BESTLINK COLLEGE OF THE PHILIPPINES

#1071 Brgy.Kaligayahan, Quirino Hi-way, Novaliches, Quezon City

VISION
Bestlink College of the Philippines is committed to provide and promote quality education with a unique,
modern and research-based curriculum with delivery systems geared towards excellence.
MISSION
To produce self-motivated and self-directed individual who aims for academic excellence,
God-fearing, peaceful, healthy and productive successful citizens.

COURSE CODE: PSMM COURSE NAME: MARKETING MANAGEMENT CREDITS: 3 Units Contact Hours: 54 / 3 Hours per week
Designer: Noted by: Approved to take effect on: 1STSem SY 2017-2018

ANA MARIA M. DACUNO, MBA DR. RYAN M. IGNACIO Dr. CHARLIE I. CARINO
Dean Vice President for Academic Affairs

TEXTBOOKS OTHER REFERENCES

Keller, Kevin Lane, (2012) Marketing Management Global Edition, 14th
Paul, Peter J, et.at. ( 2012) Marketing Management: Knowledge and Skills, Published by McGraw- Edition by Kotler, Philip; Published by Pearson Education Limited,
Hill/Irwin, a business unit of the McGraw-Hill Companies, Inc., 1221 Avenue of the Americas, Copyright 2012 by Pearson Education, Inc.
New York, NY, 10020
Journal

Online Sources www.bookbon.com/en/marketing-media-ebooks

COURSE DESCRIPTION:

This course covers the nature, importance and techniques on sales management. The organization and the different aspects of organizing and strategic planning for
selecting applicants for an effective sales force are also emphasized. This also discusses planning for effective marketing.

COURSE OBJECTIVE:
This course provides an introduction to all aspects of marketing to the students. It also provides an understanding of the theories of the marketing mix variables.

Intended Learning Outcomes Topics
Internalize/explain the BCP Vision, Mission, Orientation
Goals, Objectives, Philosophy.  BCP Vision, Mission,
Goals, Objectives,
Comply with the School’s policies, rules and
Philosophy
regulations
 School Policies
 Course Syllabus
Inform on the topics for the semester
Review the organizational philosophy known Strategic Planning and
as the marketing concept
Marketing Management
Process
 The Marketing Concept
 Strategic Planning
Formulate an explanation about the concept  The Marketing
of strategic planning Management Process
 Marketing Role in Cross-
State the stages in marketing management Functional Strategic
Planning
Compare and contrast the difference
between strategic plan, the marketing plan,
and other functional area plans
Construction of various ideas/insights about Marketing Research: Process
Marketing Research and Systems for Decision
Making
Prepare a marketing research plan  The Role of Marketing
Research
Deliberate briefly about the marketing  Marketing Research
information system Process
 Marketing Information
Systems
Teaching and Learning
Assessment Task References Time
Activities
BCP Manual
Pre-Assessment
Interactive Discussion Paul, Peter J, et.at. ( 2012)
through asking
through power point Marketing Management:
Situational
presentation Knowledge and Skills,
Questions
Published by McGraw-
3 hours
Provide Copies of Syllabi Hill/Irwin, a business unit
Recitation
of the McGraw-Hill
Interactive lecturing Companies, Inc., 1221
Assignment
Avenue of the Americas,
New York, NY,
1002010020 (p6-7)
