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LYCEUM-NORTHWSTERN UNIVERSITY
Dagupan City

COLLEGE OF BUSINESS EDUCATION

LEARNING PACKET

Course Title/Code : MKTG_ELEC3 | SALES MANAGEMENT Academic Year : 2020 – 2021

Name of Faculty : JOLINA A. REYES, MBA Semester : First
Instructor’s Email : [email protected] Class Schedule : MWF 11:00 – 12:00 PM
Course Credit : Lecture = 3 units Contact Number : 0949-860-1234
Prerequisite : None Online Consultation Hours : M 1:00 – 2:00 PM

Course Description:
This course answers this question and guides the student to explore and understand successful sales and sales management behaviors. Students will develop their
competence in professional selling theory and approaches, presentation skills, and sales management techniques. Course topics include the selling process, the buying process,
creating value in buyer-seller relationships, prospecting, sales call planning, communicating the message, negotiating for win-win solutions, closing the sale, as well as how to
motivate, compensate and train sales people.
Program Outcomes:
1. Apply key theories, models and applications within the global business context.
2. Demonstrate critical thinking skills in business related situations.
3. Employ empirical approaches to planning and decision-making using quantitative reporting mechanisms.
4. Demonstrate written and oral skills appropriate for business communication.
5. Analyze business and organizational situations using ethical approaches to decision making.
6. Technology Orientation:
7. Apply technology to enable business growth, development and sustainability.

Course Outcomes:
Course Objectives
1. Adequately prepare students for a career in Sales.
2. Give them an adequate perspective of sales functions and operations that they can use to enhance their effectiveness in other related functions (e.g. Marketing,
Finance, Production, etc).
Summary of Course Content:
Unit 1 – Introduction to Selling and Sales Management
Personal Selling
A Changing Market Place
The Sales Management Process
The Sales Management Competencies
Preparing for Sales Management Success
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Unit 2 – Strategy and Sales Program Planning

Business Strategy(Part 1 and 2)
Marketing Strategy
Strategic Implementation Decision
Sales Force Program Decision

Unit 3 – Customer Interaction Management (Pre Interaction Phase)

Basic Types of Selling
Pre-Interaction Phase

Unit 4 – Customer Interaction Management (Post Interaction Phase)

Interaction Phase
Need Discovery Skills
Post Interaction Phase

Unit 5 – Recruiting and Selecting Personnel

Planning Process
Recruiting Process
Selection Process
Validating and Hiring Process
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Study Schedule (ASSURE Model)

Week Topic Learning Outcomes Activities

August 17, 2020 Class Orientation Join the online session using Google Meet
Unit 1 – Introduction to Selling and Sales Management
Week 1: Topic 1: Personal Selling
August 17 –21, 2020 1. Describe the major changes taking place in A – Analyze the Learners
selling and the forces causing these 1. Google classroom activity: Partake in the online discussion on your background and
changes expectations about Personal Selling and Sales Management Due date: August 19, 2020, 11:00
AM.
S – State Standards or Objectives
Please see topic learning outcomes
S – Select Strategies
The following teaching strategies will be used in this topic:
1. Asynchronous online learning – participation in online discussion, answering guide questions
and viewing suggested videos in YouTube
2. Synchronous online learning – joining the online class thru Google Meet
3. Offline learning – reading and self-study of Module Posted
4. Diagnostic Test
U – Utilize Technology, Media and Materials
1. Read your main reference book (Sales Management, 9th Edition by William Cron) from pages 1
to 6
2. After reading your book you should be able to answer the following guide questions:
a. What are changes taken place due on the 21st century
b. What are the forces that causes changes
c. What are irrevocably changing the way sales people and sales manager Understand,
prepare and accomplish their job?

