DLL Entrep Week

School Libas Sud Integrated School Grade Level 12
Teacher May P. Impuesto Learning Area Entrepreneurship

DAILY LESSON LOG Teaching Dates and Time Quarter First
Session 13 Session 14 Session 15
I. OBJECTIVES
The learner demonstrates understanding of environment and The learner demonstrates understanding of environment The learner demonstrates understanding of environment and
A. Content Standards market in one’s locality/town. and market in one’s locality/town. market in one’s locality/town.
The learner independently creates a business vicinity map The learner independently creates a business vicinity map The learner independently creates a business vicinity map
B. Performance reflective of potential market in one’s locality/town.
Standards reflective of potential market in one’s locality/town. reflective of potential market in one’s locality/town.
Recognize and understand the market Recognize and understand the market Recognize and understand the market
At the end of the lesson, the learners should be able to: At the end of the lesson, the learners should be able to: At the end of the lesson, the learners should be able to:
C. Learning a. Identify the different steps in entrepreneurial a. Identify the different steps in entrepreneurial a. Identify the different steps in entrepreneurial
Competencies/ Objectives research. research. research.
b. Describe the types of entrepreneurial research. b. Describe the types of entrepreneurial research. b. Describe the types of entrepreneurial research.
c. Identify the research instruments used to gather c. Identify the research instruments used to gather c. Identify the research instruments used to gather
data. data. data.
Market (locality/town) Key concepts of market Players What is Research and Types of Entrepreneurial Research Data and Research Instrument
II. CONTENT in the market (competitors) Products and services Research
available in the market
III. LEARNING
RESOURCES
A. References
1. Teacher’s Guide
pages
2. Learner’s Material
pages
Nick L. Aduana (2016). Entrepreneurship in Philippine Nick L. Aduana (2016). Entrepreneurship in Philippine Nick L. Aduana (2016). Entrepreneurship in Philippine
3. Textbook pages Setting, C and E Publishing Inc.
Setting, C and E Publishing Inc. Setting, C and E Publishing Inc.
4. Additional Materials
from Learning Resource
portal
1
B. Other Learning
Resources
Session 1 Session 2 Session 3

IV. PROCEDURES
1. Teacher welcomes the class and introduces Teacher reviews activities from the last session. Class reviews presentations from the last session. Class
himself/herself. discusses what they have learned from the presentation.
2. Teacher reviews activities from the last session.
ACTIVITY
Brainstorm Competition:
 Have youth get in groups of 4-5 and handout a

piece of paper to each group.
 Each group will have 2 minutes to write down on
A. Reviewing previous a piece of paper as many possible ways to
lesson or presenting a conduct a research.
new lesson  The group with the most legitimate ways wins.
(Refer to Procedural Steps in Conducting
Research)
 Have groups share out their list and describe
each response.
 Write responses on flipchart paper at the front of
the room and decide together as a group if there
are any non-appropriate responses.
 Go to the groups’ responses and determine the
winner.
Lead a discussion using the following questions:

 Have you or anyone you know ever been
successful in conducting a research through one
of these procedural steps? Please describe
B. Establishing a what you did and how did it help you with your
purpose for the lesson research?
 What have been some of the challenges you
face during your research?
 What are ways to overcome those challenges?
C. Presenting What is Research? Research Instrument Focus Group Discussion - it is conducted by an entrepreneur
examples/instances of with the assistance of a moderator to gather the views of
the new lesson It is defined as a scientific investigation. It involves the It is a tool used by the entrepreneur in gathering or selected consumers on certain issues relative to their buying
2
collection, presentation, analysis, and interpretation of collecting data. The choice of research instrument to use behaviour. The entrepreneur purposefully selects the
gathered data. As a scientific investigation, research is will depend on the type of research to be conducted and participants from the consumers in the market segment. The
conducted to find out the being behaviour of the consumers the type of data to be gathered. group is normally composed of a small number of participants
by following a procedural process. ranging from six to twelve members. The participants are
Commonly Used Research Instruments in Collecting Data encourage by the moderator or facilitator to share their
Why do we need to conduct a research? opinions, beliefs, or perceptions about the given issue. All
their ideas and opinions are recorded.
1. Determine the taste and preferences of the consumer Survey Questionnaire – commonly used by the
2. Know the competitors, the supplier of the raw entrepreneur in gathering the required data about the Gains wider usage in market research due to substantial
materials, and the processing methods that best buying behaviour of the consumers. It maybe administered information gathered given a time limit. It can be moderated
apply to the business; and personally by the entrepreneur who conducts the study or group interviews and brainstorming sessions that provide
3. Determine the relationship of the different marketing mailed directly to the consumers. In case the survey information on users’ needs and behaviors.
variables relative to the buying behaviour of the questionnaire is administered personally, the entrepreneur
consumers. must first seek prior approval from the consumer. Is it is
mailed to the respondent consumers, the entrepreneur
Procedural Steps in Conducting Research must attach a simple and brief cover letter explaining the
purpose of the survey and the importance of answering the
1. Identify the problem questionnaires.
2. Deciding the type of data to be gathered
3. Evaluating how data will be collected Sampling Methods
4. Gathering the data
5. Analysing the data gathered  Simple random sampling
6. Making a conclusion and recommendation  Cluster sampling
7. Reporting the result of the research work  Stratified sampling
 Multi-stage sampling
Types of Questions
 Dichotomous question – has only two choices or

alternatives (e.g. yes or no, true or false, present
or absent)
 Multiple-choice question – has several or multiple
choices or alternatives with corresponding
numerical weights.
 Open-ended question – respondents are free to
provide their answers in any form.
Personal Interview - the entrepreneur conducting the study

has face-to-face
Interaction with the consumers who are the respondents of
the study. The entrepreneur carefully prepares a series of
questions that are designed and arranged properly, so that
all the objective or problem of the study is addressed. The
instrument which list the questions to be asked during the
3
personal interview is called interview schedule. During the
actual interview and with expressed approval from the
respondent consumers, the entrepreneur usually reads the
prepared questions and records in verbatim the responses
on the instrument.
Conducting a personal interview is quite costly through the

response rate is high compared to a survey questionnaire.
It allows the consumers to clarify the questions with the
entrepreneur based in the level of their understanding.
D. Discussing new CONSIDERATIONS IN THE USE OF PERSONAL FOCUSED GROUP DISCUSSIONS CAN BE USED FOR
concepts and Types of Entrepreneurial Research INTERVIEWS IN THE
practicing new skills #1 MARKET RESEARCH FOLLOWING TYPE OF DISCUSSIONS:
Exploratory Research – is considered the preliminary
research work conducted by an entrepreneur that is primary • It can be helpful to use a list of mostly open-ended • Exploratory – obtain information on general attitudes,
designed to gather baseline information to be used in solving questions to be asked in person or by telephone. understand the circumstances under which customers
a problem or forming a hypothesis. • An in-depth interview gives participants the might require your product or service, understand their
Hypothesis – is a statement of assertion that must opportunity to express their views. desired outcomes.
be proven in a subsequent research work. • Interviews typically last from 15 to 40 minutes, but • Feature prioritization – if trade-offs have to be made
they can last longer, depending on the participant’s among various customer needs, focus groups can be
Descriptive Research – is conducted by the entrepreneur interest in the topic. helpful in prioritizing them.
when the foremost objective is to describe the present • This technique allows the interviewer the interviewer • Comparative analysis - understand where else customer
buying behaviour of the consumers in terms of to get detailed descriptions of individual to go get similar information, services or product and what
environmental factors, buying decision process, and experiences. attracts them to those sources.
marketing mix. • Trend explanation - If you notice a trend in the way that
customer use your website, then focus groups can be
Casual Research / Correlational Study – the entrepreneur used to better understand why this is happening.
conducts this type of research when the objective is to
determine whether the buying behavior of the consumer is CONSIDERATION IN THE USE OF FGDs IN MARKET
caused by some environmental factors. In this study the RESEARCH:
entrepreneur must test whether the hypothesis is true or not
by determining the relationship between the buying • Limit the length of the session to between 90 and 120
behaviour and other variables of the study. In casual or minutes.
correlational study, there is a cause-and-effect relationship • Generally, conduct focus groups with 8 to 10
between or among the variables. participants per group (recruit 10 to 12 participants to
ensure that 8 to 10 show up).
Research Data • Use a knowledgeable moderator/ facilitator who can
manage group dynamics, probe skilfully to obtain
Research data refers to the kind of necessary information to deeper understanding to issues and capture a broad
be gathered in answering the objective of the research work. spectrum of options.
• Use a semi-structured or open-format discussion.
Classification of Research Data • Strive for uniformity in the group’s composition.
• If you feel that group influence is likely to be a strong
Quantitative Data – can be counted and mathematically factor participants will be influenced greatly by what
4
computed. They are expressed in numerical values. other are saying), then personal interviews or smaller
Examples below are examples of quantitative data relative to groups may be an option to consider than FGD.
the buying behaviour of the consumers.
Examples: Income of consumers, sales volume of the

product, age of consumers, number of units produced.
Qualitative Data – are generally descriptive data and hence

cannot be counted. Mathematical computations cannot be
performed on quantitative data since they are not numerical
values.
Examples: Ethnic or tribal group where consumer

belongs, perception of the consumers, gender of the
consumers, dominant culture of the segment market.
Primary Data – are research data sourced by the

entrepreneur directly from the consumers belonging in the
market segment. The subject being studied by the
entrepreneur is the consumers and their buying behaviour.
Hence the data that come directly from the subject are
considered primary data. The commonly used research
methods of gathering primary data are survey ,
experimentation, and observation.
Secondary Data – are data previously gathered by another

researcher for the other purposes and now exist on other
sources.
Examples:
 Data gathered by marketing associations and
included in their publications
 Data collected from the survey conducted by the
National Statistics Office (NSO) and published in
its website.
 Data gathered by the Bangko Sentral ng Pilipinas
(BSP) and included in the BSP annual report.
Learners shall be able to orally answer the questions to be earners shall be able to orally answer the questions to be earners shall be able to orally answer the questions to be
E. Developing mastery given by the teacher. given by the teacher. given by the teacher.
(Leads to Formative
Assessment)
F. Finding practical The learners will now start doing their business proposal by
applications of identifying the problem that will lead them to entrepreneurial
5
opportunities. Let them decide of what type of data needed
concepts and skills in and evaluate how it will be collected.
daily living
G. Making
generalizations and
abstractions about the
lesson
1. Identify the different procedural steps
that must be performed by the entrepreneur in
order to know the buying behavior of the
consumers.
2. Describe the three types of research that must be
H. Evaluating learning conducted by the entrepreneur to determine the
buying behavior of the consumers.
3. Differentiate the following:
a. Quantitative data from qualitative data
b. Primary data from secondary data
4. Identify the common buying tools in gathering data.
This will be a group assignment connected to the instructions
given in the application section. The learners will present their
partial business proposal next meeting.
I. Additional activities Contents of the report:

for application or 1. Identified problem
remediation 2. Entrepreneurial opportunity / Product or Service
3. Type/Classification of data gathered
4. Research instrument used / Types of questions and list of
questions used
5. Type of entrepreneurial research used
V. REMARKS
VI. REFLECTION
A. No. of learners who earned
80% on the formative
assessment
B. No. of learners who require

additional activities for
remediation
C. Did the remedial lessons

work? No. of students who
caught up with the lesson
6
D. No. of learners who continue
to require remediation
E. Which of my teaching
strategies work well? Why did
these work?
F. What difficulties did I

encounter which my principal or
supervisor help me solve?
G. What innovation or localized
materials did I use/discover
which I wish to share with other
teachers?
Prepared by: Checked by:
MAY P. IMPUESTO, MAED JOANNE S. ESPINOSA

SHS Teacher III School Head
7
DAILY LESSON LOG Teaching Dates and Time Quarter First
Session 1 Session 2 Session 3 Session 4

Objectives must be met over the week and connected to the curriculum standards. To meet the objectives, necessary procedures must be followed and if needed, additional lessons, exercises and remedial
I. OBJECTIVES activities may be done for developing content knowledge and competencies. These are assessed using Formative Assessment strategies. Valuing objectives support the learning of content and competencies
and enable children to find significance and joy in learning the lessons. Weekly objectives shall be derived from the curriculum guides.
The learners demonstrates understanding The learners demonstrates The learners demonstrates The learners demonstrates understanding
of concepts, underlying principles, and understanding of concepts, underlying understanding of concepts, underlying of concepts, underlying principles, and
A. Content Standards
processes of developing a business plan principles, and processes of principles, and processes of developing processes of developing a business plan
developing a business plan a business plan
The learner independently or with his/her The learner independently or with The learner independently or with The learner independently or with his/her
B. Performance classmates presents an acceptable his/her classmates presents an his/her classmates presents an classmates presents an acceptable
Standards detailed business plan acceptable detailed business plan acceptable detailed business plan detailed business plan
1. Recognize a potential market 1. Recognize a potential market 1. Recognize a potential market 1. Recognize a potential market
C. Learning
TLE_ICTAN11/12PC-Ia-1 TLE_ICTAN11/12PC-Ia-1 TLE_ICTAN11/12PC-Ia-1 TLE_ICTAN11/12PC-Ia-1
Competencies/
Objectives (Write the
LC Code)
Content is what the lesson is all about. It pertains to the subject matter that the teacher aims to teach. In the CG, the content can be tackled in a week or two.
II. CONTENT Development of Business Plan Development of Business Plan Development of Business Plan Development of Business Plan
III. LEARNING List the materials to be used in different days. Varied sources of materials sustain children’s interest in the lesson and in the learning. Ensure that there is a mix of concrete and manipulative materials as well as
RESOURCES paper-based materials. Hands-on learning promotes concept development.
A. References
pages
2. Learner’s
Material pages
3. Textbook pages
4. Additional
Materials from
Learning Resource
portal
8
B. Other Learning
Resources

