GOVERNMENT OF THE PUNJAB

TECHNICAL EDUCATION &VOCATIONAL

TRAINING AUTHORITY

CURRICULUM FOR

SALESMANSHIP
(6-MONTHS COURSE)

CURRICULUM WING TEVTA

58-A L – BLOCK GULBERG –III LAHORE
PHONES Nos 5868409 5868475
SALESMANSHIP 1

TRAINING OBJECTIVES
At the end of the training, the students will be able to:-

1. Explain the scope of Salesmanship

2. Explain the qualities and functions of a salesman.

3. Explain of Principal of personal selling

4. Understand Sales Promotion Techniques.

5. Understand Consumer’s / Buyer’s behavior.

6. Design Sales Force strategy.

7. Understand channels of Distribution.

8. Select suitable Advertising Media.

9. Measure the performance of Sales person.

CURRICULUM SALIENTS

ENTRY LEVEL MATRIC

Total duration Course 6 Months

Total training Hours 360

15-hours in a week
3-hours a day

Training Methodology 90% Practical

10 % Theory

CURRICULUM STRUCTUR

Core Subject Salesmanship 200 Hours

Main Subject (i) Functional English 80 Hours

(ii) Computer Application 80 Hours

SALESMANSHIP 2

SKILL REQUIREMENTS

At the end of the course, the students must be able to :-

1. Adopt qualities of a good Salesman.

2. Use Sales promotion Techniques.

3. Design Sales Force Strategy.

4. Select suitable Advertising Media.

5. Measure the performance of a Sales person.

SALESMANSHIP 3

KNOWLEDGE REQUIREMENTS

At the end of the course, the students must have the knowledge of
the following:-

1. Introduction of Salesmanship

2. Functions of a Salesman.

3. Principles of Personal selling

4. Sales promotion Techniques.

5. Consumer / Buyer Behavior.

6. Different channels of Distributions.

7. Objectives and selection of suitable Advertising Media.

8. Measure the performance of a Sales person.

SALESMANSHIP 4

DETAIL OF COURSE CONTENTS

(SALESMANSHIP)

UNITS & TOPICS ASSIGNMENT AND TIME FRAME IN

EVALUATION HOURS
Salesmanship Definition, Assignment # 1 20
Introduction, Importance, Scope, Test # 1
Qualities and functions of a good
Sales person.

Promotion – definition, Elements of Assignment #2 15

promotion, Steps in developing Test #2
effective Communication, Factors
influencing promotion mix.

Personal Selling – nature and Assignment # 3 15

characteristics, Principles of Test # 3
personal selling, personal selling
process.

Sales promotion Techniques – Assignment # 4 15

Reception, Inquiry, Selection, Test # 4
persuation, display,
Communication.

Consumer Market – Influence on Assignment # 5 15

Consumer behavior model of Test # 5
consumer behavior, personal
characteristics, affecting consumer
behavior.

Consumer Market – Buyers Assignment # 6 20

decision processes, Consumer Test # 6
buying rules, Stages of buyer
decision process, Types of buying –
Decision behaviors, Buyer decision
process for new products.

Personal Selling & Sales Assignment # 7 20

Management Setting Sales force Test # 7
objectives Designing Sales force
strategy, recruiting & Selecting
sales people, Supervising and
Evaluating Sales people.
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Channels of Distribution – nature Assignment # 8 20

Channel behavior & organization Test # 8
Channel management decision,
Physical Distribution Decisions.

Advertising – objectives, setting Assignment # 9 20

Advertising budget, selecting Test # 9
advertising media, Advertising
Evaluation.

Internship / Practical Training in the 30

filed
Revision Final Test 10
Total 200
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DETAIL OF COURSE CONTENTS

(FUNCTIONAL ENGLISH)

UNITS & TOPICS ASSIGNMENT AND TIME FRAME

EVALUATION IN HOURS
Revision of grammar, sentence 4
construction

Tenses Test # 1 12
Greetings and introduction. 4
Introduce yourself, greetings and
titles, greet people formally and
informally at different times of the
day.

Ask about people countries, 4

nationalities and companies.

Seeking information: Assignment # 1 3

Describe places/objects and
locations: ask / Talk about past
events.

Buying and selling: Test # 2 3

Oral work seeking information,
Things to say at the market. Have
to comment and inquire about costs
and mode of payments.

Letter Writing. Assignment #2 6

Planning a letter, appearance of Test # 3
business letter, different layouts of
business letter.

General revision 3
Review any weakness

Complaints 6
Dealing with complaints; writing a
letter of complaint.

Incoming and outgoing calls: Assignment # 3 6

Making telephone calls, receiving Test # 4
telephone calls.
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Developing curriculum vitae and job 6

application, letter of acceptances
refusal.
Letter for interview, acceptance, 6
rejection
Internal communication: Assignment # 4 6
Writing informal memos, Test # 5
Arrangements for 5 – 10 minutes 6
talk on chosen subjects. Questions
by individual students.
Final Revision 5
Total 80
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DETAIL OF COURSE CONTENTS

(COMPUTER APPLICATIONS)

Units & Topics Resources Assignment Time Frame

& Evaluation in Hours
Computer Fundamentals:
(Total Hours = 10)

 Introduction to computers: Hands out & Test#1 02

Definition, Operations and Reference
Characteristics, Hardware Book
and Software.
 Central Processing Unit 04
(CPU), Arithmetic and Logical
Unit, Control Unit (Explain
by the help of Diagram on
board), RAM, ROM.
 Classification of computers:
Microcomputer, Mini
computer, Mainframe 01
computer, Super computer.
 Introduction of I/O devices:
Monitor, Keyboard, Mouse,
Hard disk, Floppy disk,
Scanner, Printer.
03

Operating System (Windows 2000):

