Bachelor of Science in Business Administration

Subject
st
1 Semester, Academic Year 2023-2024

A. SUBJECT INFORMATION

Subject Number EMM108 Subject Title SALES MANAGEMENT

Credit Units 3 Pre-requisite/s NONE
Co-requisite/s
Name of Teacher JOHN REY DORMENTES, MBA Class Schedule M/T/TH/F
Email Address [email protected] Consultation Hours
Learning/Contact Hours/Week 54 RIGHT CL@SS
Code

B. INSTITUTIONAL COMPETENCES | AUGUSTINIAN VALUES | RECOLLECT GRADUATE ATTRIBUTES | DESCRIPTOR.

Institutional Competences Augustinian Values Recollect Graduate Attributes

Christ-Centered Truth. The voice of the truth does not keep Orthodoxy in Catholic Faith. Demonstrate correct understanding,
silent. The least do not move, but it yells to the assimilation, and proclamation of the fundamentals of the Catholic faith.
heart.

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 Integrity in Moral Life. Demonstrate a life in obedience to the will of
God as taught and lived by Jesus Christ our model. (John 6:38)

Competence Freedom. True freedom is living not as slave Dynamism in Prayer Life. Pray as though everything depended on God.
under the law, but as three persons under they. Work as though everything depended on you.”
(St. Augustine of Hippo)
Commitment Friendship. To love and to be loved is the most Marian. "And Mary said, 'Behold the handmaid of the Lord; be it unto me
important things for me. according to thy word.' And the angel departed from her." (Luke 1:38)
Compassion Solidarity and Justice. Give bread to the poor Apostolic Character.
it would be better if nobody feels hungry and Jesus called his disciples to him and said, “I have compassion for these
thus you would not give somebody something people; they have already been with me three days and have nothing to
to eat. Do you clothed the naked, o would that eat. I do not want to send them away hungry, or they may collapse on the
all would have clothed in such need would not way.” (Matthew 15:32)
exist.
Conscience Interiority. Do not scatter outside enter Contemplative Character. “I searched for you outside myself, while all
yourself, because truth dwells in the interior of along you were within me. You were in me, but I was not in You…Being
man. admonished to return to myself, O Lord, I entered my own depths with
you as my guide, and I was able to do it because you were my helper.”
(Confessions)
Community Community. Charity is understood in this way Communitarian Character. Show love and concern for the good of
that it places the common good first before fellowmen. (Acts 4:34)
one’s own and not one own before the
common good.

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C. SUBJECT DESCRIPTION:

This course is a survey of all facets of sales management, including estimating sales potential and forecasting sales, manning territories, selecting, training,
motivating, supervising and compensating the sales force, and interfacing with other company functions. Also covered are typical sales management problems and
potential solutions.

D. WHERE IS THE COURSE SITUATED

Where is the course situated within the Formation Stages in the framework of
the Curriculum
FOUNDATIONS: Exploring and Equipping the Self
ROOTEDNESS: Investigating and Knowing the World
DEEPENING: Defining the Self in the World
LEADERSHIP: Engaging and Transforming the World

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E. LEARNING OUTCOMES

ALIGNMENT OF PLOs, CLOs, AND LEARNING COMPETENCIES

Program Learning Outcomes Course Learning Outcomes Learning Competencies
Apply marketing management priniples and Develop a plan for organizing, Explain the strategic role of sales in different business strategies
concepts in strategy formulation and staffing and training a sales force
implementation
Apply marketing management philosophies Know the distinction between the Develop Sales Forecasts using objective and subjective methods
in all business situations skills required for selling and
sales management

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Analyze business environment for Identify the key factors in Design sales territories
opportunities, threats, strengths, and establishing and maintaining high
weaknesses for strategic direction morale in the sales force
Conduct marketing research and other Develop an effective sales Explain the processes by which to hire, train, motivate and evaluate sales
business research/plan compensation plan personnel
Develop a Strategic Marketing Management Evaluate the performance of a Assess the Sales Organization using the Sales Auditing process
Paper sales person
Exercise high personal moral and ethical Organize sales territories to Understand the role of the Sales Manager
standards in all business maximize selling effectiveness
Demonstrate genuine concern to the Evaluate sales and sales Identify key issues in recruitment, sales training, compensation and
company’s target market management strategies in relation incentives, and
to current legal and ethical performance evaluation
standards of practice
Express one’s self clearly and communicate Demonstrate a clear Understand the process of negotiation, closing methods, and time and
effectively with stakeholders both in oral and understanding of major territory management
written forms marketing concepts in writing
and orally using proper business
communications techniques
Demonstrate creativity and innovativeness in Demonstrate the ability to use on- Demonstrate an understanding of the importance of ethical behavior in
the formulation and implementation of line resources to research and relationship selling
marketing strategies prepare written and oral and sales management
assignments
Apply monitoring and control functions in Demonstrate an understanding of the characteristics of a sales
the implementation of marketing decisions presentation