These steps should be done across the week. Spread out the activities appropriately so that the students will learn well. Always be guided by demonstration of learning by the students which you can infer from
IV. PROCEDURES formative assessment activities. Sustain learning systematically by providing students with multiple ways to learn new things, practice their learning, question their learning processes and draw conclusions about
what they learned in relation to their life experiences and previous knowledge. Indicate the time allotment for each step.
Job and Career Opportunities Factors to consider in starting a business Identifying business opportunities Continuation…
A. Reviewing previous Factors to Consider in Starting a Business Identifying business opportunities Types of businesses available to
lesson or presenting a entrepreneurs
new lesson
New information is important in explaining It is important that the entrepreneur Entrepreneurs can identify more ideas and
the existence of entrepreneurial opportunities exploit the opportunity by starting a opportunities from the types of businesses
B. Establishing a
(Schumpeter) business on the right path, with a available to them in the community and the
purpose for the lesson foundation solid enough to enable it to country at large.
grow, succeed and become sustainable.
C. Presenting Factors to Consider in Starting a Business IDENTIFYING BUSINESS OPPORTUNITIES CLASSIFICATION OF ENTERPRISE ACCORDING TO INDUSTRY CLASSIFICATION:
examples/instances of 1. Entrepreneurial opportunities Entrepreneurial Opportunity – favorable ACCORDING TO SIZE Types of Businesses Based on the Philippine
2. Financial stability set of conditions that will enable the  Micro enterprise – asset size not Standard Industrial Classification (PSIC)
the new lesson
3. Self-fulfillment entrepreneurs to create new products or exceeding P50,000, a home based
4. Helps the family services by combining resources that will enterprise, operating in makeshift or
5. Provide employment to others result not only to a profit but for the temporary quarters, the owner heads
common good of the society and the the enterprise and employs from one
environment and not more than 10 people like
 New products vending food such as taho, puto,
 New services fishballs etc
 New ways of organizing  Cottage industry – asset of P250,000 to
 New raw materials P500,000, homebased, often managed
 New markets and operated by members of family
 New production processes like subcontractors of shoes and
4 Essential Qualities of Opportunities slippers, food manufacturers of peanut
1. Attractive butter/coco jam or pastillas, vases,
2. Durable candles and lanterns
3. Timely  Small enterprise – has an asset of
4. Anchored in a product/service P500,000 to P2.5million, owned by an
or business that creates or adds individual or grouped and has enough
value for its buyer or end-user resources to continue operating,
employs 10 to 20 people like groceries,
bakeshops, beauty salons,
medical/dental clinics, toy makers,
jeepney manufacturers and travel/tour
agencies
 Medium enterprise – an asset of 5 to
20million, employs 100 or more,
owned by a single individual, business
9
partners, or a corporation people like
fine dining restaurants with branches,
computer importer-dealers, garment
manufacturers, human resource
providers and private educational
institutions
 Large enterprise – an asset of 20million
or more, often owned and managed by
a corporation, employs 100 or more
workers, its board of directors is
responsible for its governance thru its
chief operating officer, like big fast
food chains, large department stores,
big bookstores, family-owned
commercial banks and insurance
companies
10
Ways to Start a New Venture: Most POTENTIAL SOURCES OF OPPORTUNITIES FORMS OF BUSINESSES BASED ON
Frequently Used Forms OWNERSHIP
 Start-up – a company which is recently
formed, where the founder establishes
a completely new business from scratch
 Buying an existing business - acquiring
either the shares of an existing company
or all of the assets of an existing
enterprise.
 Franchising – when the “owner of the
D. Discussing new
company that already has a successful
concepts and product or service, licenses its
practicing new skills trademark, trade name and methods of
#1 doing business to others in exchange for
an initial franchise fee and royalty
payments
 Jollibee
 Mang Inasal
 Ricky Reyes Salon
 7-eleven
 Mini Stop
 Tapa King
E. Discussing new Important Factors to Consider Before an Philippines Potential Sources of

concepts and Entrepreneur can Actually Begin an Enterprise Opportunities
1. Focus and Direction – objective grasp of 1. Positive attitude of Filipino
practicing new skills
the business and where it will be headed workers
#2 many years from the start of operation. 2. Low labor cost
There should be a clear and documented 3. Literacy of the workforce
vision-mission and strategies to begin 4. Large market potential because
with. Start right by “beginning with the of our big population size,
end in mind.” changing preferences and
2. Sources and Capital – can be from lifestyle of Filipino consumers
personal funds, family and friends, 5. Abundance of natural resources
retirement account, banks/financial 6. Availability of competent middle
institutions, government loan and/or management and technical
stock market talents
3. Good Network – like associations and
professional groups, childhood friends,
family members, former classmates can
be drivers to build self-confidence and
direction, providers of information that
are not readily accessible to others,
suppliers of raw materials as well as
mentors and coaches.
4. Legal Requirements – know the laws and
regulations that govern the type of
11
business that will be opened to avoid
major problems that can arise if legal
requirements are overlooked like
copyright and patent laws, environment
and sanitation regulations as well as labor
codes.
5. Degree of Risk – like limited market, stiff
competition, high cost of financing the
business and few supply of needed labor
6. Research and Development – the
presence of new technology, science and
knowledge transfer from universities and
public research centers to new and
growing businesses, support for the
creation of new-technology based
ventures are good indicators to start a
business in the area
7. Personal competencies – like creativity,
opportunity seeking, self-confidence,
persistence, commitment, risk-taking and
technical background as well as related
experiences needed to run a business
8. Availability of Resources – pertaining to
raw materials, human resources and
machineries and equipment
F. Developing Other Critical Factors for a New Venture
mastery (Leads to
Formative
Assessment)
12
G. Finding practical
applications of
concepts and skills in
daily living
The critical phase in the entrepreneurial The government has learned to make and
H. Making process is actualizing the entrepreneurial made entrepreneurship a priority in its
mindset after opportunity recognition, when economic agenda. The agenda includes
generalizations and
the business idea is put into a final form the creation of millions of new
abstractions about the where the details are worked out and it is entrepreneurs and a tripling of the loan
lesson transformed into something of value. amounts made available to small and
medium enterprises.
Discuss the 3 frequently used forms to start a Explain the opportunity recognition Choose a business in your community and
business. process. explain where category of entrepreneur
I. Evaluating learning size it falls
Interview a male entrepreneur whose Conduct a survey among 15 high school

J. Additional activities business is very successful now using the students in our school about a particular
for application or table checklist provided. product using the survey form
remediation
V. REMARKS
Reflect on your teaching and assess yourself as a teacher. Think about your students’ progress this week. What works? What else needs to be done to help the students learn? Identify what help your
VI. REFLECTION instructional supervisors can provide for you so when you meet them, you can ask relevant questions.
A. No. of learners who earned
80% on the formative
assessment

additional activities for
remediation
C. Did the remedial lessons

work? No. of students who
caught up with the lesson
D. No. of learners who

continue to require
remediation
E. Which of my teaching
strategies work well? Why did
these work?
F. What difficulties did I

encounter which my principal
or supervisor help me solve?
13
G. What innovation or
localized materials did I
use/discover which I wish to
share with other teachers?


DAILY LESSON LOG
Teaching Dates and Time Quarter First
14
Objectives must be met over the week and connected to the curriculum standards. To meet the objectives, necessary procedures must be followed and if needed, additional lessons, exercises and
I. OBJECTIVES remedial activities may be done for developing content knowledge and competencies. These are assessed using Formative Assessment strategies. Valuing objectives support the learning of content and
competencies and enable children to find significance and joy in learning the lessons. Weekly objectives shall be derived from the curriculum guides.
The learner demonstrates understanding of The learner demonstrates understanding The learner demonstrates understanding The learner demonstrates understanding of
concepts, underlying principles and of concepts, underlying principles and of concepts, underlying principles and concepts, underlying principles and
A. Content Standards processes of developing a business plan processes of developing a business plan processes of developing a business plan processes of developing a business plan
The learner independently or with his/her The learner independently or with The learner independently or with The learner independently or with his/her
classmates presents an acceptable detailed his/her classmates presents an his/her classmates presents an classmates presents an acceptable detailed
B. Performance Standards business plan. acceptable detailed business plan. acceptable detailed business plan. business plan.
2. Recognize and understand the market 2. Recognize and understand the v2. Recognize and understand the 2. Recognize and understand the
TLE_ICTAN11/12EM-I-a-1 market market market
C. Learning Competencies/ TLE_ICTAN11/12EM-I-a-1 TLE_ICTAN11/12EM-I-a-1 TLE_ICTAN11/12EM-I-a-1
Objectives (Write the LC Code)
II. CONTENT Development of Business Plan Development of Business Plan Development of Business Plan Development of Business Plan
List the materials to be used in different days. Varied sources of materials sustain children’s interest in the lesson and in the learning. Ensure that there is a mix of concrete and manipulative materials as
III. LEARNING RESOURCES well as paper-based materials. Hands-on learning promotes concept development.
A. References
1. Teacher’s Guide pages
2. Learner’s Material pages
3. Textbook pages
4. Additional Materials from