Paul, Peter J, et.at. ( 2012)
Marketing Management:
Knowledge and Skills,
Questions and Published by McGraw-
Cooperative Learning Answers Hill/Irwin, a business unit
3 hours
Structures of the McGraw-Hill
Quiz Companies, Inc., 1221
Avenue of the Americas,
New York, NY,
1002010020 (p8-20)
Paul, Peter J, et.at. ( 2012)
Marketing Management:
Lecture/Discussion Questions and Knowledge and Skills,
Answers Published by McGraw-
PowerPoint presentation Hill/Irwin, a business unit 3 hours
Group of the McGraw-Hill
Small group activity Presentation Companies, Inc., 1221
Avenue of the Americas,
New York, NY, 10020
(p28-38)
Formulate an explanation about the different Consumer Behavior
elements in social psychological influences  Social influences on
on consumer decision making Consumer Decision
Making
State the elements that influences marketing
 Marketing Influences on
on consumer decision making
Consumer Decision
Making
Classify the five situational groups that
 Situational Influences on
influences consumer decision making
Consumer Decision
Making
Break down the two psychological factors
 Psychological Influences
that influences consumer decision making
state the steps in consumer decision-making on Consumer Decision
process Making
 Consumer Decision
Making
Collect and organize data regarding the Business, Government and
categories of organizational buyer Institutional Buying
 Categories of
Elaborate the common types that influences Organizational buyers
the organizational buying process  Organizational Buying
Process Purchase-Type
Formulate an explanation about the
Influences on
Structural factors that influences
Organizational Buying
organizational buying process
 Structural Influences on
Organizational Buying
Deliberate the Behavioral factors that
 Behavioral Influences on
influences organizational buying process
Organizational Buying
Enumerate the stages in the organizational  Stages in the
buying process Organizational Buying
Process
Assess performance of the previous week
Preliminary Topics
intended Learning Outcome
Paul, Peter J, et.at. ( 2012)
Marketing Management:
Knowledge and Skills,
Group
Published by McGraw-
Interactive lecturing Presentation : use
Hill/Irwin, a business unit
of illustrations 3 hours
of the McGraw-Hill
Video presentation
Companies, Inc., 1221
Quiz
Avenue of the Americas,
New York, NY, 10020
(p41-50)
Paul, Peter J, et.at. ( 2012)
Marketing Management:
Knowledge and Skills,
Published by McGraw-
Interactive lecturing Assignment
Hill/Irwin, a business unit
3 hours
of the McGraw-Hill
Brainstorming Class Presentation
Companies, Inc., 1221
Avenue of the Americas,
New York, NY, 10020
(p54-63)
Departmentalized
Prelim Examination Table
Teacher Made Exam Prelim 3 hours
of Specification
Examination
Break down the process of
market Market Segmentation Paul, Peter J, et.at. ( 2012)
segmentation  Determine Consumer Marketing Management:
needs and wants Knowledge and Skills,
Differentiate needs from wants  Divide Markets on Published by McGraw-
Relevant Dimensions Collaborative learning Graded Recitation Hill/Irwin, a business unit
3 hours
Recognize the relevant dimensions that structure Assignment of the McGraw-Hill
divides the markets Companies, Inc., 1221
Avenue of the Americas,
New York, NY, 10020
(p65-68)

