sales Force Organizing to Service National and Key Accounts Vertical Structure of the Sales Organization 6. The Strategic Role of Information in Sales Management Methods of Sales Forecasting Lecture Discussion

Identify the purposes of sales organization. Understand the different horizontal and vertical organizational structures of a sales force

Lecture Discussion

8.9 - 10 (3 hrs.)

Discuss the difference between market potential, sales potential, sales forecast and sales quota. Understand the various methods by which sales managers develop sales forecast. Explain the various types of quotas used in sales management. Discuss key approaches to determining sales force size. Understand the importance of sales analysis for managerial decision making. Understand the model of salesperson performance. Identify the various components that make up the model. Discuss the role perception process and understand why the role of salesperson is susceptible to role issues.

Lecture Discussion Situational Analysis Student Research

11-12 (3 hrs.)

Purposes and Characteristics

of sales Quotas Setting Quotas

Determining Sales Force Size Sales Analysis for Managerial Decision Making 7. Salesperson Performance: Behavior, Role Perceptions, and Satisfaction Understanding Salesperson Performance The Model Stages in Developing the Salespersons Role Role Conflict and Ambiguity Lecture Discussion Situational Analysis 13 (3 hrs.)

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Midterm Exam Understand the process of motivation. Discuss the effect of personal characteristics on salesperson motivation. Understand how an individuals career stage influences motivation. Discuss the effects of environmental factors on motivation. Identify the key issues in sales training. Understand the objectives of sales training. Discuss the development of sales training programs. Understand the various topics and methods for conducting sales training. Discuss how to measure the costs and benefits of sales training. Understand the question , Are good salespeople born or made? Define characteristics of successful salespeople. Explain the role of sales aptitude in sales performance. Understand the different success characteristics for different sales positions. Explain the difference between performance and effectiveness. Identify objective and subjective measures of salesperson performance. Understand how a sales manager can make the performance review process more productive and valuable for the salesperson. 8. Salesperson Performance: Motivating the Sales Force The Psychological Process of Motivation The Impact of a Salespersons Personal Characteristics on Motivation Career Stages and Salesperson Motivation The impact of Environmental and Organizational Variables on Motivation 9. Sales Training: Objectives, Techniques, and Evaluation Objectives of Sales Training The Development of Sales Training Programs Sales Training Topics Sales Training Methods Measuring the Costs and Benefits of Sales Training 10. Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople Determinants of Successful Salespeople Characteristics of Successful salespeople Job-Specific Determinants of Good Salespeople Lecture Discussion Situational Analysis 17 (3 hrs.) Lecture Discussion Situational Analysis 16 (4 hrs.) Lecture Discussion Situational Analysis (1 hr) 14 (3 hrs.)

Lecture Discussion Situational Analysis

15 (4 hrs.)

11. Evaluating salesperson Performance Performance versus Effectiveness Objective measures Subjective Measures 360-Degree Feedback in Performance

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Final Exam 18 (1 hr.) Textbook: Johnston, Mark W., Marshall, Greg W.., (2010) Sales Force Management (9th ed.) McGraw-Hill References: Books: a. Cron, William L., & DeCarlo, Thomas E. (2010) Sales Management Concepts and Cases (10th ed.) John Wiley & Sons Inc. b. Kotler, Philip & Armstrong, Gary., (2011) Principles of Marketing (14th ed.), Pearson Intl. Websites:

a. http://www.nwlink.com/~donclark/leader/leadob.html b. http:// www.pearsonglobaleditions.com/mymarketing lab c. http://www.wiley.com/go/global/cron

Course Requirements: 1. Class Performance 1.1 Activities Conduct research/presentation on various topic 1.2 Recitation, quizzes, seat work, project 1.3 Attendance - if seven (7) absences incurred, automatic Failure Due to Absences FDA) - three (3) late/tardy marks is equal to one absence 2. Major Examinations Preliminary Exam Mid-term Exam Final Exam

Prepared by/ Date:

Approved by/Date:

Noted by/Date:

Prof. Daisy H. Estrada, MBA Faculty Member

Prof. Menrado Cajayon Chairperson, Mgt. & Mktg. Dept.

Dr. Carl Mark Miniano Dean, CBA

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