Learning Resource portal
B. Other Learning Resources

These steps should be done across the week. Spread out the activities appropriately so that the students will learn well. Always be guided by demonstration of learning by the students which you can infer
IV. PROCEDURES from formative assessment activities. Sustain learning systematically by providing students with multiple ways to learn new things, practice their learning, question their learning processes and draw
conclusions about what they learned in relation to their life experiences and previous knowledge. Indicate the time allotment for each step.
15
Government Support and Legal Government Support and Legal Government Support and Legal Government Support and Legal
A. Reviewing previous lesson or Requirements Requirements Requirements Requirements
presenting a new lesson
The Small and Medium Enterprises (SMEs) The Small and Medium Enterprises The Small and Medium Enterprises The Small and Medium Enterprises (SMEs)
are the lifeblood of the economy. Without (SMEs) are the lifeblood of the economy. (SMEs) are the lifeblood of the economy. are the lifeblood of the economy. Without
B. Establishing a purpose for entrepreneurs managing these enterprises, Without entrepreneurs managing these Without entrepreneurs managing these entrepreneurs managing these enterprises,
the lesson there can be no additional production, enterprises, there can be no additional enterprises, there can be no additional there can be no additional production,
innovation and contribution to economic production, innovation and contribution production, innovation and contribution innovation and contribution to economic
and social development. to economic and social development. to economic and social development. and social development.
C. Presenting The Small and Medium Enterprise Marketing Registering with the Securities and Registering with the Securities and
examples/instances of the new Development (SMED) Council was created in The DTI through its various agencies, Exchange Commission Exchange Commission
1991 to integrate and synchronize various provide marketing support to small  SEC is the government agency  SEC is the government agency
lesson
efforts. The SMEDC has an array of programs enterprises by means of: that gives the business that gives the business enterprise
to assist small businesses. The areas of  Exposure in local and enterprise its legal personality. its legal personality.
assistance cover finance, marketing, training international trade fairs,  Partnership and corporations  Partnership and corporations
and human resource development and expositions, trade missions to need to be registered with the need to be registered with the
product development and technology various countries-trading SEC. SEC.
assistance. partners, and other trade REQUIREMENT DOCUMENTS FOR REQUIREMENT DOCUMENTS FOR
events through the Center for APPLICANT CORPORATION [Stock (S), APPLICANT CORPORATION [Stock (S), Non-
International Trade Expositions Non-Stock (NS) and Partnership (P)] Stock (NS) and Partnership (P)]
and Missions (CITEM) 1. Name Verification Slip (S/NS/P) 15. Name Verification Slip (S/NS/P)
 Provision of domestic trade 2. Articles of Incorporation and By- 16. Articles of Incorporation and By-Laws
database including local Laws or Articles of Partnership or Articles of Partnership (S/NS/P)
suppliers courtesy of the (S/NS/P) 17. Treasurer’s Affidavit/Authority to
Bureau of Domestic Trade 3. Treasurer’s Affidavit/Authority to Verify Bank Account (S)
(BDT) Verify Bank Account (S) 18. Bank Certificate of Deposit (notarized
 Provision of export trade 4. Bank Certificate of Deposit in place where bank is located (S)
database and consultation (notarized in place where bank is 19. Written Undertaking to Change
services by the Bureau of located (S) Corporate Name by any Incorporator
Export Trade Promotion (BETP) 5. Written Undertaking to Change or Director, Trustee, Partner (S/NS/P)
and the Bureau of International Corporate Name by any 20. Registration Data Sheet (S/NS/P)
Trade Relations (BITR) Incorporator or Director, Trustee, 21. Clearance from other government
Partner (S/NS/P) agencies
6. Registration Data Sheet (S/NS/P) 22. Resolution of the Board of Trustees
7. Clearance from other government that the corporation will comply with
agencies SEC requirements for non-stock
8. Resolution of the Board of Trustees corporations
that the corporation will comply 23. List of members certified by the
with SEC requirements for non- Secretary and undertaking to submit
stock corporations list of additional members to SEC
9. List of members certified by the from time to time (NS)
Secretary and undertaking to 24. List of contributors and their
submit list of additional members to corresponding contributions certified
SEC from time to time (NS) by the Treasurer (NS)
10. List of contributors and their 25. Affidavit of Affirmation or Verification
corresponding contributions by the Chief Priest, Minister, Rabbi or
16
certified by the Treasurer (NS) Presiding Elder (for religious
11. Affidavit of Affirmation or organizations) (NS)
Verification by the Chief Priest, 26. Customs Broker Licenses and PTR of
Minister, Rabbi or Presiding Elder at least 2 Officers or Partners (for
(for religious organizations) (NS) custom brokerage ) (S/NS/P)
12. Customs Broker Licenses and PTR of 27. Articles of Partnership (for limited
at least 2 Officers or Partners (for Partnerships, this should be executed
custom brokerage ) (S/NS/P) under oath) (P)
13. Articles of Partnership (for limited 28. Foreign Investment Application Form
Partnerships, this should be (for subsidiaries of foreign
executed under oath) (P) corporation) (S)
14. Foreign Investment Application
Form (for subsidiaries of foreign
corporation) (S)
These are the support services provided: Training and Human Resource Registration Procedures: Registration Procedures:
1. Finance – government banks and Development  Verify/reserve proposed name with  Verify/reserve proposed name with the
the National Livelihood Support The DTI has set up SME centers the Name Verification Unit Name Verification Unit
Fund have agreed in 2003 to nationwide to assist entrepreneurs in  Draw up the Articles of Incorporation  Draw up the Articles of Incorporation
simplify and standardize lending their finance, marketing, technology and and By-Laws in accordance with the and By-Laws in accordance with the
procedures, lower interest rates, training needs. In terms of formal Corporation Code. Blank forms are Corporation Code. Blank forms are also
and facilitate loan releases to small training, entrepreneurs can check out the also available from the CRMD. available from the CRMD.
enterprises under a unified scheme following services in SME centers:  If required, get endorsements from  If required, get endorsements from
called SULONG.  Skills and other production-related other government agencies. other government agencies.
training  Deposit paid-up capital/contribution  Deposit paid-up capital/contribution
 Entrepreneurship, managerial training (for foundations only) in the bank (for foundations only) in the bank
including business improvement  Present six (6) sets of the  Present six (6) sets of the accomplished
 Export marketing training accomplished forms and documents forms and documents for preprocessing
for preprocessing at the CRMD. Only at the CRMD. Only complete application
D. Discussing new concepts
complete application documents are documents are accepted for processing.
and practicing new skills #1 accepted for processing. All All documents executed outside the
documents executed outside the Philippine must be authenticated by the
Philippine must be authenticated by appropriate Philippine Embassy or
the appropriate Philippine Embassy consulate in the area concerned.
or consulate in the area concerned.  Pay the filing fees to the Cashier.
 Pay the filing fees to the Cashier.  Claim the Certificate/License from the
 Claim the Certificate/License from Releasing Unit, Records Division upon
the Releasing Unit, Records Division presentation of the official receipt
upon presentation of the official issued for payment of filing fee.
receipt issued for payment of filing FOR COMPLETE DETAILS AND ONLINE
fee. REGISTRATION, VISIT
FOR COMPLETE DETAILS AND ONLINE www.sec.gov.ph/secireg.htm
REGISTRATION, VISIT
www.sec.gov.ph/secireg.htm
17
Product Development and Technology Registering with the Social Security Registering with the Social Security System
Assistance System (SSS) (SSS)
 For assistance in product design and  An employer, or any person who  An employer, or any person who uses
development, the agency to uses the services of another person the services of another person in
approach is the Product in business, trade, industry or any business, trade, industry or any
Development and Design Center of undertaking must be registered undertaking must be registered with the
the Philippines (PDDCP) with the SSS. Social, civic, SSS. Social, civic, professional,
 For packaging design, testing and professional, charitable and other charitable and other non-profit
analysis, it is the Packaging Research non-profit organizations, which hire organizations, which hire the services of
and Development Center (PRDC) the services of employees, are employees, are considered
 The DOST has a number of research considered “employers.” “employers.”
and development institutes that GUIDELINES: GUIDELINES:
undertake R&D for new products 1. Single Proprietorships – the owner 4. Single Proprietorships – the owner must
and product innovations. must accomplish and submit SSS accomplish and submit SSS Forms R-1
Forms R-1 (Employer’s Data Record) (Employer’s Data Record) and R-!A (Initial
and R-!A (Initial or Subsequent List of or Subsequent List of Employees)
Employees) 5. Partnerships – any of the partners should
2. Partnerships – any of the partners accomplish SSS Forms R-1 (Employer’s
should accomplish SSS Forms R-1 Data Record) and R-!A (Initial or
(Employer’s Data Record) and R-!A Subsequent List of Employees) and
E. Discussing new concepts and
(Initial or Subsequent List of submit these forms together with a
practicing new skills #2 Employees) and submit these forms photocopy of the Articles of Partnership.
together with a photocopy of the The original copy of the Articles of
Articles of Partnership. The original Partnership must be presented for
copy of the Articles of Partnership authentication.
must be presented for 6. Corporations – a corporation must
authentication. accomplish SSS Forms R-1 (Employer’s
3. Corporations – a corporation must Data Record) and R-!A (Initial or
accomplish SSS Forms R-1 Subsequent List of Employees) signed by
(Employer’s Data Record) and R-!A its president or any of the corporate
(Initial or Subsequent List of officers or incorporators. Submit these
Employees) signed by its president or forms together with the photocopy of
any of the corporate officers or the Articles of Incorporation. The original
incorporators. Submit these forms copy of the Articles of Incorporation
together with the photocopy of the must be presented for authentication.
Articles of Incorporation. The original FOR COMPLETE DETAILS AND
copy of the Articles of Incorporation INFORMATION, VISIT www.sss.gov.ph
must be presented for
authentication.
FOR COMPLETE DETAILS AND
INFORMATION, VISIT www.sss.gov.ph
18
F. Developing mastery (Leads Legal Requirements Registering with the Cooperative Registering with the Cooperative
to Formative Assessment)  A new enterprise has to be registered Development Authority (CDA) Development Authority (CDA)
in various government agencies  All cooperatives are required to  All cooperatives are required to
 The complexity of registration varies register with the CDA as per Republic register with the CDA as per
according to the legal form of the Act 6938/6939 Republic Act 6938/6939
business STEPS: STEPS:
Registering with the Department of 1. Submit 4 copies of the Articles 7. Submit 4 copies of the Articles of
Trade and Industry (DTI) of Cooperation Cooperation
STEPS FOR OVER-THE-COUNTER 2. Submit 4 copies of the By-Laws 8. Submit 4 copies of the By-Laws
REGISTRATION: 3. Submit 4 copies of the 9. Submit 4 copies of the Economic Survey
A. Obtain application forms Economic Survey (feasibility study) (feasibility study)
(duplicate copy) and fill these 4. Submit Bond Accountable 10. Submit Bond Accountable Officers
up completely. Only the owner Officers (Fidelity, Cash, Surety) (Fidelity, Cash, Surety)
of the business or his/her 5. Capitalization should not be 11. Capitalization should not be lower
Attorney-In-Fact (who is lower than 2000 (depending on the than 2000 (depending on the activities
authorized in a proper legal activities registered) registered)
instrument) is authorized to 6. At least 15 members are 12. At least 15 members are required
sign all the forms. required FOR COMPLETE DETAILS AND
B. Meet the following FOR COMPLETE DETAILS AND INFORMATION, VISIT www.cda.gov.ph
requirements (For Single INFORMATION, VISIT www.cda.gov.ph
Proprietorship):
 Must be a Filipino citizen, at
least 18 years old. Filipinos
with names suggestive of
alien nationality must
submit any of the following
proof of citizenship: birth
certificate, PRC ID, voter’s
ID, or valid passport. If the
applicant has acquired
Filipino citizenship by
naturalization, election or
by other means provided by
law, he/she must submit
any of the following proof
of his/her Filipino
citizenship: naturalization
certificate and oath of
allegiance, card issued by
the Bureau of Immigration
and Deportation and
affidavit of election, or ID
card issued by the BID
 Certain types of businesses
may have other
requirements, such as
service and repair shops,
real estate brokers, dental/
19
medical clinic/ hospitals,
pawnshops, manpower
services, engineering/
architectural services and
other services provided by
professionals.
C. Submit application form to the
DTI Processor. The DTI
Processor will check if the
Business Name is still available,
if yes, you will be asked to pay
the application fee.
D. Pay the required registration
and processing fee. A penalty is
imposed if the BNRS certificate
is not renewed within the 3-
month grace period from the
certificate’s expiration date.
E. After showing the receipt to
the processor, the Business
Name Certificate will be
released.
F. Your Business Name certificate
is valid for 5 years from date of
registration. (Note: During peak
season, the applicant will be
given a schedule date to file
his/her application.)
G. Finding practical applications

of concepts and skills in daily
living
Governments, past and present, have Governments, past and present, have Governments, past and present, have Governments, past and present, have
learned to make and have made learned to make and have made learned to make and have made learned to make and have made
entrepreneurship a priority in their entrepreneurship a priority in their entrepreneurship a priority in their entrepreneurship a priority in their
economic programs. In our country, the economic programs. In our country, the economic programs. In our country, the economic programs. In our country, the
H. Making generalizations and creation of millions of new entrepreneurs creation of millions of new entrepreneurs creation of millions of new entrepreneurs creation of millions of new entrepreneurs
abstractions about the lesson tops the 10-point economic agenda, and it tops the 10-point economic agenda, and tops the 10-point economic agenda, and tops the 10-point economic agenda, and it
also includes the creation of millions of jobs it also includes the creation of millions of it also includes the creation of millions of also includes the creation of millions of jobs
through more opportunities to jobs through more opportunities to jobs through more opportunities to through more opportunities to
entrepreneurs and a tripling of loan amounts entrepreneurs and a tripling of loan entrepreneurs and a tripling of loan entrepreneurs and a tripling of loan
made available to SMEs. amounts made available to SMEs. amounts made available to SMEs. amounts made available to SMEs.
I. Evaluating learning
20
J. Additional activities for
application or remediation
V. REMARKS
A. No. of learners who earned 80% on the
formative assessment
B. No. of learners who require additional

activities for remediation
C. Did the remedial lessons work? No. of

students who caught up with the lesson
D. No. of learners who continue to require

remediation
E. Which of my teaching strategies work

well? Why did these work?
F. What difficulties did I encounter which my

principal or supervisor help me solve?
G. What innovation or localized materials did

I use/discover which I wish to share with
other teachers?


21

I. OBJECTIVES activities may be done for developing content knowledge and competencies. These are assessed using Formative Assessment strategies. Valuing objectives support the learning of content and
The learners demonstrates The learners demonstrates The learners demonstrates The learners demonstrates
A. Content Standards understanding of environment and understanding of environment and understanding of environment and understanding of environment and
market in one’s locality/town market in one’s locality/town market in one’s locality/town market in one’s locality/town
The learner independently creates a The learner independently creates a The learner independently creates a The learner independently creates a
B. Performance Standards business vicinity map reflective of business vicinity map reflective of business vicinity map reflective of business vicinity map reflective of
potential market in one’s locality/town potential market in one’s locality/town potential market in one’s locality/town potential market in one’s locality/town
3. Recognize the Importance of 3. Recognize the Importance of 3. Recognize the Importance of 3. Recognize the Importance of
C. Learning Competencies/ marketing mix in the development of marketing mix in the development of marketing mix in the development of marketing mix in the development of
Objectives (Write the LC marketing strategy marketing strategy marketing strategy marketing strategy
Code) TLE_ICTAN11/12EM-Ia-1 TLE_ICTAN11/12EM-Ia-1 TLE_ICTAN11/12EM-Ia-1 TLE_ICTAN11/12EM-Ia-1
1. Market (locality/town) 1. Market (locality/town) 1. Market (locality/town) 1. Market (locality/town)
2. Key concepts of market 2. Key concepts of market 2. Key concepts of market 2. Key concepts of market
II. CONTENT 3. Players in the market (competitors) 3. Players in the market (competitors) 3. Players in the market (competitors) 3. Players in the market (competitors)
4. Products and services available in the 4. Products and services available in 4. Products and services available in 4. Products and services available in
market the market the market the market
III. LEARNING List the materials to be used in different days. Varied sources of materials sustain children’s interest in the lesson and in the learning. Ensure that there is a mix of concrete and manipulative materials as
RESOURCES well as paper-based materials. Hands-on learning promotes concept development.
A. References
3. Textbook pages