3. Watch the Pre-recorded video prepared by their sales management instructor:

https://www.youtube.com/watch?v=z6WrC7uhKkI&t=24s
4. After watching the video, answer the assignment for this topic that will be posted in the Google
classroom.
5. Attend the online class lecture on this topic on August 21, 2020 at 11:00 AM using Google
Meet.
R – Require Learner Participation
1. Individual activity
a. Observe your environment
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b. Study the featured company on page 1 with a title “selling at Dell Computer”
c. Take down notes on your favorite coping strategies made by the company
d. Answers will be presented on August 21, 2020, 11:00 AM using Google Meet.

E – Evaluate
1. Answer a case study on your book on page 12 with a title “Who to Promote”

Week 2: Topic 2: A Changing Market Place

August 24 – 28, 2020 1. Define Sales Management A – Analyze the Learners
2. Describe Sales Management Process 1. Google classroom activity: Partake in the online discussion on your background and
3. Understand How Sales Manager Execute expectations about the Changing MarketPlace. Due date: August 24, 2020, 11:00 AM.
their responsibilities
S – State Standards or Objectives
Please see topic learning outcomes
S – Select Strategies
The following teaching strategies will be used in this topic:
1. Asynchronous online learning – participation in online discussion, answering guide questions
and viewing suggested videos in YouTube
2. Synchronous online learning – joining the online class thru Google Meet
3. Offline learning – reading and self-study of Module Posted
4. Diagnostic Test
U – Utilize Technology, Media and Materials
1. Read your main reference book (Sales Management, 9th Edition by William Cron) from pages
10 to 12
2. After reading your book you should be able to answer the following guide questions:
d. What is Sales Management
e. What is the sequence of Sales Management Process?

3. Watch the Pre-recorded video prepared by their sales management instructor:

https://www.youtube.com/watch?v=z6WrC7uhKkI&t=24s
4. After watching the video, answer the assignment for this topic that will be posted in the Google
classroom.
5. Attend the online class lecture on this topic on August 26, 2020 at 11:00 AM using Google
Meet.
R – Require Learner Participation
1. Group activity
a. Group with 3 of your classmates.
b. Study the Case Study on page 19 of your module with a title ”how to handle Rumors”
c. Solutions of the chosen exercise problems will be presented on August 26, 2020, 11:00 AM
using Google Meet.
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E – Evaluate
1. Answer a quiz on this topic which will be posted in Google classroom on August 26, 2020 at
11:00 AM.
1.

Week 3: Topic 3: The Sales Management Process

August 31- Sep 4, 2020 1. Describe the sales management Process A – Analyze the Learners
2. Apply the Sales Management Process 1. Google classroom activity: Partake in the online discussion on your background and
expectations about Sales Management Process. Due date: August 31, 2020, 11:00 AM.
S – State Standards or Objectives
Please see topic learning outcomes
S – Select Strategies
The following teaching strategies will be used in this topic:
1. Asynchronous online learning – participation in online discussion, answering guide questions
and viewing suggested videos in YouTube
2. Synchronous online learning – joining the online class thru Google Meet
3. Offline learning – reading and self-study of Module Posted
4. Diagnostic Test
U – Utilize Technology, Media and Materials
1. Read your main reference book (Sales Management, 9th Edition by William Cron) from pages
10 to 12
2. After reading your book you should be able to answer the following guide questions:
a. What are the steps in sales management process
b. How is sales management process applied in the 21 st century
3. Watch the Pre-recorded video prepared by their sales management instructor:
4. After watching the video, answer the assignment for this topic that will be posted in the Google
classroom.
5. Attend the online class lecture on this topic on September 2, 2020 at 11:00 AM using Google
Meet.
R – Require Learner Participation
1. Individual activity
a. Answer the question posted in Google classroom
b. Study the responsibilities of Sales Manager
c. Five students will be randomly pick to present their answers on September 2, 2020, 11:00
AM using Google Meet.
E – Evaluate
1. Short quiz about the Sales Management process on Google Classroom
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Week 4: Topic 4: The Sales Management Competencies

