Professional Salesmanship Summer 2015

Instructor

Rey Parcon

Asst. Professor 1

Academician for 2 years already handling finance subjects.

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Overview

COURSE DESCRIPTION

           

This course covers the fundamental concepts, principles, methods, techniques of personal selling. Discussions is focused on placing selling on a professional bases that takes into account the demands of changing times, advanced technologies, new products, and sophisticated buyers. The development of a person into becoming a professional salesman is discussed and the basic knowledge that one should have are fully presented in this course.

 

 

COURSE OBJECTIVES

           

            At the end of the course, students will be able to:

 

  1. Easily adopt the different functions of a professional salesman.
  2. Find success in the use of different techniques in sales presentations.
  3. Direct sales presentations and execute effective communication skills in motivating buyers.
  4. Anticipate the buying habits and wants of Filipino buyers and develop sales approaches.
  5. Applying the different selling techniques suited to present daily marketing situations and operations.

                                

COURSE CONTENT

TOPIC(S)

NUMBER OF

SESSION(S)

Part 1: MIDTERM PERIOD

 

NATURE, HISTORY AND DEVELOPMENT OF SALESMANSHIP

  1. Meaning and nature of selling
  2. Leadership in selling
  3. Selling and salesmanship
  4. Characteristics of a good salesman
  5. Functions of sales people

 

Part 2: FINAL PERIOD

 

THE STARMAN

  1. Knowledge of oneself
  2. Qualification of an effective salesman
  3. Product knowledge
  4. Knowledge of the company
  5. Knowledge of the market
  6. Knowledge of the customer
  7. Knowledge of the competition
  8. The Filipino consumers
  9. The sales process

 

 

RECOMMENDED REFERENCES

 

  1. Cattlebberry, Stephen (2012). Selling: Building Partnership, Boston: McGraw-Hill
  2. Futrell, Charles (2011). Fundamentals of Selling: Customers For Life Through Service, 9E, Boston: McGraw-Hill
  3. Lambert, Brian (2010). 10 Steps to Successful Sales, Virginia: ASTD Press
  4. Manning, Gerald (2012), Selling Today: Partnership to Create Value, Boston: Pearson
  5. Miller, Robert (2011), The New Strategic Selling, 3E, London: Kogan Page

Course content

  • Lecture 1

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