22

Government Support and Legal Continuation….
Requirements
A. Reviewing previous lesson

or presenting a new lesson
B. Establishing a purpose for The Small and Medium Enterprises (SMEs) Marketing is an organizational function Marketing is an organizational function Let’s Perform:
the lesson are the lifeblood of the economy. Without and a set of process for creating, and a set of process for creating, 1. Together with your groupmates, go
entrepreneurs managing these enterprises, communicating and delivering value to communicating and delivering value to back to the entrepreneur you have
there can be no additional production, customers and for managing customer customers and for managing customer interviewed before. Ask them how
innovation and contribution to economic relationships in ways that benefits the relationships in ways that benefits the they apply the 7Ps of marketing by
and social development. organization and its stake holders. organization and its stake holders. using the following guide questions:
a. How do you develop your
product/service?
b. How do you price fairly?
c. How do you provide the right
place for the customer to access
and experience your
product/service?
d. How do you promote your
product/service to create an
impact, differentiate from
competitors and further brand
image?
e. What is the process you use to
deliver your product/service to
the customer?
f. Who are the people who
represent your company and
23
what are the skills that they
need?
g. How do you provide physical
evidence of the superior nature
of your product/service?
Review: Traditional marketing mix elements is Traditional marketing mix elements is Based on the answers of your chosen
Areas of government assistance: finance, comprised of the 4Ps of product, price, comprised of the 4Ps of product, price, entrepreneurs, fill up the form on the next
marketing, training and human resource place and promotion. In 1981, Booms and place and promotion. In 1981, Booms and page and then compare your data with the
development, and product development and Bitner extended it by 3 new Ps that Bitner extended it by 3 new Ps that other groups in class. What did you learn
technology assistance. directly relate to the service provision directly relate to the service provision about the use of the 7Ps in marketing?
industry namely people, physical evidence industry namely people, physical evidence
and process. and process.
C. Presenting
examples/instances of the
new lesson
The marketing mix decisions are made for The marketing mix decisions are made for
influencing the trade channels as well as influencing the trade channels as well as
the ultimate customers’ solutions, cost, the ultimate customers’ solutions, cost,
convenience and awareness of what is convenience and awareness of what is
being offered in the market. being offered in the market.
and practicing new skills #1
24
1. 0Product. The Product should fit the 7Ps of Marketing Mix
task consumers want it for, it should 5. Product. The Product should fit the task
work and it should be what the consumers want it for, it should work
consumers are expecting to get. and it should be what the consumers
2. Pricing. The Product should always be are expecting to get.
seen as representing good value for 6. Pricing. The Product should always be
money. This does not necessarily seen as representing good value for
mean it should be the cheapest money. This does not necessarily mean
available; one of the main tenets of it should be the cheapest available; one
the marketing concept is that of the main tenets of the marketing
customers are usually happy to pay a concept is that customers are usually
little more for something that works happy to pay a little more for
really well for them. something that works really well for
3. Place. The product should be available them.
E. Discussing new concepts from where your target consumer 7. Place. The product should be available
and practicing new skills #2 finds it easiest to shop. This may be in from where your target consumer finds
shopping malls or ordinary stores, and it easiest to shop. This may be in
the more current option via e- shopping malls or ordinary stores, and
commerce or an online shop. the more current option via e-
4. Promotion. Advertising, PR, Sales commerce or an online shop.
Promotion, Personal Selling and, in 8. Promotion. Advertising, PR, Sales
more recent times, Social Media are Promotion, Personal Selling and, in
all key communication tools for an more recent times, Social Media are all
organization. These tools should be key communication tools for an
used to put across the organization’s organization. These tools should be
message to the correct audiences in used to put across the organization’s
the manner they would most like to message to the correct audiences in
hear, whether it be informative or the manner they would most like to
appealing to their emotions. hear, whether it be informative or
appealing to their emotions.
25
9. People. All companies are reliant on 12. People. All companies are reliant
the people who run them from front on the people who run them from front
line Sales staff to the Managing line Sales staff to the Managing
Director. Having the right people is Director. Having the right people is
essential because they are as much a essential because they are as much a
part of your business offering as the part of your business offering as the
products/services you are offering. products/services you are offering.
10. Process. The delivery of your 13. Process. The delivery of your
service is usually done with the service is usually done with the
customer present so how the service customer present so how the service is
is delivered is once again part of what delivered is once again part of what the
the consumer is paying for. consumer is paying for.
F. Developing mastery (Leads
11. Physical Evidence. Almost all 14. Physical Evidence. Almost all
to Formative Assessment) services include some physical services include some physical
elements even if the bulk of what the elements even if the bulk of what the
consumer is paying for is intangible. consumer is paying for is intangible. For
For example a hair salon would example a hair salon would provide
provide their client with a completed their client with a completed hairdo
hairdo and an insurance company and an insurance company would give
would give their customers some form their customers some form of printed
of printed material. Even if the material. Even if the material is not
material is not physically printed (in physically printed (in the case of PDF’s)
the case of PDF’s) they are still they are still receiving a “physical
receiving a “physical product” by this product” by this definition.
definition.
G. Finding practical
applications of concepts and
skills in daily living
Marketing is the art and science of Marketing is the art and science of
choosing target markets and getting, choosing target markets and getting,
keeping and growing customers through keeping and growing customers through
creating, delivering and communicating creating, delivering and communicating
superior customer value. It is also the superior customer value. It is also the
performance of activities that seek to performance of activities that seek to
accomplish an organization’s objectives by accomplish an organization’s objectives by
H. Making generalizations and
anticipating customer or client needs and anticipating customer or client needs and
abstractions about the lesson directing a flow of need-satisfying goods directing a flow of need-satisfying goods
and services from producer to customer and services from producer to customer
or client. It is not only the selling of the or client. It is not only the selling of the
product or service but more importantly product or service but more importantly
to know and understand the customers to know and understand the customers
very well that the product or service very well that the product or service
meets their need so it sells itself. meets their need so it sells itself.
26
Discuss in what government agencies should Choose one among the 4 traditional Choose one among the 4 traditional
a small sized, sole proprietor who intends to elements of Ps of the marketing mix. elements of Ps of the marketing mix.
I. Evaluating learning open a bakeshop should register.

V. REMARKS



remediation

F. What difficulties did I encounter which

my principal or supervisor help me solve?
G. What innovation or localized materials

did I use/discover which I wish to share
with other teachers?

MAY P. IMPUESTO, MAED
SHS Teacher III JOANNE S. ESPINOSA
School Head
27
DAILY LESSON LOG
3. Recognize the Importance of 3. Recognize the Importance of 3. Recognize the Importance of 3. Recognize the Importance of
marketing mix in the development of marketing mix in the development of marketing mix in the development of marketing mix in the development of
C. Learning Competencies/
marketing strategy marketing strategy marketing strategy marketing strategy
TLE_ICTAN11/12EM-Ia-1 TLE_ICTAN11/12EM-Ia-1 TLE_ICTAN11/12EM-Ia-1 TLE_ICTAN11/12EM-Ia-1
4. Products and services available in 4. Products and services available in 4. Products and services available in 4. Products and services available in the
the market the market the market market
A. References
3. Textbook pages

28
These steps should be done across the week. Spread out the activities appropriately so that the students will learn well. Always be guided by demonstration of learning by the students which you can
IV. PROCEDURES infer from formative assessment activities. Sustain learning systematically by providing students with multiple ways to learn new things, practice their learning, question their learning processes and draw
The class will be divided into groups. Each “Research is formalized curiosity. It is “Research is formalized curiosity. It is “When people use your brand name as a
group will be developing an exquisite food poking and prying with a purpose.” (Zora poking and prying with a purpose.” (Zora verb, that is remarkable.” (Meg Whitman)
to be served to the judges for them to be Neale Hurston) Neale Hurston)
graded. Brand Logos are graphic marks or symbols
Market research is the process of Market research is the process of commonly used by commercial enterprises,
gathering information which will make gathering information which will make organizations and even individuals to aid and
the company more aware of how the the company more aware of how the promote instant public recognition.
people and company hopes to sell to, will people and company hopes to sell to, will
react to the company’s current or react to the company’s current or
potential products or services. It is an potential products or services. It is an
A. Reviewing previous lesson or information gathering exercise to information gathering exercise to
presenting a new lesson determine the viability or acceptability of determine the viability or acceptability of
a product or service an entrepreneur a product or service an entrepreneur
intends to offer in the market. intends to offer in the market.
B. Establishing a purpose for the REASONS WHY ENTREPRENEURS Focused Group Discussion
lesson CONDUCT MARKET RESEARCH  Gains wider usage in market research
1. Identify potential customers – who is due to substantial information
going to use your product/service? gathered given a time limit.
2. Understand existing customers – why  It can be moderated group interviews
do customers choose your product and brainstorming sessions that
over competitors? provide information on users’ needs
3. Set realistic targets – from data and behaviors.
gathered, set targets such as growth, FOCUSED GROUP DISCUSSIONS CAN BE
sales and the introduction of new USED FOR THE FOLLOWING TYPE OF
products/services DISCUSSIONS:
4. Develop effective strategies – from  Exploratory – obtain information on
your research you can make marketing general attitudes, understand the
decisions about how to price your circumstances under which customers
product/service as well as how to might require your product or service,
distribute it. understand their desired outcomes.
5. Examine and solve business problems  Feature prioritization – if trade-offs
– if you have identified a business have to be made among various
problem, research will help you work customer needs, focus groups can be
out what is happening. helpful in prioritizing them.
6. Prepare for business expansion -  Comparative analysis - understand
29
research will help you identify areas where else customer to go get similar
for expansion and test the market’s information, services or product and
readiness for a new product/service what attracts them to those sources.
7. Identify business opportunities – by  Trend explanation - If you notice a
identifying un-serviced or under- trend in the way that customer use
serviced market, you could identify your website, then focus groups can
changing market trends. be used to better understand why this
is happening.
CONSIDERATION IN THE USE OF FGDs IN
MARKET RESEARCH:
 Limit the length of the session to
between 90 and 120 minutes.
 Generally, conduct focus groups with
8 to 10 participants per group (recruit
10 to 12 participants to ensure that 8
to 10 show up).
 Use a knowledgeable moderator/
facilitator who can manage group
dynamics, probe skillfully to obtain
deeper understanding to issues and
capture a broad spectrum of options.
 Use a semi-structured or open-format
discussion.
 Strive for uniformity in the group’s
composition.
 If you feel that group influence is
likely to be a strong factor
participants will be influenced greatly
by what other are saying), then
personal interviews or smaller groups
may be an option to consider than
FGD.
C. Presenting To conduct market research , it is PERSONAL INTERVIEW ACCORDING TO:
examples/instances of the new important to set clear goals for the  Traditional method of data collection  Canon
market research activity and define what which is normally done on a face-to-  Perrault
lesson
are needed to be known and why. face manner with the respondents.  McCarthy
 They can either be semi-structured BRANDING means:
discussion with individual or open-  ‘the use of a name, term, symbol or
ended questions where the interview design – or a combination of these – to
can probe further to understand identify a product.’
underlying perceptions and behavior  It encompasses the use of brand names,
market research and analysis (2015), trademarks and all other means of
personal interviews are a more product identification.
expensive alternative to FGDs and are  Providing products and services with the
generally used in the following power of brand
situations:  It’s all about making differences
 The topic is too personal or sensitive to  To brand a product , it is essential to
30
be discussed in a group or teach consumers “who” the products is –
confidentiality of the participant is by giving it a name and does “why”
required. consumers should care
 A person’s opinion may easily be  It involves developing mental structures
influenced by others in the group and assisting consumers organize their
 It is as important to learn as much knowledge about products and services
about what people don’t know about a in simplifying their decision making.
subject, as what they know. BRAND NAME
 Logistic problems may make groups  Word, letter or a group of words or letters
impractical  Many customers are willing are willing to
 The interview respondents are buy a sure thing the next time.
executives from competing firms who  The connection maybe learned from past
would be reluctant to open up in a consumer experience, from the
group situation. company’s promotion or other advertising
 The interview respondents are busy agencies.
and it is difficult to schedule group TRADEMARK
sessions, or it is important to visit  It is a legal term that includes only
interview respondents individually at those words, symbols, or marks
their convenience. that are legally registered for use
CONSIDERATIONS IN THE USE OF by a single company.
PERSONAL INTERVIEWS IN MARKET SERVICE MARK
RESEARCH:  It is the same as a trademark
 It can be helpful to use a list of mostly except that it refers to a service
open-ended questions to be asked in offering.
person or by telephone.
 An in-depth interview gives
participants the opportunity to
express their views.
 Interviews typically last from 15 to 40
minutes, but they can last longer,
depending on the participant’s
interest in the topic.
 This technique allows the interviewer
the interviewer to get detailed
descriptions of individual experiences.
D. Discussing new concepts and PRIMARY AND SECONDARY RESEARCH b. Secondary Research
practicing new skills #1 1. Primary research is information  Gather data from existing available
gathered directly from the resources like company records,
respondents who answered set of data bases, research reports
questions. This information is usually published in the media, internet
collected through surveys, search engines, libraries and books
observation, focused group which answer the question at hand.
discussion or experimentation.  Normally less time consuming than
a. Survey – the most common way primary research, can be less
to gather primary research with expensive as well.
the use of questionnaire or  Another key secondary resource is
interview schedule. These can statistical data from official statistics
be done via direct mail, over the
31
phone, internet or email, face to providers.
face or on web. Guidelines in
making questionnaire:
 Keep it as short and simple as
possible.
 Make sure it is visually appealing
and easy to read.
 Cluster or blocked related questions.
 Move from general questions to
more specific questions
 Move from easy to answer
questions to more difficult to
answer questions
 Make sure questions are brief and
easily understood
 Avoid leading questions, questions
with ambiguous words, questions
that are too difficult to answer
 Make sure any response scales used
are logical with categories that are
mutually exclusive.
 Always pre-test the questionnaire to
establish its reliability and validity as
well as identity potential problems
like length of answering and the use
of the language of understanding.
E. Discussing new concepts and

practicing new skills #2
F. Developing mastery (Leads to

Formative Assessment)

living
When developing a product, the Market research is undertaken so that an Market research is undertaken so that an Brand names connect a product with the
entrepreneur must know all the details entrepreneur can have information entrepreneur can have information benefits a customer can expect. The
with regards to the process to be needed to make informed business needed to make informed business connection may be learned from past
abstractions about the lesson undergone in order for him/her to priced decisions about start-up, innovation, decisions about start-up, innovation, consumer experience from the company’s
it fairly and developed accordingly. growth and the 7Ps of marketing mix. growth and the 7Ps of marketing mix. promotion or other advertising strategies
32
Differentiate primary research from Differentiate primary research from
I. Evaluating learning secondary research, give examples. secondary research, give examples.