September 7-11,2020 1. List the Sales Management Competencies A – Analyze the Learners
2. Understand and Apply the Sales 1. Google classroom activity: Partake in the online discussion on your background and
Management Competencies expectations about Sales Management competencies. Due date: September 9, 2020, 11:00
AM.
S – State Standards or Objectives
Please see topic learning outcomes
S – Select Strategies
The following teaching strategies will be used in this topic:
1. Asynchronous online learning – participation in online discussion, answering guide
questions and viewing suggested videos in YouTube
2. Synchronous online learning – joining the online class thru Google Meet
3. Offline learning – reading and self-study of Module Posted
4. Diagnostic Test
U – Utilize Technology, Media and Materials
1. Read your main reference book (Sales Management, 9th Edition by William Cron) from
pages 10-21
2. After reading your book you should be able to answer the following guide questions:
a. What are sales management competencies?
b. What is the importance of having this competencies in sales?
c. How am I going to develop my competencies?

3. Watch the Pre-recorded video prepared by their sales management instructor:

4. After watching the video, answer the assignment for this topic that will be posted in the
Google classroom.
5. Attend the online class lecture on this topic on September 9, 2020 at 11:00 AM using
Google Meet.
R – Require Learner Participation
1. Peer Activity
2. Read the case Study on page 19
3. Study the featured company and discuss it with your pair
4. Take down notes and reflect
5. Answer the questions as a pair and submit it on your Google class
E – Evaluate
1. Answer a short question on Google classroom on September 11,2020
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Week 5: Topic 5 : Preparing for Sales Management Success

September 14 – 18, 2020 1. Identify the sales management career path A – Analyze the Learners
2. Prepare and present the skills needed for 2. Google classroom activity: Partake in the online discussion on your background and
today’s sales manager expectations about Sales Management Success. Due date: September 14, 2020, 11:00 AM.
S – State Standards or Objectives
Please see topic learning outcomes
S – Select Strategies
The following teaching strategies will be used in this topic:
1. Asynchronous online learning – participation in online discussion, answering guide
questions and viewing suggested videos in YouTube
2. Synchronous online learning – joining the online class thru Google Meet
3. Offline learning – reading and self-study of Module Posted
4. Diagnostic Test
U – Utilize Technology, Media and Materials
1. Read your main reference book (Sales Management, 9th Edition by William Cron) from
pages 22 to 25
2. After reading your book you should be able to answer the following guide questions:
a. What are the career path of a sales manager?
b. What are the Success Story of Procter and Gamble?
c. How are you going to prepare for sales management career?

3. Watch the Pre-recorded video prepared by their sales management instructor:

4. After watching the video, answer the assignment for this topic that will be posted in the
Google classroom.
5. Attend the online class lecture on this topic on September 16, 2020 at 11:00 AM using
Google Meet.
R – Require Learner Participation
1. Individual activity
2. Observe your environment
3. Study the featured company on page 27 with a title “D&M Insurance”
4. Answers will be presented on August 21, 2020, 11:00 AM using Google Meet.
E – Evaluate
Long quiz on September 18 using Quizziz about the topics in Unit 1.

Week 5:
Preliminary Exam
September 18, 2020 Answer the 50-item exam that will be posted in the Google Classroom
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Start Time: 11:00 AM | Due Time: 12:00 PM

Unit 2 – Strategy and Sales Program Planning

Week 6: Topic 1: Business Strategy (Introduction)
September 21 – 25, 2020
1. Understand the Steps of an Award Winning A – Analyze the Learners
Strategy 1. Google classroom activity: Partake in the online discussion on your background and
2. State the basic Elements of Strategic expectations about Business Strategy. Due date: September 21, 2020, 11:00 AM.
Marketing Planning
S – State Standards or Objectives
Please see topic learning outcomes
S – Select Strategies
The following teaching strategies will be used in this topic:
1.Asynchronous online learning – participation in online discussion, answering guide
questions and viewing suggested videos in YouTube
2. Synchronous online learning – joining the online class thru Google Meet
3. Offline learning – reading and self-study of Module Posted
4. Diagnostic Test
U – Utilize Technology, Media and Materials
1. Read your main reference book (Sales Management, 9th Edition by William Cron) from
pages 33 to 35
2. After reading your book you should be able to answer the following guide questions:
a. What are the steps to achieve an award winning strategy?
b. What are the basic elements of Strategic Marketing Plan?
c. What is the sales force sequence?

