[major=BBA_IB | course_id=SAL301 | syllabus_id=10129 | semester=7 | combo=IB_COM3.2 | title=Professional Selling and Management]
Course ID: SAL301
Title EN: Professional Selling and Management
Title VI: Kỹ năng bán hàng chuyên nghiệp
Credits: 3.0
Prerequisites: MKT101
Description: Learners will get accustomed to different valuable sales techniques, which guide them to prepare for sales activities, create better relationship with customers, utilize IT in sales management and deal with key accounts of their business.
As for sales perspectives, the course brings about the important roles of sales in company's marketing strategy, and helps learners shape their own sales strategy for any kind of given products.
Besides, four chapters in sales environment will also help learners consider various significant issues inside and outside their daily tasks such as, sales setting, customer behaviours, legal aspects and selling internationally.
Student tasks: - 80% attendance is required.
- Students are expected to finish all the homework and prepare carefully for their next lessons. No late homework or submit on behalf of someone else will be accepted.
- With possible written assignments, students may use the work of others – textbooks, journal articles, the Internet and other sources to study and to prepare their assignments. In that case, they need to cite these sources in Harvard Referencing style.
- Take part in the final exam
Tools: 
Course type: traditional
Decision: 808/QĐ-ĐHFPT dated 08/03/2023
Approved date: 2023-08-03
CLO1: Understand the importance of selling skills and sales planning process
[1] category=Class participation; type=on-going; weight=10.0; duration=OP1: All lecture
OP2: OP2 (For Constructivism Approach only): Follow lecturer's proposal; question_type=; grading_guide=; completion_criteria=; clos=>0
[2] category=Group Assignment; type=on-going; weight=20.0; duration=OP2 (For Constructivism Approach only): Follow lecturer's proposal; question_type=; grading_guide=; completion_criteria=; clos=>0
[3] category=Individual Assignment 1; type=on-going; weight=20.0; duration=OP2 (For Constructivism Approach only): Follow lecturer's proposal; question_type=; grading_guide=; completion_criteria=; clos=>0
[4] category=Individual Assignment 2; type=on-going; weight=20.0; duration=OP2 (For Constructivism Approach only): Follow lecturer's proposal; question_type=; grading_guide=; completion_criteria=; clos=>0
[5] category=Final Exam; type=Final exam; weight=30.0; duration=60'; question_type=; grading_guide=MPC questions will be drawn from the test bank/textbook contents.
Essay questions should cover the topics studied in the class and relevant application in reality.; completion_criteria=; clos=4
[1] desc=The Selling and Sales Management; author=David Jobber, Geoffrey Lancaster; publisher=Pearson Education Limited; edition=10th; isbn=978-1292078007; main=True; online=; note=
[2] desc=The Selling and Sales Management; author=David Jobber, Geoffrey Lancaster; publisher=Pearson; edition=11th edition; isbn=9781292205021; main=True; online=; note=Chọn một trong hai sách. Ưu tiên mua ấn bản mới nhất.
[3] desc=The Selling and Sales Management; author=David Jobber, Geoffrey Lancaster; publisher=Pearson Education Limited; edition=8th; isbn=; main=; online=True; note=
Session 1: Course Introduction
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ITU: 
Materials: SAL301

Session 2: Chapter 1. Development and role of selling in marketing
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Materials: SAL301
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Session 3: Chapter 1. Development and role of selling in marketing (cont)
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Session 4: Individual Assignment 1
Guidelines & Discussions #1:
Practice on Role of sales (5%)
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ITU: 
Download: Online guidelines reading
Questions listing
CLO2: Understand target customers' behaviors, sales settings and international selling
Session 1: Individual Assignment 1
Guidelines & Discussions #1:
Practice on Buyer behaviours (15%)
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ITU: 
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Session 2: Group Assignment
Guidelines & Discussions #1:
Practice on International Selling (20%)
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ITU: 
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Questions listing

Session 3: Chapter 2. Sales strategies
- Sales and Marketing planning
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Session 4: Chapter 2. Sales strategies (cont)
- The planning process
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CLO3: Master selling techniques and develop personal selling skills
Session 1: Chapter 2. Sales strategies (cont)
- Establishing marketing plans
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Session 2: Chapter 2. Sales strategies (cont)
- The place of selling in the marketing plan
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Session 3: Chapter 3. Consumer and organizational buyer behaviour
- Differences between consumer and organizational buying
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Session 4: Chapter 3. Consumer and organizational buyer behaviour (cont)
- Consumer buyer behaviour
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CLO4: Understand how to manage the key accounts
Session 1: Chapter 3. Consumer and organizational buyer behaviour (cont)
- Organizational buyer behaviour
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Session 2: Chapter 3. Consumer and organizational buyer behaviour (cont)
- Purchasing practice and Relationship Management
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Session 3: Chapter 4. Sales settings
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Session 4: Chapter 4. Sales settings (cont)
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CLO5: Best utilize relationship selling and direct marketing
Session 1: Individual Assignment 1
Guidelines & Discussions #2:
Practice on Role of sales (5%) and on Buyer behaviours (15%)
Topic: Offline; Teaching type: ; LO: 
ITU: 
Download: Assignment implementing
Questions listing for discussions

