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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:
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
Page 1 of 12
Course
Outcomes:
Page 2 of 12
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:
Page 3 of 12
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
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
Page 4 of 12
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.
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
Page 5 of 12
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
Page 6 of 12
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
Page 7 of 12
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
Page 8 of 12
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
Page 9 of 12
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
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
Page 11 of 12
TOTAL HOURS: 54
Page 12 of 12