R – Require Learner Participation

1. Individual activity
a. Read the Award winning strategy on page 33
b. Study and understand the concepts
c. Take down notes on your favorite coping strategies.
d. Answers will be presented on September 23, 2020, 11:00 AM using Google Meet.
E – Evaluate
1. Answer a short quiz about Business Strategy.

Unit 2: Strategy and Sales Management Program Planning

Week 7: Topic 2: Business Strategy (part 2)
September 28 – 1. Describe the major element of business A – Analyze the Learners
October 2, 2020 strategy 1. Google classroom activity: Partake in the online discussion on your background and
2. Create a Mission and Vision Statement expectations about Business Strategy. Due date: September 28, 2020, 11:00 AM.
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S – State Standards or Objectives

Please see topic learning outcomes
S – Select Strategies
The following teaching strategies will be used in this topic:
2. Asynchronous online learning – participation in online discussion, answering guide
questions and viewing suggested videos in YouTube
3. Synchronous online learning – joining the online class thru Google Meet
4. Offline learning – reading and self-study of Module Posted
5. Diagnostic Test
U – Utilize Technology, Media and Materials
1. Read your main reference book (Sales Management, 9th Edition by William Cron) from
pages 35-39
2. After reading your book you should be able to answer the following guide questions:
a. What is the difference between mission and vision?
b. How to establish goals?
c. What do we mean by strategies
3.

R – Require Learner Participation

1. Team Activity (Reciprocate learning)
a. The instructor will group you into 4
b. Every group will have an assigned topic
c. Each group will repost their learnings about their topics

E – Evaluate
1. Short Quiz on October 2,2020

Week 8: Topic 3: Strategic Implementation Decisions

October 5 – 9, 2020 1. Explain what is meant by strategic A – Analyze the Learners
implementation process decisions 1. Google classroom activity: Partake in the online discussion on your background and
2. Create a strategic Implementation plan expectations about Strategic Implementation Decisions. Due date: October 5, 2020,
11:00 AM.
S – State Standards or Objectives
Please see topic learning outcomes
S – Select Strategies
The following teaching strategies will be used in this topic:
1. Asynchronous online learning – participation in online discussion, answering guide
questions and viewing suggested videos in YouTube
2. Synchronous online learning – joining the online class thru Google Meet
3. Offline learning – reading and self-study of Module Posted
4. Diagnostic Test
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U – Utilize Technology, Media and Materials

1. Read your main reference book (Sales Management, 9th Edition by William Cron) from
pages 37-52
2. After reading your book you should be able to answer the following guide questions:
a. What are the two processes in implementing strategic decision?
d. What are the essential activities on Sales Process?
e. What do you mean by Product Development Management(PDM) , Supply Chain
Management (SCM) and Customer Relationship Management (CRM
3.

R – Require Learner Participation

1. Team Activity (Reciprocate learning)
a. The instructor will group you into 4
b. Every group will have an assigned topic
c. Each group will repost their learnings about their topics

E – Evaluate
1. Short Quiz on October 9,2020

Week 9: Topic 4: Sales Force Program Decision

October 12 – 16, 2020 1. Describe a purpose of a sales management A – Analyze the Learners
program 1. Google classroom activity: Partake in the online discussion on your background and
2. Tell what an account relationship strategy is expectations about Sales Force Program Decision. Due date: October 12, 11:00 AM.
and explain its purpose
S – State Standards or Objectives
Please see topic learning outcomes
S – Select Strategies
The following teaching strategies will be used in this topic:
1. Asynchronous online learning – participation in online discussion, answering guide questions
and viewing suggested videos in YouTube
2. Synchronous online learning – joining the online class thru Google Meet
3. Offline learning – reading and self-study of Module Posted
4. Diagnostic Test
U – Utilize Technology, Media and Materials
1. Read your main reference book (Sales Management, 9th Edition by William Cron) from pages
35-39
2. After reading your book you should be able to answer the following guide questions:
a. What is the difference between mission and vision?
b. How to establish goals?
c. What do we mean by strategies
3.