V. REMARKS



remediation



other teachers?

School Head
33
DAILY LESSON LOG
The learners demonstrates The learners demonstrates understanding The learners demonstrates The learners demonstrates
A. Content Standards understanding of environment and of environment and market in one’s understanding of environment and understanding of environment and
market in one’s locality/town locality/town market in one’s locality/town market in one’s locality/town
34
3. Recognize the Importance of 3. Recognize the Importance of marketing 3. Recognize the Importance of 3. Recognize the Importance of
marketing mix in the development of mix in the development of marketing marketing mix in the development of marketing mix in the development of
marketing strategy strategy marketing strategy marketing strategy
4. Products and services available in 4. Products and services available in the 4. Products and services available in 4. Products and services available in
the market market the market the market
A. References
3. Textbook pages


35
A. Reviewing previous lesson or Marketing involves getting the message The BUSINESS PLAN is a blueprint of the ESSENTIAL ELEMENTS OF A GOOD
presenting a new lesson out to customers about the product or business that the entrepreneur would BUSINESS PLAN:
service. like to start.
 It aims to establish if a business BUSINESS PLAN OUTLINE
Marketing is the process of planning and idea will bring in a fair return 1. Executive Summary
executing the conception, pricing, to one’s investment, will be  Description of the proposed
promotion and ideas, goods and services beneficial to the society and business and business model
to create exchanges that satisfy will bring no harm to the  Description of the market
individual and organizational objectives. environment when it is opportunity to capture or
operated. market problem the business
 Its goal is to assess the solves
feasibility of the business idea,  Reasons for why this is an
develop business strategies to attractive business
make the business idea doable opportunity
and to use it for obtaining  Key distinctions or
resources, especially loans differentiators of the
from financial institutions like business versus competitors
banks.  Overview of the sales,
marketing and operations
strategy and plan
 Description of the execution
plan and timeline
 Overview of projected
financials that is containing
revenues, costs, profits and
assumptions.
2. Management and Organization
 Company Name, Logo and
Address
 Vision and Mission
statements
 Key Personnel
 Workforce and Support
Personnel
 Organizational Chart
 Ownership, Capitalization,
Compensation and
Incentives
 External Management
Support
3. Product/Service Plan
 Purpose of the
product/service
 Product’s unique features
 Material requirements and
sources of supply
 Process an equipment that
36
will be used to manufacture
the product/render the
service
 Production/Service Process
and Controls
 Distribution Logistics
 Regulatory and other
compliance issues
4. Market Plan
 Market analysis which includes
demand and supply vis-à-vis
competitors
 Marketing and Sales strategies
 Product/Service characteristics
or features
 Pricing policy
 Sales projections
5. Financial Plan
 Start-up Costs requirements
 Financial projections
 Break even analysis
budget
B. Establishing a purpose for Marketing Management Practices SALES PROMOTION MAY BE ACCOMPLISHED REASONS WHY AN ENTREPRENEUR
the lesson 1. Estimate potential market THROUGH ANY OF THE FOLLOWING WAYS: STILL NEEDS TO MAKE A BUSINESS
demand – look for facts about 1. Newspapers, radio and other forms PLAN, NO MATTER HOW GOOD THE
the industry where the of media – put up advertisements BUSINESS IDEA SEEMS TO BE:
entrepreneur intends to enter, regarding a certain product 1. Reduce if not remove the risk of
census data is a good source of 2. Window displays – attractive losing money invested in a poorly
estimates to be able to project displays in front of a department researched or unstudied business
sales store and supermarket idea.
2. Analyze the competitors – 3. Fashion shows - an event at which 2. Avoid costly mistakes
knowing what the competitor’s collections of newly designed 3. Anticipate the financial
marketing is and clothing are modeled for an requirements – foresee the ups
understanding why target audience and downs
market is buying or will buy 4. Exhibits – goods may be put on 4. Organize the activities beforehand
from the competitor that is: display by exhibiting it in the lobby – business performances in the
the competitor’s products or of a hotel or shopping mall future
services, how much they cost, 5. Lecture and demonstration – 5. Assess actual performance against
how they are distributed and products may be advertised by set goals – set targets in terms of
how they are made known to inviting prospective customers to sales volumes and revenues
the target market. attend a lecture about the product. 6. Apply for financing from lending
3. Price the product/service Demonstration is the process of institutions – back up support in
reasonably – a product can showing to others how a certain case of need
have great features and products work or is used.
benefits, but the price for the 6. Product sampling – new products
product can have a greater may be advertised by giving free
influence on how it will sell in samples.
37
the marketplace. 7. Quantity discounts – to attract
4. Adopt a good product name buyers, owners may announce bog
for branding – when a name is discounts on products
different or unusual, it may 8. House to house selling – bringing
attract attention and perhaps product directly to customers
arouse curiosity. 9. Telephone – calling people telling
5. Put price tags – all goods being them about the products
sold must have a price tag – a 10. E-mail – sending flyers via email
label to the price of an item 11. Website – put up own website for
being sold in a store – the business
amount of money a buyer pays 12. Social network – advertise thru
in order to own the item. Facebook, Instagram, Twitter,
6. Promote the products/services Yahoo etc.
in various ways to increase 13. Sales Events – stores announces
sales – products or services of celebration of certain events
the firm need to be advertised 14. Poster – listing of prices of various
in order to generate sales. The goods found in a shelf or a corner
entrepreneur has to devise for the information of the
ways of making people know customers.
and want to buy their
products. This phase of the
business falls under sales
promotion.
7. Attend to the complaints of
customers – among the
practices being resorted to by
business establishments is
establishing a customer service
counter.
8. Issue official receipts to
customers – all business
establishments are required to
issue official receipts
9. Practice courtesy and
efficiency in serving customers
– threating customers in a
courteous manner means
greeting them upon entering
the store and thanking them
upon leaving, promptly
attending to their orders,
informing customers as to the
length of time an order can be
finished, requesting people to
sit down while waiting for their
orders, answering all queries
and delivering the product or
service on the time and date as
38
promised.
10. Pack the goods bought by
customers properly – loading
goods inside a paper bag
should be done properly
11. Observe the right of customers
– consumers need protection
from manufacturers who
produce poor quality goods
and from service providers
who provide inefficient service
PUTTING PRICE TAGS ON GOODS BEING A Business Plan is very important to
SOLD HAVE THE FOLLOWING various parties. Among those who need
ADVANTAGES business plans are the:
 The price of an item is readily  Management team
available to the buyer  Shareholders
 Eliminates inconveniences on  Bankers
both the seller and the buyer  Creditors
as to the process of inquiry  Customers
regarding the prices of goods  Suppliers and
C. Presenting being sold.  Employees
examples/instances of the new  A buyer can save time in To gain their confidence, these
lesson choosing goods because he can stakeholders will have to be informed
easily pick out goods he can about what are the:
afford  Purposes
 The government can easily  Directions
monitor stores which are  Core Business and
selling goods at a higher price  Financial Situation
than the prices specified by the Of the business venture from the time it
Price Control Council. will start and in the next few years based
on its forecast.

E. Discussing new concepts

F. Developing mastery (Leads

to Formative Assessment)
39
living
It is not only the selling of the product or It is not only the selling of the product or Preparing a business plan draws on a Preparing a business plan draws on a wide
service but more importantly to know service but more importantly to know and wide range of knowledge from many range of knowledge from many different
and understand the customers very well understand the customers very well that the different business disciplines: finance, business disciplines: finance, human
that the product or service meets their product or service meets their need so it sells human resource management, resource management, intellectual
abstractions about the lesson need so it sells itself. itself. intellectual property management, property management, supply chain
supply chain management and marketing management and marketing management.
management.
Discuss the various ways to promote a Discuss the various ways to promote a Discuss the 5 basic elements of a good Discuss the 5 basic elements of a good
business. business. business plan. business plan.
I. Evaluating learning Discuss what the rights of the consumers Discuss what the rights of the consumers to
to be observed by the entrepreneur are. be observed by the entrepreneur are.

V. REMARKS



remediation


40
did I use/discover which I wish to share with
other teachers?

School Head

DAILY LESSON LOG
41
3. Recognize the Importance of 3. Recognize the Importance of 3. Recognize the Importance of 4. Demonstrate understanding of the
marketing mix in the development of marketing mix in the development of marketing mix in the development of 4M’s of operations
marketing strategy marketing strategy marketing strategy TLE_ICTAN11/12EM-Ia-2
TLE_ICTAN11/12EM-Ia-1 TLE_ICTAN11/12EM-Ia-1 TLE_ICTAN11/12EM-Ia-1
1. Market (locality/town) 1. Market (locality/town)
2. Key concepts of market 2. Key concepts of market
II. CONTENT 3. Players in the market (competitors) 3. Players in the market (competitors)
4. Products and services available in 4. Products and services available in
the market the market
A. References
3. Textbook pages


These steps should be done across the week. Spread out the activities appropriately so that the students will learn well. Always be guided by demonstration of learning by the students which you can
IV. PROCEDURES infer from formative assessment activities. Sustain learning systematically by providing students with multiple ways to learn new things, practice their learning, question their learning processes and draw
A. Reviewing previous lesson or One Page Business Plan 1. Concept of Entrepreneurship Management is the art of getting things Production /Operations Management
42
presenting a new lesson  A description of the problem 2. Development of Entrepreneurship done with and through other people. Practices
your customers have 3. Relevance of Entrepreneurship and 1. Plan and control production.
 Your solution (your product Entrepreneurs in Economic Development Production planning control is the
or service) and Society key to efficient and effective
 Business model (how you 4. Concept of Entrepreneurs Today production management.
make money) 5. How Entrepreneurs Think 2. Adopt the standard production
 Target market (who is your 6. Entrepreneurial Competencies models. Whatever the business
customer and how many of 7. Entrepreneurial Decision Making as needs to produce to be able to sell,
them are there) Core Competency it means it is vital to have a
 Competitive advantage 8. Entrepreneurship Career Opportunities production process in place that
 Management team for Academic Track will help the entrepreneur make
 Financial summary 9. Factors to consider in Starting a certain that the company has a
 Funding required Business quality product/service that is
10. Identifying Business Opportunities needed and produced the way it
11. Type of Business Available to was planned.
Entrepreneurs 3. Design plant layout for better
12. Government Support and Legal efficiency. Layout pertains to the
Requirements way machines, workplaces and
13. 7Ps of Marketing Mix storage areas are located in
14. Marketing Management Strategies relation to one another.
4. Choose the right machines and
equipment. The choice of machine
and equipment affects the over-all
profitability of your business,
considerations:
 Operating characteristics
 Engineering features
 Cost
 Qualitative factors
5. Purchase based on needs and on
time. It is imperative to procure
the raw materials, components,
machinery, equipment, supplies
and necessary services needed in
the production process on time.
6. Maintain machines and equipment
properly. It is important to keep
machines and equipment in good
running condition.
7. Manage inventory/stock well.
Stock/inventory pertains to all the
goods a business has for sale and
all raw materials or parts of a
business keeps to ensure
continuous operations.
8. Ensure quality control. Defective
products can be a result of lack of
control. Guidelines:
43
 Check quality of raw
materials
 Calibrate measuring and
testing equipment
regularly
 Maintain machines
properly and make sure
they are in good
condition
 Conduct adequate tests
to verify whether the
product meets quality
standards or not Inspect
for quality
B. Establishing a purpose for the Simple business plan outline: The business model that works best for an
lesson 1. Executive Summary entrepreneur will be related to one’s
 Write this last. It’s just a page or two vision, objectives, what its product or
that highlights the points you’ve service is and the entrepreneur’s personal
made elsewhere in your business operational style. As such, the marketing,
plan. production, human resource, and finance
 It’s also the doorway to your plan— functions of every business need to be
after looking over your executive addressed on a day-to-day as well as on
summary, your target reader is either long-term bases. It is imperative for an
going to throw your business plan entrepreneur, especially the starting
away or keep reading, so you’d ones, to know about how to keep the
better get it just right. business running with the least effort.
 Summarize the problem you are
solving for customers, your solution,
the target market, the founding
team, and financial forecast
highlights. Keep things as brief as
possible and entice your audience to
learn more about your company.
2. Products and Services