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F. SUBJECT SYLLABUS / LEARNING PLAN

Teaching Strategies
Learning Competencies Modules/ Time Allotment/ Schedule/ A – Teacher Initiated
Assessment
Topics Modality B – Student Initiated
C – Collaborative Work
Explain the strategic Course Introduction WEEK 1 A. Teacher Initiated - Class Participation
role of sales in different Class Rules and Policies Monday/Tuesday/Thursday/ Interactive Discussion - Recitation
business strategies Group Project Friday Forum - Group Presentation
Face to Face Class Providing materials - Assignment
Introduction to sales management Facilitating group activity - Quizzes
: Meaning, Evaluation, Importance, - Seatworks
Personal Selling, EmergingTrends B. Student Initiated - Research Paper
in Sales Management, elementary Class participation -Documentation
study of sales organizations, Recitation
qualities and responsibilities Additional insights
ofsales manager. Types of sales Group activity
organizations Research

C. Collaborative Work
Group Activity
- to create and present a

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 documentation about sales
management preliminaries
- to present a research paper
about the emerging trends in
sales management
Develop Sales Forecasts Selling skills & Selling strategies: WEEK 2 A. Teacher Initiated - Class Participation
using objective and Monday/Tuesday/Thursday/ Interactive Discussion - Recitation
subjective methods Selling and business Styles, selling skills, Friday Forum - Group Presentation
situations, selling process,sales presentation, Face to Face Class Providing materials - Assignment
Handling customer objections, Follow-u Facilitating group activity - Quizzes
Understand the process
action Facilitating seatworks and - Seatworks
of negotiation, closing quizzes - Research Paper
methods, and time and - Product proposal
territory management B. Student Initiated
Class participation
Recitation
Additional insights
Group activity
Research

C. Collaborative Work
Group Activity:
- to present a research
paper about different sales
straegies available in the
market.

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Design sales territories Management of Sales Territory & Sales WEEK 3 A. Teacher Initiated - Class Participation
Quota: Monday/Tuesday/Thursday/ Interactive Discussion - Recitation
Understand the process Friday Forum - Group Presentation
of negotiation, closing Sales territory, meaning, size, designing, Face to Face Class Providing materials - Assignment
sales quota, procedure for sales quota. Facilitating group activity - Quizzes
methods, and time and
Types of sales quota, Methods of setting Facilitating seatworks and - Seatworks
territory management quota. Recruitment and selection ofsales quizzes - Research Paper
force, Training of sales force - Video Presentation
B. Student Initiated - Midterm Examination
Class participation - Role play
Recitation - Case study
Additional insights
Group activity
Research
Video Presentation

C. Collaborative Work
Group Activity:
- to create and perform a
role-play about sales
management according to
different set-ups.

Explain the processes Sales force motivation and compensation: WEEK 4 A. Teacher Initiated - Class Participation
by which to hire, train, Monday/Tuesday/Thursday/ Interactive Discussion - Recitation
motivate and evaluate Nature of motivation, Importance, Process Friday Forum - Group Presentation
sales personnel and factors inthe motivation, Face to Face Class Providing materials - Assignment
Compensation-Meaning, Types of Facilitating group activity - Quizzes

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Identify key issues in compensation plans and evaluation of Facilitating seatworks and - Seatworks
recruitment, sales sales force by performance and appraisal quizzes - Research Paper
training, compensation process - Case Study
and incentives, and B. Student Initiated
Sales management job: Class participation
performance
Standard sales management process- Recitation
evaluation international sales management - Additional insights
international market selection market Group activity
survey approach or strategy Research
Video Presentation

C. Collaborative Work
Group Activity:
- to present a research
paper and submit case
study

Understand the role of Sales Manager and Sales Person: WEEK 5 A. Teacher Initiated - Class Participation
the Sales Manager Monday/Tuesday/Thursday/ Interactive Discussion - Recitation
Role of sales manager and sales people; Friday Forum - Group Presentation
Demonstrate an functions of sales manager,functions of Face to Face Class Providing materials - Assignment
sales person, types and characteristics of Facilitating group activity - Quizzes
understanding of the
sales manager and sales people-Time Facilitating seatworks and - Seatworks
importance of ethical managementfor sales manager and sales quizzes - Research Paper
behavior in person - Case Study
relationship selling B. Student Initiated
and sales management Class participation
Recitation