R – Require Learner Participation

1.Team Activity (Reciprocate learning)
a. The instructor will group you into 4
b. Every group will have an assigned topic
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c. Each group will repost their learnings about their topics

E – Evaluate
1. Short Quiz on October 16,2020

Week 9: Answer the 50-item exam that will be posted in the Google Classroom
Midterm Exam
October 16, 2020 Start Time: 11:00 AM | Due Time: 12:00 PM
Unit 3 : Customer Interaction Management (Pre Interaction Phase)
Week 10: Topic 1: Basic Types of Selling
October 19 – 23, 2020 1. Describe the basic Types of Selling models A – Analyze the Learners
2. Understand the importance of each selling 1. Google classroom activity: Partake in the online discussion on your background and
model expectations about Basic Types of selling Due date: October 19,2020 11:00 AM.
S – State Standards or Objectives
Please see topic learning outcomes
S – Select Strategies
The following teaching strategies will be used in this topic:
2. Asynchronous online learning – participation in online discussion, answering guide questions
and viewing suggested videos in YouTube
3. Synchronous online learning – joining the online class thru Google Meet
4. Offline learning – reading and self-study of Module Posted
5. Diagnostic Test
U – Utilize Technology, Media and Materials
1. Read your main reference book (Sales Management, 9th Edition by William Cron) from
pages 141-144
2. After reading your book you should be able to answer the following guide questions:
a. What is the story about the “Thirty-Million Dollar Sale”?
b. What are the basic types of Selling Model
c. What is the Phases and Selling Process?

3. Watch the Pre-recorded video prepared by their sales management instructor:

4. After watching the video, answer the assignment for this topic that will be posted in the
Google classroom.
5. Attend the online class lecture on this topic on October 21, 2020 at 11:00 AM using Google
Meet.
R – Require Learner Participation
1. Individual Activity
a. Read the case Study on page 141
b. Study how Boeing Aircraft make such a large sale
c. Take down notes and reflect
d. Present your reflection on Google meet
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E – Evaluate
1. Answer a short question on Google classroom on October 23,2020
Week 11: Topic 2: Pre Interaction Phase
October 26 – 30, 2020 1. Illustrate the skills utilized in the pre A – Analyze the Learners
interaction phase 1. Google classroom activity: Partake in the online discussion on your background and
2. Explain and list the important things to expectations about Pre Interaction Phase. Due date: October 26, 2020 11:00 AM.
accomplish in Pre-Interaction Phase
S – State Standards or Objectives
Please see topic learning outcomes
S – Select Strategies
The following teaching strategies will be used in this topic:
1. Asynchronous online learning – participation in online discussion, answering guide questions
and viewing suggested videos in YouTube
2. Synchronous online learning – joining the online class thru Google Meet
3. Offline learning – reading and self-study of Module Posted
4. Role Play and Sales Pitch
U – Utilize Technology, Media and Materials
1. Read your main reference book (Sales Management, 9th Edition by William Cron) from
pages 145-147
2. After reading your book you should be able to answer the following guide questions:
a. What do Planning skills implied”?
b. What do you want to accomplish?
c. What you should know about your customer?
d. Where can you find the information?
e. What are you going to say to your customer?