 Describe the problem that you solve
for your customers and the solution
that you are selling.
 It is always a good idea to think in
terms of customer needs and
customer benefits as you define your
product offerings, rather than
thinking of your side of the equation
(how much the product or service
costs, and how you deliver it to the
customer).
 Sometimes this part of the plan will
44
include tables that provide more
details, such as a bill of materials or
detailed price lists, but more often
than not this section just describes
what you are selling and how your
products and services fill a need for
your customers.
3. Market Analysis Summary

 You need to know your target market
—the types of customers you are
looking for—and how it’s changing.
 Use this section to discuss your
customers’ needs, where your
customers are, how to reach them
and how to deliver your product to
them.
 You’ll also need to know who your
competitors are and how you stack
up against them—why are you sure
there’s room for you in this market?
4. Strategy and Implementation Summary

 Use this section to outline your
marketing plan, your sales plan, and
the other logistics involved in actually
running your business.
 You’ll want to cover the technology
you plan on using, your business
location and other facilities, special
equipment you might need, and your
roadmap for getting your business up
and running. Finally, you’ll want to
outline the key metrics you’ll be
tracking to make sure your business
is headed in the right direction.
5. Company and Management Summary

 This section is an overview of who
you are.
 It should describe the organization of
your business, and the key members
of the management team, but it
should also ground the reader with
the nuts and bolts: when your
company was founded, who is/are
the owner(s), what state your
45
company is registered in and where
you do business, and when/if your
company was incorporated.
 Be sure to include summaries of your
managers’ backgrounds and
experience—these should act like
brief resumes—and describe their
functions with the company. Full-
length resumes should be appended
to the plan.
6. Financial Plan
 At the very least this section should
include your projected Profit and
Loss and Cash Flow tables, and a brief
description of the assumptions
you’re making with your projections.
 You may also want to include your
balance sheet, your sales forecast,
business ratios, and a break-even
analysis.
 Finally, if you are raising money or
taking out loans, you should highlight
the money you need to launch the
business.
C. Presenting Detailed business plan outline: PRODUCTION/OPERATIONS
examples/instances of the new 1.0 Executive Summary MANAGEMENT
1.1 Problem “Production is an activity that converts
lesson
1.2 Solution materials into useful forms. The materials
1.3 Market may be raw materials, semi-processed or
1.4 Competition semi-finished goods, or even finished
1.5 Financial Highlights products. Machinery, equipment,
2.0 Products and Services methods and processes are the basic
elements of production.”
2.1 Problem Worth Solving
2.2 Our Solution
2.3 Validation of Problem and Solution
2.4 Roadmap/Future Plans
3.0 Market Analysis Summary
3.1 Market Segmentation

3.2 Target Market Segment Strategy
3.2.1 Market Needs
3.2.2 Market Trends
3.2.3 Market Growth
3.3 Key Customers
3.4 Future Markets
46
3.5 Competition
3.5.1 Competitors and Alternatives
3.5.2 Our Advantages (see an example)
4.0 Strategy and Implementation
Summary
4.1 Marketing Plan

4.2 Sales Plan
4.3 Location and Facilities
4.4 Technology
4.5 Equipment and Tools
4.6 Milestones
4.7 Key Metrics
5.0 Company and Management Summary

5.1 Organizational Structure
5.2 Management Team
5.3 Management Team Gaps
5.4 Personnel Plan
5.5 Company History and Ownership
6.0 Financial Plan
6.1 Revenue/Sales Forecast

6.2 Expenses
6.3 Projected Profit and Loss
6.4 Projected Cash Flow
6.5 Projected Balance Sheet
6.7 Business Ratios
7.0 Appendix
D. Discussing new concepts and THE 4M’s OF PRODUCTION
practicing new skills #1 1. Method. The Manager will determine
the most efficient way or each portion
of the process to be done to eliminate
damage to the product and to
eliminate areas where time and
manpower are be wasted. Controlling
waste is the key to efficient and
profitable production.
2. Manpower. When examining the
Methods you now have in place what
is the ideal number of people it will
take to perform these methods and
what positions should they be in! #ow
will the personnel be trained and
measured for performance! What is
the $cycle time% of each part of the
47
Method.
3. Machines. When examining your
facilities vehicles and tools do you
have everything you need to ensure
the safety of the employees while
maximizing the efficiency and
productivity of the department, all
employees have access to the same
tools and equipment in needed, the
tools enable them to perform tasks
independently, they trained on how
to maintain the machinery and tools?
4. Materials. Do you have the materials
needed to perform all parts of
production and are they conveniently
located to minimize waste? Example:
All material needed to clean and
package are always available and are
placed to minimize effort. Does the
layout of the production department
minimize wasted movement?
Example: Does the part flow go in one
direction or does it zig and zag
throughout your facility.
On the other hand, operations
management refers to the activities,
decisions and responsibilities of managing
the resources which are dedicated to the
E. Discussing new concepts and production and delivery of products and
practicing new skills #2 services. It can significantly contribute to
the success of the business by using one’s
available resources to effectively produce
products and services in a way that
satisfies customers.
F. Developing mastery (Leads to 4 MAIN ADVANTAGES AN EFFECTIVE
Formative Assessment) OPERATION CAN PROVIDE TO THE
ENTREPRENEUR’S BUSINESS:
 Reducing the costs of producing
products and services as well as being
efficient
 Increasing revenue by increasing
customer satisfaction through good
quality and service
 Reducing the amount of investment
that is necessary to produce the
required type and quantity of products
and services by increasing the effective
capacity of the operation
48
 Providing the basis for future
innovation, by building a solid base of
operations, skills and knowledge within
the business.

living

abstractions about the lesson
Using the tools in making a business plan,

make your own Business Plan.

V. REMARKS



remediation

49

other teachers?

School Head

DAILY LESSON LOG
I. OBJECTIVES activities may be done for developing content knowledge and competencies. These are assessed using Formative Assessment strategies. Valuing objectives support the learning of content and
The learners demonstrates The learners demonstrates understanding The learners demonstrates The learners demonstrates understanding
A. Content Standards understanding of environment and of environment and market in one’s understanding of environment and of environment and market in one’s
market in one’s locality/town locality/town market in one’s locality/town locality/town
50
The learner independently creates a The learner independently creates a The learner independently creates The learner independently creates a
business vicinity map reflective of business vicinity map reflective of a business vicinity map reflective of business vicinity map reflective of
B. Performance Standards
potential market in one’s locality/town potential market in one’s locality/town potential market in one’s potential market in one’s locality/town
locality/town
4. Demonstrate understanding of the 4. Demonstrate understanding of the 4M’s 4. Demonstrate understanding of 4. Demonstrate understanding of the 4M’s
C. Learning Competencies/ 4M’s of operations of operations the 4M’s of operations of operations
Objectives (Write the LC TLE_ICTAN11/12EM-Ia-2 TLE_ICTAN11/12EM-Ia-2 TLE_ICTAN11/12EM-Ia-2 TLE_ICTAN11/12EM-Ia-2
Code)
II. CONTENT
III. LEARNING List the materials to be used in different days. Varied sources of materials sustain children’s interest in the lesson and in the learning. Ensure that there is a mix of concrete and manipulative materials as well
RESOURCES as paper-based materials. Hands-on learning promotes concept development.
A. References
3. Textbook pages


51
A. Reviewing previous lesson According to: HUMAN RESOURCE MANAGEMENT The resources you need, in order to
or presenting a new lesson  Noe PRACTICES run your business and produce the
 Hollenbeck goods or services, are people,
 Gerhart
1. Design an effective methods, materials and machines. To
 Wright recruitment strategy. have all these resources, you need
Human Resource Management (HRM) Recruitment is "any practice or money. It is important that you know
refers to the policies, practices and systems activity carried on by the how to gather, organize, coordinate
that influence employees’ behaviour, and record the money or financial
organization with the primary resources of your business. This is
attitudes and performance
purpose of identifying and called financial management.
attracting potential employee."
However, because of differences in
companies’ strategies, they may
assign different degree of
importance to recruiting. In
general, all companies have to
make decision in three areas of
recruiting, personnel, policies,
recruitment sources, and the
characteristics and behavior of the
recruiter. These aspects of
recruiting have different effect on
who the organization ultimately
hires. An applicant's decision to
accept a job offer-- and the
organization's decision to make the
offer--depend on the match
between vacancy and applicant
characteristics.
2. Adopt a good selection
process.
Selection is the "process by which the
organization attempts to identify
applicants with the necessary
knowledge, skills, abilities, and
other characteristics that will help
the organization achieve its goals."
The process of selecting the
employees varies considerably from
organization to organization, and
from job to job. In most
52
organizations, selection includes
the steps of screening
application/resume; testing and
reviewing work samples;
interviewing candidates; checking
references and background; and
making a selection.
3. Develop effective training
program
Training is a set of activities aimed to
facilitate learning of knowledge,
attitude and skills among people in
the organization, to, in turn
improve their current job
performance and contribution to
the achievement of an
organizational goals. It has become
part of organizational learning and
change in employee performance.
Noe (2002) believed that training is
a planned effort by a company to
facilitate employees' learning of
job-related competencies. These
competencies include knowledge,
skills or behaviors that are critical
for successful job performance.
4. Conduct Performance
Management
Performance Management is the
"process through which managers
ensure that employees' activities
and outputs contribute to the
organization's goals" (Noe, et al.,
2004). Performance Management is
crucial, especially when the
business is more complex, and
goals are constantly changing.
Measuring and managing
performance is a challenging task
53
and one of the keys to gaining
competitive advantage. The
conduct of regular performance
assessment either twice a year or
yearly will enable the employees to
know how they are doing in their
job. During this occasion, skills and
abilities gaps must be identified and
appropriate training must be given
to fill in these gaps. In other words,
if they are not doing as expected,
the employees may be equipped
with the right skills and knowledge
to positively contribute to the
achievement of business goals.
5. Implement an attractive
compensation scheme.
Compensation refers to all forms of
financial returns and tangible
services and benefits that
employees receive as part of an
employment relationship.
Employee benefits in particular,
refers to the part of the
compensation package, other than
pay for time worked, provided to
employees in whole or in part by
employer payments (e.g, life
insurance, pension , workers'
compensation and vacation).
Compensation also pertains to the
methods and practices of
maintaining balance between the
interests of operating the company
within the fiscal budget, and
attracting developing, retaining ,
and rewarding high quality staff
through wages and salaries which
are competitive with the prevailing
54
rates for similar employment in the
labor markets.
6. Design work family balance
programs.
Work family balance may be defined
as the degree to which an individual
is able to simultaneously balance
the temporal, emotional, and
behavioural demands of both paid
work and family responsibilities
(Hill,Hawkins,Ferris,and Weitzman,
2001). Work life balance has been
an increasing concern for
employees. The increased demand
on the job and at home have made
managing work and family life
increasingly difficult (Shore, 1998).
But there are ways to help
employees balance their work and
personal lives, such as flextime and
flexplace programs. Although
flextime and flexplace program
have been adopted at many
companies, these way not be fully
utilized by employees
(Hochschild,1997). The study of Hill,
Hawkins, Ferris, and Weitzman
(2001) also examined the influence
of perceive flexibility in the timing
and location of work on work-
family balance. Result indicated
that perceived job flexibility is
related to improve work-family
balance after controlling for paid
hours, unpaid domestic labor
hours, gender, marital status,
occupation Level. Perceived job
flexibility appears to be beneficial
both to individual and to
55
businesses. Given the same
workload, individuals with
perceived job flexibility have more
favorable work-family balance.
7. Observe fair employee