Discuss the definition and classification of Product Strategy PowerPoint presentation

products, the importance of product quality  Basic Issues in Product
and value, and the nature of a product line, Small group discussion Paul, Peter J, et.at. ( 2012)
Management
branding, and brand equity and packaging. Marketing Management:
 Product Life Cycle Conduct a
Knowledge and Skills,
 The Product Audit Observation of the Marketing
Published by McGraw-
Formulate an explanation about product life  Organizing for Product different marketing Research about
Hill/Irwin, a business unit
cycle and its implications for product Management practices implemented in product using 3 hours
strategy of the McGraw-Hill
the different industries technological
Companies, Inc., 1221
found in Subic Zambales gadgets as a tool
Review the product audit Avenue of the Americas,
such as the Free Fort Zone, for research
New York, NY, 10020
Subic International Airport, (p80-93)
Outline the three ways to organize for semi- conductor
product management companies and others.

Collect and discuss the five categories in new New Product Planning and Paul, Peter J, et.at. ( 2012)
product strategy Development Marketing Management:
 New Product Strategy Knowledge and Skills,
Interactive lecturing
List the new product planning and  New Product Planning Published by McGraw-
Group
development process And Development Hill/Irwin, a business unit 3hours
Brainstorming Presentation :
Process of the McGraw-Hill
use of illustrations
State the several important decisions to  Some Important New Companies, Inc., 1221
Game
make about the characteristics of the product Product Decisions Avenue of the Americas,
itself New York, NY, 10020
 Causes of New Product
(p97-108)
Failure
Criticize the causes of new product failure
Formulate strategic goals of marketing Integrated Marketing
communication Communications:
Advertising, Sales Promotion,
Examine and discuss the 5 promotional mix Public Relations, and Direct
prepare the strengths and weaknesses of Marketing
major promotion elements  Strategic Goals of
Marketing
Integrate the different types of sales
Communication
promotion
 The Promotion Mix
 Integrated Marketing
Communications
Advertising: Planning and
Strategy Advertising
Decision
 Sales Promotion
Assess the importance of personal selling Personal Selling, Relationship
Building, and Sales
Arrange the sequence of stages or steps in Management
sales process  Importance of Personal
Selling
Manage the sales relationship-building  The Sales Process
process  Managing the sales
Relationship-building
Process
Assess performance of the previous week
Midterm Topics
intended Learning Outcome
Organize the need for marketing Distribution Strategy
intermediaries  The Need for Marketing
Intermediaries
Collect and define different classification of  Classification of
marketing intermediaries and functions Marketing Intermediaries
and Functions
Interpret the various channels of distribution  Channels of Distribution
Paul, Peter J, et.at. ( 2012)
Marketing Management:
Knowledge and Skills,
Published by McGraw-
Interactive lecturing Assignment
Hill/Irwin, a business unit
3 hours
of the McGraw-Hill
Small group activity Class Presentation
Companies, Inc., 1221
Avenue of the Americas,
New York, NY, 10020
(p110-127)
Paul, Peter J, et.at. ( 2012)
Marketing Management:
Knowledge and Skills,
Published by McGraw-
Interactive lecturing Create a marketing
Hill/Irwin, a business unit
strategy and 3 hours
of the McGraw-Hill
Concept mapping perform it to class
Companies, Inc., 1221
Avenue of the Americas,
New York, NY, 10020
(p130-144)
Departmentalized
Midterm Examination 3 hours
Teacher Made Exam Midterm
Table of Specification
Examination
Paul, Peter J, et.at. ( 2012)
Interactive lecturing Marketing Management:
Develop a concept
Knowledge and Skills,
map and integrate
Debate Published by McGraw- 3 hours
it into a Role
Hill/Irwin, a business unit
Playing
Game of the McGraw-Hill
Companies, Inc., 1221
Avenue of the Americas,
Construction of various ideas/insights about  Wholesaling New York, NY, 10020
wholesaling and Retailing  Store and Non-store (p146-156)
Retailing

Appraise the different demand, supply and Pricing Strategy Paul, Peter J, et.at. ( 2012)
environmental influences on pricing  Demand Influences on Marketing Management:
decisions Pricing Decisions Knowledge and Skills,
 Supply Influences on Published by McGraw-
Small group activity
Integrate the general pricing model Pricing Decisions Group Hill/Irwin, a business unit
3 hours
 Environmental Influences Presentation of the McGraw-Hill
Brainstorming
on Pricing Decisions Companies, Inc., 1221
Avenue of the Americas,
 General Pricing Model
New York, NY, 10020
(p163-169)

Assess the important characteristics of Marketing In Special Fields Paul, Peter J, et.at. ( 2012)
services  The Marketing of Services Marketing Management:
 Providing Quality Services Knowledge and Skills,
Construction of various ideas/insights about  Overcoming the obstacles Published by McGraw-
providing quality services in service marketing Hill/Irwin, a business unit
Interactive lecturing Graded Recitation 3 hours
 The service challenge of the McGraw-Hill
Interpreting the obstacles in service Companies, Inc., 1221
marketing Avenue of the Americas,
New York, NY, 10020
(p174-185)

Reflect on the problems with entering Global Marketing

Conduct a
foreign markets  Organizing for global Paul, Peter J, et.at. ( 2012)
Research about
marketing Marketing Management:
factors that
Internalize the different issues in foreign  Programming for global Knowledge and Skills,
influences an
consumers and markets through global marketing Small group activity Published by McGraw-
entrepreneur in
marketing research  Entry and growth Hill/Irwin, a business unit 3 hours
entering Global
Strategies for global Brainstorming of the McGraw-Hill
Markets using
marketing Companies, Inc., 1221
technological
Avenue of the Americas,
gadgets as a tool
New York, NY, 10020
for research
(p190-199)
Assemble the right case analysis framework Analyzing Marketing Problems
and Cases Paul, Peter J, et.at. ( 2012)
Criticize the pitfalls to avoid in case analysis  Organizing for global Marketing Management:
marketing Knowledge and Skills,
 A Case Analysis Published by McGraw-
Game
Framework Hill/Irwin, a business unit
Quiz 3 hours
 Pitfalls to avoid in case of the McGraw-Hill
Debate
Analysis and Companies, Inc., 1221
Avenue of the Americas,
Communicating Case
New York, NY, 10020
Analyses
(p206-214)

Assess performance of the previous week Departmentalized Final Examination Table

Final Topics Teacher Made Exam 3 hours
intended Learning Outcome Final Examination of Specification