3. Watch the Pre-recorded video prepared by their sales management instructor:

4. After watching the video, answer the assignment for this topic that will be posted in the
Google classroom.
5. Attend the online class lecture on this topic on October 28, 2020 at 11:00 AM using Google
Meet.
R – Require Learner Participation
1. Pair Activity (Role Play)
a. Find a partner.
e. One will act as a seller and the other one will be the buyer
b. Follow the steps needed on this phase
c. Record your video and upload it on the Google classroom
E – Evaluate
1. Answer a short question on Google classroom on October 30,2020
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Unit 4 – Customer Interaction Management (Post Interaction Phase)

Week 12: Topic 1: Interaction Phase
November 2 – 6, 2020 1. Lists the skills needed in Interaction Phase A – Analyze the Learners
2. Re-create a scene in conducting Interaction 1. Google classroom activity: Partake in the online discussion on your background and
Phase expectations about Interaction Phase. Due date: November 4, 2020 11:00 AM.
S – State Standards or Objectives
Please see topic learning outcomes
S – Select Strategies
The following teaching strategies will be used in this topic:
1. Asynchronous online learning – participation in online discussion, answering guide questions
and viewing suggested videos in YouTube
2. Synchronous online learning – joining the online class thru Google Meet
3. Offline learning – reading and self-study of Module Posted
4. Role Play and Sales Pitch
U – Utilize Technology, Media and Materials
1. Read your main reference book (Sales Management, 9th Edition by William Cron) from
pages 148-151
2. After reading your book you should be able to answer the following guide questions:
a. What is the interaction phase?
b. How are you going to get access with you customer?
c. What do we mean by reluctance?
d. How are you going to developed relating skills?

3. Watch the Pre-recorded video prepared by their sales management instructor:

4. After watching the video, answer the assignment for this topic that will be posted in the
Google classroom.
5. Attend the online class lecture on this topic on November 4, 2020 at 11:00 AM using
Google Meet.
R – Require Learner Participation
1. Pair Activity (Role Play)
a. Find a partner.
b. One will act as a seller and the other one will be the buyer
c. Follow the steps needed on this phase
d. Record your video and upload it on the Google classroom
E – Evaluate
1. Answer a short question on Google classroom on October 6,2020
Week 13: Topic 2: Need Discovery Skills
November 9 – 13, 2020 1. Understand the concept of Need Analysis A – Analyze the Learners
2. Evaluate and Conduct a Need Analysis 1. Google classroom activity: Partake in the online discussion on your background and
Alpha Code Pending (Contact QA Office)

expectations about Need discovery skills. Due date: November 9, 2020 11:00 AM.
S – State Standards or Objectives
Please see topic learning outcomes
S – Select Strategies
The following teaching strategies will be used in this topic:
1. Asynchronous online learning – participation in online discussion, answering guide
questions and viewing suggested videos in YouTube
2. Synchronous online learning – joining the online class thru Google Meet
3. Offline learning – reading and self-study of Module Posted
4. Role Play and Sales Pitch
U – Utilize Technology, Media and Materials
1. Read your main reference book (Sales Management, 9th Edition by William Cron) from
pages 151-159
2. What is need discovery Skills?
a. What are the different kinds of motives?
b. Why does a sales person needs to ask question?
c. What are the additional question that can be used in discovering the needs of the
customers?
d. What are the two aspects of advocating skills?
e. What are the different type of relationship?
f. When and how to close a deal?

3. Watch the Pre-recorded video prepared by their sales management instructor:

4. After watching the video, answer the assignment for this topic that will be posted in the
Google classroom.
5. Attend the online class lecture on this topic on November 11, 2020 at 11:00 AM using
Google Meet.
R – Require Learner Participation
1. Pair Activity (Role Play)
a. Find a partner.
b. One will act as a seller and the other one will be the buyer
c. Follow the steps needed on this phase
d. Record your video and upload it on the Google classroom
E – Evaluate
1. Answer a short question on Google classroom on November 13.2020
Topic 3-Post Interaction Phase
Week 15: 1. Explain the skills needed in the post- A – Analyze the Learners
November 16 – 20, 2020 interaction phase. 1. Google classroom activity: Partake in the online discussion on your background and
expectations about Post Interaction Phase. Due date: November 16, 2020 11:00 AM.
S – State Standards or Objectives
Please see topic learning outcomes
Alpha Code Pending (Contact QA Office)

