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DR.FILEMON C.

AGUILAR MEMORIAL COLLEGE OF LAS PINAS


Golden Gate Subd., Talon III, Las Piñas City

Sales Management

I. Course Title : Sales Management

II. Course Credit : 3 units

III. Course objectives:

At the end of the course, the student should be able to:

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.

IV. Course Description

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.

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VIII. Course Outline:
Lecture

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.

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Week 1-2

Chapter 1 At the end of the chapter the students must be


able to
Introduction to Sales Management
Define Sales Management
Definition of Sales Management
Identify the Benefits of selling Activities to
Elements of Sales Management society, firms and consumers
Class Lecture
Objectives of Sales Management Discuss the Four basic elements of Sales Team Discussion and Quiz
Management Brainstorming Recitation
Sales Management Process Assignment
Discuss the objectives of Sales Management Video watching Written Reports
Sales Management OBE Approach: Angelita https://www.youtube.com/watch?v
Ong Camilar- Serano DBA, Glory Ilao Dela Follow the Selling process =DVpAu4jvvb8
Pena MBA, Daniel Eufracio Hebron, DBA, ( Sales Management &
CPME pp1-18 Understand sales Management process Leadership with Mike Brooks )

Differentiate between external and internal Group Dynamics


environment of a firm

Enumerate common mistakes in selling

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Week 3-4

Chapter 2 At the end of the chapter the students must be


Ethics in Sales Management able to

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

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Week 5-6

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

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Week 7-8

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

Categorize different selling approaches

Explain personal selling its advantages and


disadvantages

Understand certain conditions that favor


personal selling

Discuss some effective selling strategies

Week 9 Midterm Examination

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Week 10-11
Chapter 5

Sales force Planning and Organizing


At the end of the chapter the students must be
Sales organization Concepts able to:

Sales Organization Structure Discuss the Basic Sales Organization


Concepts
Allocation of Selling Efforts
Explain each sales organization structure
Sales force Size Class Lecture
Evaluate the advantages and disadvantages Team Discussion and
Allocation of Selling Effort of each sales organization structure Brainstorming Quiz
Video watching Recitation
Sales force Size Explain the three models for the allocation of Assignment
the selling effort https://www.youtube.com/watch?v=HvTR Written Reports
Territorial assignment of Sales Force bgfqRpM
( What is a sales Force )
Describe the three methods of computing https://www.youtube.com/watch?v=NLBR
sales force size WkZ_4gs
Sales Management OBE Approach: Angelita (Different Types of Sales
Ong Camilar- Serano DBA, Glory Ilao Dela Describe the assigning of sales people in Organizations)
Pena MBA, Daniel Eufracio Hebron, DBA, territories
CPME pp 97-115 Group Dynamics

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Week 12-13

Chapter 6 At the end of the chapter the students are


Staffing the sales Force Recruitment and expected to:
Selection
Understand the nature of Recruitment and
Recruitment and Selection of Sales People selection of people

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

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Week 14-15

Chapter 7 At the end of the chapter the students are


expected to: Class Lecture
Sales people Motivation, Compensation and Team Discussion and
Reward Understand the Nature of sales Force Brainstorming
Motivation
Sales people Motivation Video watching
Identify Theories used to motivate the https://www.youtube.com/watch?v=RgZx1
MK0hoI Quiz
Motivation theories used in sales sales force
(Sales Compensation) Recitation
https://www.youtube.com/watch?v=gYFm Assignment
Salesforce Compensation Explain different types of financial -RLztRQ Written Reports
Compensation of sales people (Secret to Motivating Your Sales
Bonuses and fringe benefits Team)
Discuss Bonus and Fringe Benefits https://www.youtube.com/watch?v=m4yIt
Non-Financial Compensation kXVmrA
(How to Get the Best Out of
Your Sales Force)
Sales Management OBE Approach: Angelita
Ong Camilar- Serano DBA, Glory Ilao Dela Group Dynamics
Pena MBA, Daniel Eufracio Hebron, DBA,
CPME pp 155-181

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Week 15-16

Chapter 8 At the end of the chapter the students are


Sales Training expected to:

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)

Sales Management OBE Approach: Angelita Group Dynamics


Ong Camilar- Serano DBA, Glory Ilao Dela
Pena MBA, Daniel Eufracio Hebron, DBA,
CPME pp 181-191

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Week 17

Chapter 9 At the end of the topic the students are


Sales Leadership and Supervision expected to:

Foundations of Sales leadership and Understand the Foundations of Sales


supervision leadership and supervision Class Lecture
Team Discussion and
Components of Sales Leadership Describe the modern view of sales leadership Brainstorming
Video watching
Modern View of Sales leadership Explain the components of Sales leadership https://www.youtube.com/watch?v=3YKp Quiz
8o9D-mo
Recitation
(7 Traits of Sales leaders and
Sales leadership Functions Describe Sales Leadership Functions Assignment
Managers)
Written Reports
Sales Management OBE Approach: Angelita Discuss different leadership theories as https://www.youtube.com/watch?v=sgxFQ
Ong Camilar- Serano DBA, Glory Ilao Dela applied in sales management xvg1IE
Pena MBA, Daniel Eufracio Hebron, DBA, (21 Differences Between
CPME pp 213-231 Identify problems in leadership. Managers & Leaders)

Group Dynamics

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Chapter 10 At the end of the topic the students are
expected to:
Consumer Behavior and its Environment
Understand the Concept of Controlling the
Controlling the sales people and their sales people
performance
Discuss standards of performance in sales Class Lecture
Standard of Performance Team Discussion and
Identify quantitative standards used in Brainstorming Quiz
Quantitative performance standard measuring levels of performance of sales Recitation
people Video watching Assignment
Quantitative Measures of performance https://www.youtube.com/watch?v=V3Sy6 Written Reports
Explain different report from sales people 3V20XI
The actual performance Performance Appraisal of the
Enumerate techniques for sales people Sales Force
Sales people Performance Evaluation evaluation performance Group Dynamics

Sales Management OBE Approach: Angelita


Ong Camilar- Serano DBA, Glory Ilao Dela
Pena MBA, Daniel Eufracio Hebron, DBA,
CPME pp 239-263

WEEK 18 FINALS EXAMINATION

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IX. REFERENCES:
A. BOOKS

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.

Dann, S,(2011) E-marketing Theory and application Palgrave Macmillan

REPARED BY: APPROVED BY:

Mr. Red T. Dumali MS. LOREROSE S. ALFONSO


VP Academic Affairs

Noted by:
ALICIA H. RAGOS
Academic Affairs Assistant
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