Session 2: Individual Assignment 1
Guidelines & Discussions #2:
Practice on Role of sales (5%) and on Buyer behaviours (15%)
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ITU: 
Download: Assignment implementing
Questions listing for discussions

Session 3: Individual Assignment 1
Guidelines & Discussions #2:
Practice on Role of sales (5%) and on Buyer behaviours (15%)
Topic: Offline; Teaching type: ; LO: 
ITU: 
Download: Assignment implementing
Questions listing for discussions

Session 4: Individual Assignment 1
Guidelines & Discussions #2:
Practice on Role of sales (5%) and on Buyer behaviours (15%)
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ITU: 
Download: Assignment implementing
Questions listing for discussions
CLO6: Apply Internet and IT advancements in selling and sales management
Session 1: Chapter 5. International selling
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Session 2: Chapter 5. International selling (cont)
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Session 3: Group Assignment
Guidelines & Discussions #2:
Practice on International Selling (20%)
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ITU: 
Download: Implementation materials and evidences compiling
Questions listing

Session 4: Group Assignment
Guidelines & Discussions #2:
Practice on International Selling (20%)
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ITU: 
Download: Implementation materials and evidences compiling
Questions listing
Session 1: Chapter 7. Sales responsibilities and preparation
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Session 2: Chapter 7. Sales responsibilities and preparation (cont)
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Session 3: Chapter 11. Direct marketing
- What is direct marketing
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Session 4: Chapter 11. Direct marketing (cont)
- Database marketing
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Session 1: Chapter 11. Direct marketing (cont)
- Managing a direct marketing campaign
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Session 2: Chapter 11. Direct marketing (cont)
- Managing a direct marketing campaign
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Session 3: Chapter 8. Personal selling skills
- Introduction
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Session 4: Chapter 8. Personal selling skills (cont)
- The openning
- Need and problem identification
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Session 1: Chapter 8. Personal selling skills (cont)
- The presentation and demonstration
- Dealing with objections
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Session 2: Chapter 8. Personal selling skills (cont)
- Negotiation
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Session 3: Chapter 8. Personal selling skills (cont)
- Closing the sales
- Follow-up
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Session 4: Chapter 8. Personal selling skills (cont)
- Conclusion
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Session 1: Individual Assignment 2
Guidelines & Discussions #1:
Practice on Personal selling (20%)
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ITU: 
Download: Online guidelines reading
Questions listing

Session 2: Individual Assignment 2 (cont)
Guidelines & Discussions #1:
Practice on Personal selling (20%)
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ITU: 
Download: Online guidelines reading
Questions listing

Session 3: Chapter 9. Key account management
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Session 4: Chapter 9. Key account management (cont)
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Session 1: Chapter 9. Key account management (cont)
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Session 2: Chapter 9. Key account management (cont)
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Session 3: Group Assignment
Guidelines & Discussions #3:
Practice on International Selling (20%)
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ITU: 
Download: Implementation materials and evidences compiling
Questions listing

Session 4: Group Assignment (cont)
Guidelines & Discussions #3:
Practice on International Selling (20%)
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ITU: 
Download: Implementation materials and evidences compiling
Questions listing
Session 1: Group Assignment
Guidelines & Discussions #3:
Practice on International Selling (20%)
Topic: Offline; Teaching type: ; LO: 
ITU: 
Download: Implementation materials and evidences compiling
Questions listing

Session 2: Group Assignment (cont)
Guidelines & Discussions #3:
Practice on International Selling (20%)
Topic: Offline; Teaching type: ; LO: 
ITU: 
Download: Implementation materials and evidences compiling
Questions listing

Session 3: Chapter 10. Relationship selling
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Session 4: Chapter 10. Relationship selling (cont)
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Session 1: Chapter 10. Relationship selling (cont)
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Session 2: Chapter 10. Relationship selling (cont)
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Session 3: Chapter 12. Internet and IT applications in selling and sales management
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Session 4: Chapter 12. Internet and IT applications in selling and sales management
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Session 1: Chapter 12. Internet and IT applications in selling and sales management
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ITU: 
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Session 2: Chapter 12. Internet and IT applications in selling and sales management
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ITU: 
Download: Textbook reading
Questions listing

Session 3: Individual Assignment 2
Guidelines & Discussions #2:
Practice on Personal selling (20%)
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ITU: 
Download: Implementation materials and evidences compiling and submitting
Questions listing

Session 4: Individual Assignment 2
Guidelines & Discussions #2:
Practice on Personal selling (20%)
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ITU: 
Download: Implementation materials and evidences compiling and submitting
Questions listing
Session 1: Group Assignment Presentation
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Session 2: Group Assignment Presentation (cont)
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Session 3: Group Assignment Presentation (cont)
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Session 4: Group Assignment Presentation (cont)
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Questions listing