S – Select Strategies
The following teaching strategies will be used in this topic:
1. Asynchronous online learning – participation in online discussion, answering guide
questions and viewing suggested videos in YouTube
2. Synchronous online learning – joining the online class thru Google Meet
3. Offline learning – reading and self-study of Module Posted
4. Role Play and Sales Pitch
U – Utilize Technology, Media and Materials
1. Read your main reference book (Sales Management, 9th Edition by William Cron) from
pages 159-163
2. After reading your book you should be able to answer the following guide questions:
a. What is the importance of follow up?
b. What do we mean by ongoing activities?
c. What is knowledge management and how are you going to execute it?

3. Watch the Pre-recorded video prepared by their sales management instructor:

4. After watching the video, answer the assignment for this topic that will be posted in the
Google classroom.
5. Attend the online class lecture on this topic on November 18 at 11:00 AM using Google
Meet.
R – Require Learner Participation
1. Pair Activity (Role Play)
a. Find a partner.
b. One will act as a seller and the other one will be the buyer
d. Follow the steps needed on this phase
e. Record your video and upload it on the Google classroom
E – Evaluate
1. Prepare a Sale Pitch Presentation on November 18, 2020.
Week 14: Answer the 50-item exam that will be posted in the Google Classroom
Semi-Final Exam
November 20, 2020 Start Time: 11:00 AM | Due Time: 12:00 PM
Unit 5: Recruiting and Selecting Personnel
Topic 1: Planning Process
Week 15: 1. Discuss how to plan for recruiting and A – Analyze the Learners
November 23 – 27, 2020 selection. 1. Google classroom activity: Partake in the online discussion on your background and
2. Identify the preliminary analysis of expectations about Planning Process. Due date: November 23,2020 11:00 AM.
personnel needs, S – State Standards or Objectives
Please see topic learning outcomes

S – Select Strategies
Alpha Code Pending (Contact QA Office)

The following teaching strategies will be used in this topic:

1. Asynchronous online learning – participation in online discussion, answering guide questions
and viewing suggested videos in YouTube
2. Synchronous online learning – joining the online class thru Google Meet
3. Offline learning – reading and self-study of Module Posted
4. Diagnostic Test
U – Utilize Technology, Media and Materials
1. Read your main reference book (Sales Management, 9th Edition by William Cron) from pages
206-2016
2. After reading your book you should be able to answer the following guide questions:
a. What is Prudential’s Recruiting Process?
b. How sales manager conduct selecting process?
c.

R – Require Learner Participation

1.Team Activity (Reciprocate learning)
a. The instructor will group you into 4
b. Every group will have an assigned topic
c. Each group will repost their learnings about their topics

E – Evaluate
1. Short Quiz on November 27, 2020

Week 16: Topic 2: Recruiting

November 30 – 1. Explain the relevant hiring process A – Analyze the Learners
December 4, 2020 2. Differentiate the sources of recruitment. 1. Google classroom activity: Partake in the online discussion on your background and
expectations about Recruiting Process. Due date: October 12, 11:00 AM.
S – State Standards or Objectives
Please see topic learning outcomes
S – Select Strategies
The following teaching strategies will be used in this topic:
1. Asynchronous online learning – participation in online discussion, answering guide
questions and viewing suggested videos in YouTube
2. Synchronous online learning – joining the online class thru Google Meet
3. Offline learning – reading and self-study of Module Posted
4. Diagnostic Test
U – Utilize Technology, Media and Materials
1. Read your main reference book (Sales Management, 9th Edition by William Cron) from
pages 216-219
2. After reading your book you should be able to answer the following guide questions:
a. What is the goal of recruiting?
b. What are the different sources in recruiting applicants?
R – Require Learner Participation
Alpha Code Pending (Contact QA Office)