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 Additional insights
Group activity
Research
Video Presentation

C. Collaborative Work
Group Activity:
- Marketing Campaign
Presentation

Demonstrate an Selling on the internet: WEEK 6 A. Teacher Initiated - Class Participation

understanding of the Monday/Tuesday/Thursday/ Interactive Discussion - Recitation
characteristics of a Selling agents for internet trading-net Friday Forum - Group Presentation
sales presentation selling, advertising in net trading, Face to Face Class Providing materials - Assignment
payment system in internet trading-smart Facilitating group activity - Quizzes
card, credit card, debit card- payment by Facilitating seatworks and - Seatworks
Explain the strategic card: advantages anddisadvantages; How quizzes - Research Paper
role of sales in different to make internet selling safe-Digital - Vlogg/Documentary
business strategies signature, biometric method and legal B. Student Initiated - Pre-final examination
orregulatory environment; Growth of Class participation - Marketing Campaign
internet trading Recitation
Additional insights
Group activity
Research
Video Presentation

C. Collaborative Work
Group Activity:

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 - to submit final paper of
Marketing Campaign

SUMMARY OF COURSE OUTPUTS

INDIVIDUAL
REQUIRED OUTPUT DUE DATES
Research Paper Week 1-6 (Weekly)
Assignment Week 1-6 (Weekly)
Case study Week 3-4
Market Environment Analysis Week 5
Marketing Campaign Presentation Week 6

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 GROUP
REQUIRED OUTPUT DUE DATES
Research Paper Week 1-6 (Weekly)
Documentation Week 1
Case Study Week 2-3
Role play Week 4
Marketing Campaign Presentation Week 6
Marketing Campaign Submission

APPENDICES:

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 A. ASSESSMENTS AND RUBRICS

Assessment Assessment
Tasks Weight

RUBRICS:

RUBRICS FOR REFLECTION ACTIVITIES

5 pts. 4 pts. 3 pts. 2 pts. 1 pt.

Depth of Reflection Demonstrate a thorough Demonstrate a thoughtful Demonstrate a basic Demonstrate a limited No understanding of the
understanding of the topic. understanding of the topic. understanding of the topic. understanding of the topic topic and needs revision.
but needs revision.

Use of Evidence and Use specific and Use relevant examples to Use examples from the Use vaguely developed No examples from the text

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 Context convincing examples to support one’s claim text to support one’s claim examples to support one’s are used.
support in one’s claim making applicable with some connections claim.
making insightful and connections between texts. made between texts.
applicable connections
between texts.
Action Orientedness Demonstrate highly strong Demonstrate strong Demonstrate limited Demonstrate little resolve No resolve to act a claimed
resolve to act on a claimed resolve to act a claimed resolve to act a claimed to act a claimed understanding of a topic.
understanding of a topic. understanding of a topic. understanding of a topic. understanding of a topic.
Note: A score of 6 points and below needs revision but the highest possible score to be given for the revised output is 7 points.

RUBRICS FOR VIDEO ACTIVITIES

5 pts. 4 pts. 3 pts. 2 pts. 1 pt.

Appeal to viewers and Student exceeds Students follow the Student follows partial Student follows limited No requirements for the
technicalities requirement for the topic requirements for the topic requirements for the topic requirements for the topic topic with no evident
with an evident display of with an evident display of with a partial display of with a limited display of display of technicalities on
technicalities on the technicalities on the technicalities on the technicalities on the the advocacy (audio,
advocacy (audio, lighting, advocacy (audio, lighting, advocacy (audio, lighting, advocacy (audio, lighting, lighting, and direction)
and direction). and direction). and direction) and direction)
Purpose of Content The message is explained, The message is explained, The message is explained, The message is somehow The message is merely
and specific, valid reasons and reasons are given to but no reasons are given explained, but no reasons stated with no explanation;
are given for each of the support the advocacy to support the advocacy to support the advocacy no identification of
advocacy techniques used. choices. choices. choices are given at all. advocacy used.

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 Creativity Highly creative, well Mostly creative, well Somewhat creative, not Lacks creativity and not Not creative and not
thought out, and originally thought out, and originally well thought out, and not originally made advocacy original.
made advocacy material. made advocacy material. original made advocacy material.
material.
Note: A score of 6 points and below needs revision but the highest possible score to be given for the revised output is 7 points.