(Total Hours = 10)
Introduction to Windows 2000, Hands out & Assignment 02
Desktop, Folders and Short cut Reference #1
icons, Start button, Task bar. Book

Recycle bin, My Computer, My Assignment 01

Network Places, #2
Components of Windows, Using Assignment 02
Explorer, Copying and moving files #3
and folders, Control Panel, Changing
system date/time, Regional setting,
Customizing Mouse and Keyboard.
Using Help, Installation of software Assignment 03
programs in Windows 2000. #4
Accessories: Objective
Paint Brush, Calculator, Word Pad. Type Test
Progress Test, Review of Assignment 02
weaknesses, General Revision #5
SALESMANSHIP 9

Word Processing using MS

Word 2000:
(Total Hours = 30)
Hand outs & Assignment # 6 03
Introduction to MS Word 2000 Reference
Working with Document: Book
 Creating, Saving, Opening a Different
document. types of
 Entering text, Selecting, corresponde
Copying and moving text, nce in Office
Spell Check, Auto correction. environment
Editing Document: Do 02
 Undo, Using clipboard to cut,
copy and paste
 Find, Replace and Go to
Inserting: Do Assignment # 7 08
Header & Footer, Footnotes,
Symbols, Date & Time, Page
Numbers, Pictures, Hyperlink, Text
box, Comments and Bookmark
Formatting: Do Assignment # 8 05
Fonts, Paragraph formatting, Borders
and Shading, Bullets and Numbering,
Drop caps, Formatting pages and
whole document.
Mail Merging: Do Assignment # 9 10
Create main document, Data file,
Form letters, Get data, Merge to new
document.
Introducing Tables:
Creating tables, Inserting and
removing rows and columns, Merge
cells, Auto format
Printing:
Page setup, Print preview, and
Printing options.
A small project covering the contents 02
of course to enhance the efficiency
and practical skill in MS Word.

Spread sheet using MS

Excel 2000:
(Total Hours = 20)

Introduction to Excel, Work book and Hand outs & Assignment 03

work sheet, Creating, Saving and Reference # 10
Opening work books, Entering data Book
SALESMANSHIP 10

in a sheet, Navigation in the sheet,

Selection of cells, Inserting and
deleting rows and columns, Moving
between sheets.
Standard toolbar, formatting toolbar, Do Assignment 02
Undo, Normal and Page Layout view. # 11
Formatting data: Do Assignment 03
Formatting cells and text, Alignment # 12
of text in a cell, Applying borders,
Copying and moving data.
Formulas and Functions: Do Assignment 03
Entering, editing and using formulas # 13
and functions.
Average, Date, If, Left, Max, Min,
Mod, Right, Sqrt, Sum, Upper.
Working with Charts: Charts of Assignment 03
Creating different types of charts, different # 14
Specifying data range and series, business Objective type
Chart options situations test
Printing: 04
Setting the margins using Page
setup, Printing options, Specifying
Header & Footer.
A small project embracing the topics 02
covered in the course to enrich
proficiency in developing business
spread sheets.

Internet & Email:

(Total Hours = 10)

Introducing the Internet concepts, Hand outs & Assignment 07

Browsing, ISP, Modem, Connecting Reference # 15
to Internet, Internet Explorer, URLs, Book
Web site addresses, Search
Engines, Downloading from Internet.
Composing and sending Emails,
Inbox, Deleting unnecessary Emails.
A comprehensive project to review Project 03
the course contents to identify the
weak areas of students, Improve
their skills for practical environment
with full dexterity.
Total 80
SALESMANSHIP 11

EMPLOYABILITY OF PASS OUTS

Pass outs in “Salesmanship” can find employment opportunities in the

following sectors:-

1. Personal Business.

2. Salesmanship at different shops/departmental store.

3. Sales Representative Medicine, Textile etc.

4. Mobile Agents / Distributor’s etc.

SALESMANSHIP 12

BOOKS RECOMMENDED

1. “Principles of Marketing”
By Philips Kotler

2. “Marketing Sales People”

By Lawrence B. Chonko

3. “Principles of Marketing and Salesmanship”

By Mian Zahid Mehmood.
SALESMANSHIP 13

STANDING OPERATING PROCEDURE FOR

EVALUATION OF SHORT COURSE STUDENTS.

Following procedure will be followed for the evaluation of students of short

courses: -

1 Admitted students will be registered with the Punjab Board of Technical

Education Lahore within one month after the last date of admission.

2 The testing of the students shall be carried out as follows: -

a. Grading System (Theory & Practical).

A+ Grade from 80% and above.
A Grade from 70% to 79%.
B Grade from 60% to 69%
C Grade from 50% to 59%
F Less than 50%.
Fail Below 40% in Theory & 50% in Practical

 Candidate has to pass both Theory & Practical

b. Attendance.
Students below 80% attendance will not be admissible to appear in
examination.

c. Examining Body.
Punjab Board of Technical Education, Lahore will be the Testing and
Evaluation Authority.

d. Testing.

1. Conduct. The testing shall be conducted in respective

institutions under overall supervision of PBTE.

2. Methodology.
Following testing methodology will be adopted:-

(a) Class attendance / participation = 10%

(b) Sessional Performance = 40%
(Practical exercises/ quizzes /
assignments).
(c) Final Exams.
i Theory = 10%
ii Practical. = 40%

Total = 100%

3 The institute concerned will forward the result of students to Punjab Board of
Technical Education Lahore on TEV/CURR/F-1 form (Attached) within seven
days of termination of course.
4 Punjab Board of Technical Education will process the result carrying out its
scrutiny / vetting and issue certificate to successful candidates as per
specimen attached.
5 The secretary PBTE will also coordinate for the endorsement of the said
certificate by General Manager (Academic).