SALESMANSHIP

WAEC SYLLABUS ON SALESMANSHIP

PREAMBLE:

The Leatherwork course focuses on the techniques, aesthetics and business of leather goodsmanufacturing. Candidates are also expected to demonstrate their knowledge in the use andmaintenance of the materials, tools and equipment involved. Leather Goods require candidates todemonstrate their knowledge and skill on the production of footwear, bags and other leathergoods.

SCHEME OF EXAMINATION

There will be two papers, Paper 1 and Paper 2 – both of which will constitute a composite paperto be taken at one sitting.

PAPER 1:

Will consist of forty (40) multiple choice questions, all of which are to beanswered in fifty (50) minutes for 20 marks.

PAPER 2:

Will consist of seven (7) essay questions out of which candidates will berequired to answer any five (5) for eighty (80) marks. The Paper will last 2hours.



DETAILED SYLLABUS

S/NTOPICSTOPICS AND NOTES
1.

PRINCIPLE OFSALESMANSHIP

A. Introduction To Salesmanship:

i. Definition of salesmanship.
ii. History of salesmanship.
iii. Development of salesmanship inNigeria
iv. Importance of salesmanship.

B. Concept Of Salesmanship:


i. Explanation of basic terms insalesmanship;(a) Selling,
(b) Consumer satisfaction,
(c) Profit maximization.
ii. The meaning and application of theconcept of salesmanship.
iii. The objectives of the salesman to;
(a) the company,
(b) Himself,
(c) Customer,

C. Characteristics Of A Salesman:

Motivation,
Friendliness,
Confidence,
Persuasiveness and Politeness.

D. Functions Of A Salesman to:

i. Customers,
ii. Company,
iii. Government,
iv. Public or its environment.

E. Salesmanship And Marketing:

i. The relationship betweensalesmanship and marketing,
ii. The differences between salesmanshipand marketing,
iii. The skills needed in salesmanship.

F. Job/ Career Opportunities In Salesmanship:

i. Relevance of salesmanship as a courseof study
ii. Self reliance/employment

G. Types Of Salesman:

i. Industrial Salesman,
ii. Sales Representative/ marketingRepresentative
iii. Retail salesman,
iv. Wholesale Salesman,
v. Functions of each type.
2.

SALES MANAGEMENT

A. Sales management:

i. Definition of sales management,
ii. Roles and techniques of a salesmanager,
iii. Sales decisions,
iv. Factors affecting sales,
v. Company objectives and sales forcedecision,
vi. Roles of sales force.

B. Sales Forecasting:

i. Definition of sales forecast,
ii. Methods of sales forecasting,
iii. Uses and users of sales forecasting,
iv. Advantages and Disadvantages ofSales forecasting,
v. Meaning of market survey,
vi. Importance of market survey tosalesman and producer.
3.

ADVERTISING AND SALESPROMOTION

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A. Advertising:

i. Definition,
ii. Types of advertising
iii. Types of advertising media,
iv. Advantages and disadvantages
v. Reasons for advertising to thecompany and the salesman.

B. Communication Process:

i. Definition,
ii. Means,
iii. Importance of communication tosalesman.
iv. Barriers in communication.

C. Branding And Packaging:

i. Definition of Branding and Packaging,
ii. Types,
iii. Importance,
iv. Advantages and disadvantages.

D. Promotion:

i. Definition,
ii. Types
iii. Sales Incentives
(a) Gift items,
(b) Discounts‐ Trade/ Cash, seasonal,quantity
iv. Importance of promotion to salesman
v. Advantages and disadvantages ofpromotion.
4.

PRICING AND DEMAND

A. Pricing:

i. Definition,
ii. Importance of price fixing.
iii. Methods/Strategies used in pricedetermination,
iv. Advantages and disadvantages of pricefixing.
v. Effect of price changes and customersbehaviour
vi. Problems of pricing.

B. Demand:

i. Meaning and types,
ii. Factors affecting demand,
iii. Laws of demand,
iv. Effects of a change in demand,
v. Market forces and pricing.

C. Cost Base:

i. Definition of cost,
ii. Types of cost,
iii. Differences between types of cost.
iv. Determinant of cost,
v. Theory of cost
vi. Analysis/ Calculation of cost and profit.

D. Discounts:

i. Definition,
ii. Types,
iii. Importance and reasons for givingdiscounts to customers,
iv. Differences between the various types ofdiscounts.
5.

CONSUMER BEHAVIOUR

A. Consumer:

i. Definition,
ii. Meaning of consumer market,
iii. Meaning of consumer behavior,
iv. Factor affecting consumer buyingbehavior
v. Types of buying decision,

B. Decision Process:

i. Meaning,
ii. Relationship between decision processand sales,
iii. Method of decision process,
iv. Hierarchy of needs
(a) Psychological needs,
(b) Sociological needs,
v. Factor affecting consumer decisionmaking
vi. Effect of consumer decision on sales,
vii. Reasons for consumer decision
viii. Problems associated with consumerdecision process.