RUBRICS FOR CASE STUDY

5 pts. 4 pts. 3 pts. 2 pts. 1 pt.

Analysis Throughout the whole work, it Throughout most of the work, Throughout much of the work, Throughout some of the work, There is no evidence that there
is evident that there is an it is evident that there is an it is evident that there is an it is evident that there is an is an examination,
examination, summarization, examination, summarization, examination, summarization, examination, summarization, summarization, and
and integration of issue(s) to and integration of issue(s) to and integration of issue(s) to and integration of issue(s) to integration of issue(s) to reveal
reveal insight regarding the reveal insight regarding the reveal insight regarding the reveal insight regarding the insight regarding the paper.
paper. paper. paper. paper.
Support and Relevance Throughout the whole work, it Throughout most of the work, Throughout much of the work, Throughout some of the work, There is no evidence that the
is evident that the work claims it is evident that the work it is evident that the work it is evident that the work work claims are supported
are supported with detailed claims are supported with claims are supported with claims are supported with with detailed and persuasive
and persuasive examples and detailed and persuasive detailed and persuasive detailed and persuasive examples and demonstrate
demonstrate relevant examples and demonstrate examples and demonstrate examples and demonstrate relevant information that
information that supports relevant information that relevant information that relevant information that supports analytical reasoning
analytical reasoning in supports analytical reasoning supports analytical reasoning supports analytical reasoning in response to case analysis
response to case analysis in response to case analysis in response to case analysis in response to case analysis questions.
questions. questions. questions. questions.
Mechanic and Style Throughout the Throughout the Throughout much of the work Throughout some of the work There is no evidence that the

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 Throughout the whole work Throughout most of the whole text, it is evident that the work text, it is evident that the work work is clear and concise, and
text, it is evident that the work work text, it is evident that the is clear and concise, and it is clear and concise, and it it demonstrates strong words
is clear and concise, and it work is clear and concise, and demonstrates strong words demonstrates strong words choices and sentence variety.
demonstrates strong words it demonstrates strong words choices and sentence variety. choices and sentence variety.
choices and sentence variety. choices and sentence variety.

Note: A score of 6 points and below needs revision but the highest possible score to be given for the revised output is 7 points.

RUBRICS FOR SALES PRESENTATION

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B. REQUIRED/SUGGESTED READINGS

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 1. Main References
References:

1. Selling Today, 14th Edition, Manning, Ahearn, Reece, Pearson Publishing, 13: 978-0-13-447740-4
2. Professional Selling in the 21st Century, Dietrich, Nichols, 2017, Kendall Hunt, 978-1-5249-1885-9
3. Richard R. Still, Edward W. Cundiff, Norman A.P Govani 5th ed., Sales Management: Decision, Strategies, and Cases, Pearson Education, New Delhi,2009.
4. Rosann L. Spiro, William J. Stanton, Gregory A. Rich 11th ed., Management of a SalesForce, Tata McGraw Hill, New Delhi 2008
5. Mark W. Johnston, Greg W. Marshall, Sales Force Management, 8th ed. TMH, N.Delhi,2007

C. GRADING SYSTEM

Items Weight
QUIZ 20%
AGUSTINIAN VALUES 10%
CLASS STANDING 30%
MAJOR EXAM 40%
Total 100%
(MTG +
D. COURSE FINAL GRADE REQUIREMENTS
FTG) /2
ASSIGNMENTS
QUIZZES

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 MAJOR EXAMS
MIDTERM OUTPUT
FINAL OUTPUT
CLASS PARTICIPATION

E. CLASS POLICIES

Students must always be in proper decorum

Grace period is only 15 minutes prior the set schedule
No food and drinks allowed inside the classroom
Gadgets need to be in silent mode or turned off unless needed as per the instruction of the professor
Fulfill all the duties and responsibilities every class discussion
Follow all the instructions of the subject professor at all times
Be respectful, both with classmates and the professor
Leave the room quietly and make sure that it’s neat and clean

Prepared by: Checked by: Recommending Approval:

JOHN REY DORMENTES, MBA NAME DR. CATHERINE CASTAÑEDA

Faculty Librarian College Dean

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Date: _________________
DR. WARLON LAMSEN, LPT
Program Chair Approved by:

DR. CATHERINE CASTAÑEDA

Vice-President for Academics and Research

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