relations practices. Employee
relations or labor relations, pertains
to a set of processes and
procedures utilized in the
interaction between employees and
employer to attain their respective
goals, while accommodating the
needs of both parties. This
interaction can include
communication, interpersonal
relationships, participation,
discipline, and grievance resolution.
Research on human resource
management (HRM) suggests that
new forms of work organization
quality circles, work teams, high
performance workplaces, lean
production directly affect workers’
and managers’ expectations of
what constitutes acceptable effort
and, as such, requires new forms of
employment relations (Verma and
Chaykowski 1999; OECD 1999).
8. Determine the
Entrepreneur’s Role in the Business.
Many small businesses begin with
founder-owner doing all the
management functions of
marketing, production, human
resource, and finance with the help
specialized staff. However, a few
would rather concentrate on the
56
function, and be on top of that
function. The DTI-BSMED Handbook
Guide (2010) indicated the
following factors which can help
the entrepreneur to choose with
role(s) to take in one’s business:
 Education and Training. If you are
an engineer or you have some
technical training, it will be natural
for you to consider being in the
technical or production area. Or if
you are an accountant or have a
background in banking or finance,
you may want to handle the finance
function.
 Experience. Have you experienced
working for a manufacturing firm?
Were you ever a member of the
kitchen staff of a hotel? How
successful were you in doing
automotive jobs for that service
center? Your experiences will be
handy in performing certain
management functions. You might
ask, “What if I don’t have any work
experiences at all?” or “What if I’m
just a fresh graduate and trying my
luck in entrepreneurship?” Did you
learn some skills while helping in
relative in the ceramic business
during one of those summer
breaks? What did you gain from
your summer job or during
internship? Remember the skills
you learned from those
experiences. You might need them
when deciding which management
function to assume in your
business.
57
 Interest and Talent. Not having the
education or the experience to back
up your inclination to take on a
specific management function will
not disqualify you. For all you know,
you might have the interest or the
talent for it. If you have people
skills, are cheerful but commanding
and persuasive, you well do in sales
or in personnel management even
without any experience or formal
training. After all, you can develop
these skills by attending some
seminars or short courses. On the
other hand, if you enjoy working
with your hands and putting things
together, you can handle
production.
 Time. Granting you have the
training, the experience, and the
interest and talent to assume a
management function, do you have
the time for it? Can you have
devote most of your time to the
particular management area you
selected? Take time to do an
objective personal assessment of
the situation. Ask yourself if you are
able and will have the time to
handle all the management
functions in case you decide to be
on top of everything. Remember,
you are not only an entrepreneur.
Ours is a pluralistic society. Besides
being a spouse a parent, an
offspring, or even a sibling, you are
also part of your community.
Nonetheless, if you think you can
be a jack-of-all trades and be
58
everywhere in your business
without sacrificing any of life’s
essentials then go for it!
 The Pros and Cons of Having a
Bird’s Eye View. Finally, weigh the
advantages and disadvantages of
having a broad view of your
business. Being “everywhere” in
your business will allow you to see
the interrelationship among the
four management areas; where one
area supports and draws support
from the three other areas. While
the age-old saying “jack-of-all-
trades, master of none” is true,
consider the setback if you indeed
plan to become a master of
something. If you concentrate in
one area, say in finance, you might
neglect the other areas that are just
as important. Let us say you opted
to concentrate on production. As
you look for ways to become more
efficient in order to produce more
at a faster rate, you might lose sight
of the other areas, like sales and
finance. This could lead your
business to end up with too many
unsold stocks and incur losses due
to overproduction and an over
investment in machines.
9. Get the right people.
In starting a business, the
entrepreneur may begin with family
members, relatives, friends,
neighbors, or acquaintances as the
workforce, but be clear about
requiring them to be professional in
the workplace, especially when
59
dealing with you. Match each
position with someone who will
meet the requirements of the
position. Do not limit applicants to
the trained and experienced. Be
open to those who can help the
enterprise grow. Choose people
who possess the expected work
values and are willing to be trained
and to stay in the company after
being trained.
10. Prepare an employee
manual.
It is always advisable to prepare an
employee manual. This should
contain information pertaining to
company policies and procedures
on working conditions,
compensation, other benefits,
discipline, and grievance
processing, among others.
11. Invest in Human Capital.
Human capital is the quality and
quantity of skills, education and
talents a person has. When people
attend classes, become
apprentices, obtain graduate
degrees, and receive on the job
training, they are investing in or
improving their human capital.
Allocate sufficient budget for the
cost of specialized training that
human resources may need to
meet the skills necessary to be able
to make the product or complete
the service to be offered to acquire
or develop market. There should
also be a budget allocated for
training people on human relations
60
and leadership skills.
12. Motivate people in the
workplace.
Motivation is a function of willingness
and ability (skills) to do the job, as
well as help employees work at
high energy levels. Open
communication, respect, fair
compensation, training, work-life
balance, and empowerment
activities and programs will
definitely motivate people in the
workplace.
13. Maintain employees’
commitment and loyalty.
One way of doing this is to ensure
that the work environment is safe,
healthy, caring for employees, and
at least complaint with government
rules and regulations, as well as
company social responsibility.
Competitive compensation and
training will also help a lot toward
this objective.
14. Effectively communicate
policies and practices with
employees.
Communication is very important so
that employees feel they are really
part of the organization and, thus,
work more and better. When
employees know what are expected
of them, how they will accomplish
their tasks, instructions are clear, and
they are given the opportunity to give
feedback to the concerned
stakeholders in the enterprise, they
will feel valued and respected. This
can lead to better performance and
61
higher productivity.
Human resource practices include Managing the finances of the company BOOKKEEPING
analysing and designing work, determining is of prime importance since without  Bookkeeping is the science of
human resource needs (HR planning), funds, the business will not be able to recording history.
attracting potential employees operate. Recording, analysing and  It is the physical recordkeeping of
(recruiting), choosing employees making decisions about the finances of someone’s transactions as they
(selection), teaching employees how to the business are basic functions of the relate to assets, liabilities, income
B. Establishing a purpose for
perform their jobs and preparing them for entrepreneur who owns the business. and expenses.
the lesson the future (training and development), It is an indispensable subset of
rewarding employees (compensation), accounting.
evaluating their performance
(performance management), and creating
a positive work environment (employee
relations).
Effective HRM enhances company The differences between management Bookkeeping refers to the process of
performances by contributing to employee accounting and financial accounting accumulating, organizing, storing, and
and customer satisfaction, innovation, include: accessing the financial base of an entity
productivity and development of a Management accounting provides which is needed for two basic purposes:
favourable reputation in the firm’s information to people within an  Facilitating the day to day
community. organization while financial accounting operations of the entity
is mainly for those outside it, such as  Preparing financial statements, tax
shareholders returns and internal reports to
Financial accounting is required by law managers
while management accounting is not. Also called record-keeping
C. Presenting Specific standards and formats may be Thought as the financial information
examples/instances of the required for statutory accounts such infrastructure of an entity
new lesson as in the I.A.S International Accounting Bookkeeping is the recordation of basic
Standard within Europe. accounting transactions, such as:
Financial accounting covers the entire  Issuing invoices to customers
organization while management  Recording invoices from suppliers
accounting may be concerned with  Recording cash receipts from
particular products or cost centres. customers
 Paying suppliers
 Recording changes in inventory
 Processing payroll
Processing petty cash transactions
D. Discussing new concepts HUMAN RESOURCES MANAGEMENT Managerial accounting is used These transactions are mechanical in nature;
and practicing new skills #1 PRACTICES primarily by those within a company that is, the bookkeeper follows a prescribed
or organization. Reports can be set of procedures on a repetitive basis to
generated for any period of time such record a common activity. These common
as daily, weekly or monthly. Reports bookkeeping tasks are entirely adequate for
are considered to be "future looking" the accounting needs of a small business.
and have forecasting value to those
within the company.
62
Financial accounting is used primarily A bookkeeper could compile financial
by those outside of a company or statements from the transactions just
organization. Financial reports are described. However, those financial
usually created for a set period of statements would be incorrect to some
time, such as a financial year or extent, because they would not include the
period. Financial reports are following additional actions that are usually
historically factual and have predictive handled by an accountant:
value to those who wish to make Accruing or deferring expenses
financial decisions or investments in a Accruing or deferring revenue
company. Management Accounting is The broader field of accounting includes the
the branch of Accounting that deals use of these accruals. In addition, accounting
primarily with confidential financial encompasses the following activities:
reports for the exclusive use of top  Creating the chart of accounts
E. Discussing new concepts management within an organization.  Setting up the general ledger
and practicing new skills #2 These reports are prepared utilizing  Designing the financial statements
scientific and statistical methods to  Issuing customized management
arrive at certain monetary values reports to address specific issues
which are then used for decision  Altering the classification or
making. Such reports may include: recordation of transactions to meet
Sales Forecasting reports certain accounting standards
Budget analysis and comparative  Creating a budget and comparing it
analysis to actual results
Feasibility studies  Compiling tax returns from the
Merger and consolidation reports financial information
 Creating a set of controls within
which the financial system operates
Designing a record keeping, archiving, and
document destruction system
F. Developing mastery (Leads Financial Accounting, on the other KEEPING GOOD RECORDS IS VERY
to Formative Assessment) hand, concentrates on the production IMPORTANT TO ONES’ BUSINESS. GOOD
of financial reports, including the basic RECORDS WILL HELP YOU DO THE
reporting requirements of profitability, FOLLOWING:
liquidity, solvency and stability. 1. Monitor the progress of ones’
Reports of this nature can be accessed business
by internal and external users such as 2. Prepare financial statements
63
the shareholders, the banks and the 3. Identify sources of income
creditors. 4. Keep track of deductible expenses.
5. Keep track of the basis of property
6. Prepare your tax returns
7. Support items reported on your tax
returns
THE FOLLOWING ARE SOME OF THE TYPES OF
RECORDS THAT SHOULD BE KEPT:
1. Gross Receipts are the income you
receive from your business
 Cash register tapes
 Deposit information (cash
and credit sales)
 Receipt books
 Invoices
2. Purchases are the items you buy
and resell to customers.
 Cancelled checks or other
documents that identify
payee, amount and proof
of payment/electronic
funds transferred
 Cash register tape
receipts
 Credit card receipts and
statements
 Invoices
3. Expenses are the costs you incur to
carry on your business.
 Cancelled checks or other
funds transferred
 Cash register tapes
 Account statements
 Credit card receipts and
statements
 Invoices
 Petty cash slips for small
cash payments
4. Travel, Transportation,
Entertainment, and Gift Expenses.
5. Assets are the property
 When and how you
acquired the assets
 Purchase price
64
 Cost of any improvements
 Deductions taken for
depreciation
 Deductions taken for
casualty losses, such as
losses resulting from fires
or storms
 How you used the asset
 When and how you
disposed of the asset
 Selling price
 Expenses of sale
 Purchase and sales invoices
 Real estate closing
statements
 Cancelled checks or other
funds transferred
6. Employment Taxes. Keep all records
of employment for at least four
years.
G. Finding practical THE FUNCTION OF BOOKKEEPING

applications of concepts and  Bookkeeping is the process of
recording daily transactions in a
skills in daily living
consistent way and is a key
component to building a strong
business foundation.
 A bookkeeper’s territory is daily
financial transactions, which
include purchases, receipts, sales
and payments.
 A bookkeeper enters every
transaction into a journal which is
nothing more than a list of
transactions.
 A bookkeeper using a manual
system periodically copies journal
transactions into a general, called
posting.
The Tasks or Functions of the Bookkeeper

1. Recording financial transactions
2. Posting debits and credits
65
3. Producing invoices
4. Maintaining and balancing
subsidiaries, general ledgers and
historical accounts
5. Completing payroll
The differences between management
accounting and financial accounting
include: Management accounting
provides information to people within
an organization while financial
accounting is mainly for those outside
H. Making generalizations
it, such as shareholders. Financial
and abstractions about the accounting is required by law while
lesson management accounting is not.
Find a partner and choose 1 among the

practices, make a powerpoint presentation
I. Evaluating learning and present in class next meeting.

V. REMARKS
A. No. of learners who earned 80% on
the formative assessment


D. No. of learners who continue to

require remediation
66
F. What difficulties did I encounter which

my principal or supervisor help me
solve?

did I use/discover which I wish to share
with other teachers?