C. Environmental Factors Affecting ConsumerBehaviour:

i. Sociological factors:
(a) Urban and Rural community,
(b) Family income,
(c) Occupation,
(d) Education,
(e) Age,
(f) Sex,
(g) Race/ Nationality,
(h) Religion/culture,
ii. Characteristics of a conventional market,
iii. Customer attitudes and behavior.

D. Corporate Buying Behaviour:

i. Meaning of Corporate/industrial buyer
ii. Factors that influencecorporate/industrial buying behaviour:
(a) Quantity,
(b) Quality,
(c) Sources,
(d) Pricing,
(e) Delivery time.

E. Major Sale Influence:

i. Product quality,
ii. Price in relation to quality,
iii. Factors that stimulate sales,
iv. Promotion influencing sales
v. Corporate image
vi. Differences between price, product andpromotion.

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6.

DISTRIBUTION

A. Channels of Distribution:

i. Definition of distribution and channelsof distribution,
ii. Various channels of distribution,
iii. Advantages and disadvantages of eachchannels of distributions
iv. Problems,
v. Factors affecting choice of channelsdistribution.

B. Retailer:

i. Definition,
ii. Functions
iii. Advantages of retailership to
(a) The producer
(b) The customer

C. Wholesaler:

i. Definition,
ii. Types,
iii. Functions to
(a) The producer,
(b) The consumer,
iv. Advantages and disadvantages ofwholesale trade

D. Warehousing:

i. Meaning,
ii. Types,
iii. Advantages and Disadvantages.

E. Consumer Co‐operative Societies:

i. Definition,
ii. Types,
iii. History of consumer co‐operativesocieties,
iv. Functions of co‐operative society totheir member and the economy.
v. Advantages and disadvantages.
7.

INTERNATIONAL TRADE

A. Export trade and Import Trade:

i. Definitions,
ii. Types,
iii. Advantages and disadvantages
iv. Role of a salesman in import and exporttrade,
v. Differences between import trade andexport trade.
vi. Barriers to international trade.

B. Basic concepts and documents used in importand export trade:

i. Definition of documents;
ii. Types of documents;
iii. Uses of each document;
iv. Examples of the document;
v. Explanation of the concepts:
(a) Principle of comparative advantages,
(b) Terms of trade,
(c) Terms of payment,
(d) Balance of trade and Balance ofpayment,
vi. Differences between Balance Trade andBalance of payment.
8.

ENTREPRENUERSHIP ANDFINANCE IN SALESMANSHIP

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A. Concept Of Entrepreneurship InSalesmanship:

i. Definition of entrepreneur andentrepreneurship,
ii. Differences between entrepreneurshipand entrepreneur,
iii. Types of entrepreneur,
iv. Objectives of an entrepreneur,
v. Roles and Qualities of an entrepreneur
vi. The ways a salesman can be anentrepreneur,
vii. Problems of entrepreneurship,
viii. Advantages of entrepreneurship.

B. Finance In Salesmanship:

i. Meaning of finance,
ii. Uses and importance of finance,
iii. Sources of finance to a salesman andan entrepreneur,
iv. Definition of financial Institutions
v. Types of financial institutions
vi. Role of financial institutions tosalesman and entrepreneur

SUSGGESTED TEXT BOOKS

i. Basic Marketing‐ McCarthy Jerome, E. , William Perreault Jr.
ii. Marketing – G. B. Giles ( The M & E hand book services)
iii. Consumer Behaviour – Prof. Achumba ( University of Lagos)
iv. Fundamentals of Selling – Charles M. Futrell.

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Account Details

BANK: UNITED BANK FOR AFRICA PLC

ACCOUNT NAME: OFAGBE GODSPOWER GEORGE

ACCOUNT NUMBER: 2250582550

SWIFT CODE: UNAFNGLA

ACCOUNT TYPE: SAVINGS

CURRENCY: DOLLAR (USD) ACCOUNT

ADDRESS: 1. M. Aruna Close, Ughelli, Delta State, Nigeria

PHONE: +234805 5084784, +234803 5586470



BANK: UNITED BANK FOR AFRICA Plc (UBA)

ACCOUNT NAME: OFAGBE GODSPOWER GEORGE

ACCOUNT NUMBER: 2042116266

SORT CODE: 033243371

ACCOUNT TYPE: SAVINGS

CURRENCY: NAIRA ACCOUNT

ADDRESS: 1. M. Aruna Close, Ughelli, Delta State, Nigeria

PHONE: +234805 5084784, +234803 5586470



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We provide educational resources/materials, curriculum guide, syllabus, scheme of work, lesson note & plan, waec, jamb, O-level & advance level GCE lessons/tutorial classes, on various topics, subjects, career, disciplines & department etc. for all the Class of Learners