SALESMANSHIP
INTRODUCTION
The syllabus for Salesmanship is in response to the prevailing need to add values to Senior
Sccondary School (SSS) education in the country with a view to enhancing the entrepreneurial
ability of our school leavers. The challenges of the times presuppose that the educational system
bc patterned to address contemporary issues as they affect youth empowerment and /or
cmployment generation.
OBJECTIVES
(i)develop entrepreneurial skills at the early stage;
(ii)acquire and imbibe the culture of self relevance;
(iii)acquire a sense of versatility; and
(iv)create cmployment and wealth.
STRUCTURE OF THE EXAMINATION
The examination will consist of two papers (I and II) both of which must be taken.
Paper 1
This will consist of 60 multiple-choice questions for 30marks. It will last for 1 hour.
Paper 2
This paper is to be answered for 1 hour 40 minutes. It consist of 10 essay type questions
out of which candidates will be expected to answer any five (5). All questions carry equal
marks and the paper will carry 70 marks.
DETAILED SYLLABUS
1.MEANING OF SALESMANSHIP
i.History of Salesmanship
ii.Development of salesmanship in Nigeria
2.CONCEPT OF SALESMANSHIP
Basic terms in Salesmanship i.e. selling, consumer satisfaction, profit maximization
3.FUNCTIONS OF A SALESMAN
i.Qualities of a good salesman i.e. motivation, friendliness, confidence etc
ii.Duties of a salesman to (a) customers (b) company (c) government (d) public
4.SALESMANSHIP AND MARKETING
i.Skills needed in Salesmanship
ii.Difference between Salesmanship and Marketing
5.JOB OPPORTUNITIES IN SALESMANSHIP
i.Entrepreneurship
ii.Self - reliance
6.TYPES OF SALESMEN
i.Industrial Salesmen
ii.Sales Representatives
iii.Retail Salesmen
iv.Wholesales Salesmen
v.Marketing Representatives
7SALES MANAGEMENT AND FACTORS AFFECTING SALES
i.Definition
ii.Role
iii.Sales decisions
vi.Company objectives and sales force decision
8.SALES FORECASTING
i.Meaning of sales forecasting
ii.Marketing survey
iii.Uses of sales forecasting
iv.Advantages and disadvantages of forecasting
v.Methods of sales forecasting
9.FINANCE
i.Meaning of Finance
ii.Role and Importance
iii.Sources of Finance
iv.Types of Financial Institutions and how they help Salesmanship
10.ADVERTISING
i.Definition
ii.Reasons for Advertising: (a) Company (b) The Salesman
iii.Advantages and Disadvantages of Advertising
iv.Forms of Advertising
v.Advertising media e.g. radio, television, window display, internet, billboard, newspaper, telegram etc.
11.COMMUNICATION PROCESS
i.Definition
ii.Means of Communication
iii.Importance of Communication in Salesmanship
iv.Barriers in Communication
12.BRANDING AND PACKAGING
i.Definition
ii.Reasons for Branding and Packaging
iii.Advantages and disadvantages of branding and packaging
13.PROMOTION
i.Definition
ii.Types of promotion e.g. gift items, cash discount
iii.Importance of promotion to salesmanship
iv.Merits and demerits of promotion
14.PRICING
i.Meaning of pricing
ii.Pricing strategies
iii.Problems of pricing
iv.Customer reaction to price changes
v.Factors affecting product pricing
15.DEMAND
i.Meaning and types of demand
ii.Relationship between demand and pricing
iii.Laws of demand
16.COST BASE
i.Meaning of cost
ii.Types of cost
iii.Relationship between cost and profit
iv.Determinants of cost
17.DISCOUNTS
i.Meaning
ii.Types of discount
iii.Importance of discount
18.CONSUMER
i.Definition of consumer
ii.Meaning of consumer market
iii.Factors that stimulate consumer buying behavior
iv.Types of buying decisions
v.Consumer buying habit
19.DECISION PROCESS
i.Meaning of decision process
ii.Reasons for consumer decision
iii.Method of decision process
iv.Effects of decision process on sales
v.Problems of consumer decision process
vi.Hierarchy of needs c.g. psychological, sociological etc
20.ENVIRONMENTAL FACTORS AFFECTING CONSUMER BEHAVIOUR
i.Urban and Rural Communities
ii.Family income level
ii.Occupation
iv.Education
v.Age
vi.Sex
vii.Race or Nationality
viii.Religion
ix.Conventional market
x.Customer attitude and behaviour etc.
21.CORPORATE BUYING BEHAVIOUR
i.Definition of corporate buying behavior
ii.Complexity of corporate buying
iii.Issues of corporate buying e.g. quality, quantity, sources, pricing, delivery time.
22.MAJOR SALES INFLUENCES
i.Factors that stimulate sales e.g. quality of the product
ii.Price
iii.Promotion
iv.Corporate image
23.CHANNELS OF DISTRIBUTION
i.Definition of Distribution
ii.Various channels of distributions
iii.Advantages of each channel
iv.Reasons for different channels
v.Problems encountered in distribution
24.RETAILER
i.Definition of a retailer
ii.Functions of a retailer
iii.Advantages of retailership
iv.Duties of retailer to producer, to Consumers and the wholesalers.
25.WHOLESALER
i.Definition
ii.Role of a wholesaler in the distribution channel
iii.Types of wholesalers
iv.Functions of wholesaler to producer and Consumers
26.WAREHOUSING
i.Meaning
ii.Types of warehousing
iii.Advantages and disadvantages of warehousing
CONSUMER CO-OPERATIVE SOCIETIES
i.Definition of consumer co-operative society
ii.History of consumer co-operatives
iii.Functions of consumer co-operative society
iv.Types of consumer co-operative society
v.Benefits of consumer co-operative society to the economy
vi.Problems of consumer co-operative society
28.IMPORT AND EXPORT TRADE
i.Definition of import and export trade
ii.Types of import and export trade
iii.Advantages and disadvantages
iv.Barriers of import and export trade
v.Terms of trade (import and export)
29.DOCUMENTS USED IN IMPORT AND EXPORT TRADE
i.Main document involved in trade
ii.Bill of exchange
iii.Shipping note
iv.Bill of lading
v.Certificate of origin
vi.Indent etc.
30.CONCEPT OF ENTREPRENEURSHIP IN SALESMANSHIP
i.Meaning
ii.Differences between entrepreneurship and entrepreneur
iii.Types of entrepreneur
iv.Objectives of an Entrepreneur
v.Roles and qualities of a good Entrepreneur
vi.Ways a salesman can be an Entrepreneur
vii.Problems of Entrepreneurship
31.SOURCES OF FINANCE (ENTREPRENEURSHIP FINANCE)
i.Definition
ii.Sources of Finance for Entrepreneur
iii.Roles of Micro-Finance organizations, co-operative societies and the Nigerian Export-Import Bank (NEXIM) to entrepreneurship.
REFERENCE (RESOURCES)
(1)Fundamentals of Sales Management by Matthew Schwartz
(2)Books:
(a)Brescoll, James and Raliph M. Dahn, 1995 Opportunities in Sales Careers:
(b)Warner Books, 2001 How to sell anything to anybody
(c)Adams media, 2002, 25 Sales Skills they don't teach at business schools