1.Team Activity (Reciprocate learning)

d. The instructor will group you into 4
e. Every group will have an assigned topic
f. Each group will repost their learnings about their topics

E – Evaluate
2. Short Quiz on December 4, 2020

Week 17: Topic 3: Selecting prospects

December 7 – 11, 2020 1. Understand the hiring selection and criteria. A – Analyze the Learners
2. Analyze and evaluate the skills of qualified 2. Google classroom activity: Partake in the online discussion on your background and
personnel. expectations about selecting prospects. Due date: December 7, 11:00 AM.
S – State Standards or Objectives
Please see topic learning outcomes
S – Select Strategies
The following teaching strategies will be used in this topic:
c. Asynchronous online learning – participation in online discussion, answering guide
questions and viewing suggested videos in YouTube
d. Synchronous online learning – joining the online class thru Google Meet
e. Offline learning – reading and self-study of Module Posted
f. Diagnostic Test
U – Utilize Technology, Media and Materials
g. Read your main reference book (Sales Management, 9th Edition by William Cron) from
pages 219-230
h. After reading your book you should be able to answer the following guide questions:
i. What is the basic purposes of Application forms
j. What is the model of selecting Salespeople looks like?
k. Why does personal interview crucial? On the selection process
l.

R – Require Learner Participation

1.Team Activity (Reciprocate learning)
g. The instructor will group you into 4
h. Every group will have an assigned topic
i. Each group will repost their learnings about their topics

E – Evaluate
3. Short Quiz on Dec 11,2020

Week 18: Topic 4: Validating the Hiring Process

Alpha Code Pending (Contact QA Office)

December 14– 18, 2020 1. Construct a step by step strategy on A – Analyze the Learners
validating the Hiring Process. 1. Google classroom activity: Partake in the online discussion on your background and
expectations about Validating Process. Due date: December 14, 11:00 AM.
S – State Standards or Objectives
Please see topic learning outcomes
S – Select Strategies
The following teaching strategies will be used in this topic:
1. Asynchronous online learning – participation in online discussion, answering guide
questions and viewing suggested videos in YouTube
2. Synchronous online learning – joining the online class thru Google Meet
3. Offline learning – reading and self-study of Module Posted
4. Diagnostic Test
U – Utilize Technology, Media and Materials
1. Read your main reference book (Sales Management, 9th Edition by William Cron) from
pages 230-232
2. After reading your book you should be able to answer the following guide questions:
a. Why Validation is useful on hiring process?
b. How does validation process happen?
c.

R – Require Learner Participation

1.Team Activity (Reciprocate learning)
j. The instructor will group you into 4
k. Every group will have an assigned topic
l. Each group will repost their learnings about their topics

E – Evaluate
4. Short Quiz on December 18,2020

Week 18: Answer the 50-item exam that will be posted in the Google Classroom
Final Exam
December 11, 2020 Start Time: 11:00 AM | Due Time: 12:00 PM

COURSE REQUIREMENTS:
Alpha Code Pending (Contact QA Office)

1. Periodic Examinations (to be given online): Preliminary, Midterm, Semi-Final, Final Examination
2. Quizzes, Assignments, Recitation, Online Synchronous and Asynchronous Activities
Note: Rubrics for each class work will be given by your instructor during the briefing before the activity.

GRADING SYSTEM:
Semestral Grade = (Prelim Grade*25%) + (Midterm Grade*25%) + (Semi-Final Grade*25%) + (Final Grade*25%)
For every grading period:
Periodic Exam – 40%
Student Course Work – 60 %
In order to earn a passing grade, the student should get a transmuted grade of 75%

BIBLIOGRAPHY:
Main Reference:
Cron W. Sales Management, 9th Edition

Prepared by: Recommended by: Approved by:

JOLINA A. REYES, MBA Dr. Genoveva Y. Reyes, CPA, FRIAcc DR. MARINA O. ABELLA
Instructor Dean, CBE Vice-President, Academic Affairs