School Head

67

I. OBJECTIVES activities may be done for developing content knowledge and competencies. These are assessed using Formative Assessment strategies. Valuing objectives support the learning of content and competencies and
enable children to find significance and joy in learning the lessons. Weekly objectives shall be derived from the curriculum guides.
The learners demonstrates The learners demonstrates The learners demonstrates The learners demonstrates understanding of
A. Content Standards understanding of environment and understanding of environment and understanding of environment and environment and market in one’s
market in one’s locality/town market in one’s locality/town market in one’s locality/town locality/town
B. Performance business vicinity map reflective of business vicinity map reflective of business vicinity map reflective of business vicinity map reflective of potential
Standards potential market in one’s locality/town potential market in one’s locality/town potential market in one’s locality/town market in one’s locality/town
4. Demonstrate understanding of the 4. Demonstrate understanding of the 4. Demonstrate understanding of the 4. Demonstrate understanding of the 4M’s of
C. Learning
4M’s of operations 4M’s of operations 4M’s of operations operations
Competencies/
Objectives (Write the LC
Code)
II. CONTENT
III. LEARNING List the materials to be used in different days. Varied sources of materials sustain children’s interest in the lesson and in the learning. Ensure that there is a mix of concrete and manipulative materials as well as
RESOURCES paper-based materials. Hands-on learning promotes concept development.
A. References
pages
2. Learner’s Material
pages
3. Textbook pages
4. Additional Materials
from Learning
Resource portal
B. Other Learning
Resources
68
These steps should be done across the week. Spread out the activities appropriately so that the students will learn well. Always be guided by demonstration of learning by the students which you can infer from
IV. PROCEDURES formative assessment activities. Sustain learning systematically by providing students with multiple ways to learn new things, practice their learning, question their learning processes and draw conclusions about
what they learned in relation to their life experiences and previous knowledge. Indicate the time allotment for each step.
Financial statements are the backbone of the Balance sheet is a snapshot of company’s PREPARING A BUSINESS REPORT A Business Plan Serves Many Masters
business. Financial statements and forecasts financial condition at any particular time.
 Business reporting on a  It serves the entrepreneur who must set
show how your business has been  It is the heart of double-entry
performing and how you think it will perform accounting regular basis such as the navigational course
over time  Each side equals the other monthly, quarterly, semi-  It serves investors and cautious
 The central equation of a balance sheet annually or yearly is a financiers
is: ASSETS = LIABILITIES + OWNER’S must for those who  It serves the managers and staff of the
EQUITY
 Assets include everything the
owns/manages the organization so that they will know the
company owns, such as cash, business. strategies and programs of the
inventory, buildings, equipment  Business reports are enterprises
and vehicles. important to monitor The business plan must have a specific audience
 Liabilities include everything the
what is happening in the in mind, as well as what important questions
company owes to others, such
as vendor bills, credit card business so that does the audience want answered. In order to
balances and bank loansEquity problems met along the aid the entrepreneur in getting business plan
includes the claims owners have way can be remedied. organized, the following format may be a good
on the assets based on their  It serve the purpose of start.
A. Reviewing previous
portion of ownership in the
lesson or presenting a company. showing what the
new lesson business has achieved
compared to what was
planned for a particular
period, normally on an
annual basis.
 It can be used for
securing additional
capital by attracting new
investor or forloans
purposes in the bank as
well as adds to the good
reputation of the
company if it is
performing well.
B. Establishing a purpose  Financial forecasts project a Balance Sheet STEPS IN GENERATING BUSINESS CONTENTS OF THE BUSINESS PLAN
for the lesson financial situation the business REPORT THE BUSINESS CONCEPT AND THE
owner should be aiming for.
 These are important 1. Determine the scope BUSINESS MODEL
reference tools to help (purpose) of the report A business concept contains the
69
guide business planning 2. Consider the target essence of the enterprise in a concise
 Key documents for audience (readers) but powerful manner. It stresses the
attracting funding.
 Investors and creditors 3. Gather and organize the value of the product offering to the
will use them to assess supporting information target customers who would most
the soundness of the (research) likely buy it.
company’s finances. 4. Analyse and weigh the The product concepts must then be
 The profit and loss statement is a
supporting information translated into a business model. A
summary of the financial
performance of a business over 5. Determine the solution, business model is a formula on how the
time findings and/or enterprise exactly plans to make money
 It reflects the past recommendations out of the business.
performance of the 6. Determine the report There Are Four Areas Of Money Making
business and is the report
most often used by small form Which Is The Business Model Must
business owners to track Address:
how their business is 1. How will the business raise
performing. revenues? What critical factors
 It is also known as the
will cause the revenues to
income statement, the
profit/loss statement is materialize?
the most important 2. What will be the cost of the
report you provide for enterprise products and other
most businesses. cost of doing business? How
It lists all of the company’s income and
then subtracts all of its expenses. will this cost be managed to
ensure the comfortable profits?
What critical factors will drive
the cost? How can this factors
be controlled?
3. What will be the major
investments of the enterprise?
Why will these investments
give the enterprise a
competitive edge?
4. How will the enterprise finance
the investments? How will the
enterprise fund its growth?
THE BUSINESS GOALS, VISION, MISION,
OBJECTIVES, AND PERFORMANCE
TARGETS
The business goals shows the future
and long term prospects of the
enterprise. It is composed of the
70
mission, vision, and objectives, key
result areas and performance indicators
of the enterprise. To illustrate, let us
analyze the vision of Double Happiness.
Double Happiness is an eatery in a bus
terminal. It has three outlets located at
the bus terminal in Central Luzon
C. Presenting CASH FLOW BUSINESS REPORT FORMAT Objectives must be more specific than
examples/instances of  Cash Flow refers to generating or  Executive summary the vision and mission statements.
producing cash (cash inflows) and
the new lesson  Purpose and rationale They should be measurable, achievable
using or consuming cash (cash
outflows).  Context which includes and time bound.
 Lifeblood of the business and the vision-mission FOR DOUBLE HAPPINESS, THEIR STATED
keep that blood circulating at all statement, strategies, OBJECTIVES ARE:
times in order to avoid failure.
organizational structure  To establish a strong market
 Cash flows in the statement are
divided into the following three and staffing presence in Central Luzon.
areas:  Actual performance  To earn good financial returns
 Operating activities, constitute the versus plans/targets with for its owner.
revenue generating activities of a
the corresponding  To delight customers with high
business such as cash received and
disbursed for product sales, remarks of why it quality food and services and
royalties, commissions, fines, happened that way  To make double happiness a
lawsuits, supplier and lender  Facilitating and hindering happy and rewarding place to
invoices and payroll. factors in the work
 Investing activities, constitute
payments made to acquire long- achievement of plans The objectives should be translated into
term assets, as well as cash  Issues and concerns that key result areas or KRAS. KRAs are the
received from their sale such as were addressed qualitative manifestation that the
purchase of fixed assets and the  Financial statements with objectives are being achieved
purchase or sale of securities
issued by other entities.
its corresponding
 Financing activities, constitute of summaries and
activities that will alter the equity interpretation
or borrowings of a business such  Conclusion and
as the sale of company shares, the
recommendations
71
repurchase of shares and dividend
payments.
D. Discussing new  If income exceeds business Cash Flow SOUND FINANCIAL In turn the key result areas must be
concepts and practicing expenses, the business will have MANAGEMENT PRACTICES rendered into quantified performance
effectively made a profit.
new skills #1 The resources you need, in order measurements otherwise called
 If expenses exceed income, a loss
would have been made. to run your business and produce performance indicators. These
 A profit and loss statement is a the goods or services are men, performance indicators or PIs serve as
great tool for identifying items of materials and machines. To have the aspirational scorecard of the
high expenditure or expenses that
all these resources, you need enterprise managers and the
were unproductive in producing
profit. money. It is important that you motivational results of the investors.
 By analysing the profit and loss know how to gather, organize, However the Pls must be actually be
statement, the entrepreneur can coordinate and record the money credible to the business audience in
better control business or financial resources of your mind
expenditure and thereby
potentially increase profits.
business. This is called financial
management.
When the entrepreneur manages
the money of the business, it is
one’s job to look for money
needed for your business and to
see to it that the money provided
for the business is used
effectively and efficiently.
SOUND FINANCIAL
MANAGEMENT PRACTICES
72
E. Discussing new Sound Financial Management Practices THE EXECUTIVE SUMMARY
concepts and practicing 1. Adopt effective financial  The executive summary contains
planning. Financial planning is everything that is relevant and
new skills #2
perhaps the most difficult task important to the business audience.
of the owner-manager.  It is a synthesis of the entire plan.
Planning is important because  It must contain the major
the funds of the enterprise are argumentations of the business
limited and must be sourced proponent on why the business will
and used properly for the good work and succeed.
of the business.  It should provide the business plan
2. Observe sound financing. audience all the arguments on why
Sometimes, an entrepreneur they should participate in the
does not have enough money business venture.
to start or operate the  The Executive Summary Should Then
business. When this happens, Introduce and Highlight The Good
the owner may decide to Qualities Of:
borrow money. In borrowing,  The business proponents and their
one must be careful not to partners
borrow too much. Ideally, the  The enterprise organization and its
entrepreneur should only capabilities
borrow, 40% of the money that  The technology providers and their
is needed to operate the expertise and experience and
business, while the remaining  The supplier and all the major service
60% must come from one’s providers
own pocket. Businesses that  It should likewise describe the
are funded by 40% debt is product/services of the enterprise,
burdened with having to pay their features and attributes and why
very high interests. they are right ones to deliver to the
3. Record and monitor cash flow. customers.
Cash flow is the actual  The executive summary should then
73
movement of cash within a proceed to discuss and justify the
business. The entrepreneur enterprise strategy and enterprise
needs to record the sources delivery system.
and uses of funds in order to  The enterprise strategy builds and
know how much cash is develops the game plan for
needed, and when that money attaining competitiveness.
is required by a business within  The enterprise delivery system is
a period of time. the entire process of converting
4. Know the business costs. input to output and these outputs
Costing is calculating the total to outcome.
money spent in making and  It should then render all the
selling the product, or institutional, market, operations,
completing a service to be and organizational strategies
offered in the market. previously cited into financial
5. Reduce costs. It will make the strategies and forecast.
business more profitable when  Investment requirements should be
the costs are minimized by presented along with the summaries
recycling, using energy-saving of their projected income statement,
device or materials, buying balance sheets, cash flows, and funds
second-hand equipment or flow and their analysis and
renting instead of buying and conclusions.
asking family members to help  Yields and returns along with risks and
in the business. contingency measures should round
6. Record all business up this section
transactions. Anything that are  The executive summary should also
owned by the owner and used contain a section on the
for business, proceeds from environmental and regulatory
selling the products or services compliance of the purposed business
and at the same time the as well as the more proactive to
expenses incurred in operating become a more responsible corporate
the business, should be written citizen.
down which will give the  Finally the executive summary should
entrepreneur a fairly accurate present the capital structure of the
picture of how the business is proposed business and show how this
doing. structure will respond to the
7. Prepare income statements. investment programs and financial
The income statements will forecasts of the enterprise.
show whether the business  However the executive summary can
made a profit or suffered a loss only be written last in order to capture
for a given period the findings and insight of the other
8. Seek the services of a good part, but for presentation purposes, it
accountant. If the is placed in the first part of the
entrepreneur is not an business plan
accounting graduate or does
not have any background in THE BUSINESS PROPONENT
accounting, it is best to avail of The third section of the business plan contains
the services of a good information about the business proponents or
accountant to set up the firm’s
74
books of accounts and to stake holders. There are four types of
initiate him/her into the stakeholders:
recording process. Once get  resource mobilizer and financial
used to it, recording will almost backers
be mechanical and routine.  technology providers and applicators
Doing it regularly will be very  governance and top management
helpful like in paying taxes,  operating and support team
meeting cash requirements,
payments of debts in time and If the business plan readers are the resource
business expansion in the providers, then they will want to know who else
future. are on board to share the burden of raising
9. Manage enterprise funds money to see the whole thing through.
properly. Managing funds is If the business plan readers are technology
not simply maintaining providers, they will want to know if there will be
sufficient cash for the business sufficient funds to pay for the technology.
operations, but entails a more If the business plan readers are the governance
comprehensive approach than and top management team, then they will want
just having ready cash. Part of to know what strategies and performance
this is knowing the possible indicators are being proposed.
sources of funds, like friends, If the business plan readers are the
family members, banks and implementing, operating and supporting teams,
other lending institutions. It is they will want to know what programs,
also important to budget the activities, task, and resource would be in place.
cash properly and that there is THE TARGET CUSTOMERS AND THE MAIN
an internal control so that cash VALUE PROPOSITION
is available whenever it is The fourth section of the business plan is the
needed. target customers and the main value
proposition.
 The business proponent must be very
precise about the target audience or
target customers.
 Target customers must be of sufficient
size, sufficient paying capacity and
have sufficient interest to purchase
the products being offered by the
enterprise.
 The main value proposition is the
unique selling proposition of the
enterprise.
 Knowing where the target customers
are exactly concentrated, the business
plan should then pinpoint what the
customers buy, how they buy, when
they buy, where they buy, and what
convinces them to buy. These
information should be used to justify
the exact locations and marketing
75
channels to be employed by the
enterprises.
MARKET DEMAN AND SUPPLY, INDUSTRY

DYNAMICS AND MACRO ENVIRONMENTAL
FACTORS
The fifth section of the business plan is the
market demand and supply. The industry
dynamics, and the micro environmental forces
affecting the business of the enterprise.
 It is normal for enterprises to actually
expand their product offerings to include
the other segments of a bigger market in
order to determine what exactly influences
this bigger market.
 The business plan should estimate the total
market supply and demand for the product
offerings of the enterprises the business
plan should then determine the major
critical factors that influences this market
demand and supply.
 One of this critical factors or variables are
determined, the business plan should then
forecast the future demand and supply. If
theses physical factors are expected to
remain the same then most likely the
future forecast will follow the past trends. If
not the future estimate of demand and
supply should be revised according to the
new variables influencing the demand and
supply.
 The market analysis and forecasting
exercise should lead to a quantification of
the current and prospective size of the
market. Both the current and the potential
consumptions should then be dissected.
The Business Plan Should Discuss The Relevant

Industry Dynamics:
 Who are the competing enterprises in
the industry and what are their
comparative advantages and
disadvantages? What business models
and strategies are they employing?
 Who are the supplier in the industry
and what are their capabilities and
bargaining power?
76
 What are the channels of distribution
being used by the industry? How
effective are these channels?
Both the industry players and the market are

affected by the macro environment which
includes the social political economic ecological
and technological (SPEET) forces. The business
plan should discuss the major trends and
changing patterns in the macro environment
which would have significant impacts on the
relevant industry and the behaviour of
consumers.
 Social environmental includes the
demographics and cultural dimensions
that govern the relevant
entrepreneurial behaviour. the
structure social status and dynamics of
the population at large as well as the
people’s belief, tastes , mores,
customs and traditions dictate the
major parameters of market behaviour
 Political environmental defines the
governance system of the country or
the local area of the business. it
includes all the laws, rules and
regulation on allowable and
disallowable business practices
 Ecological environment includes all
natural resources and the ecosystem
that defines that habitat of man ,
animals , plants and minerals
 Technological environment makes or
breaks competing participants in any
industry. new scientific and
technological discoveries often lead to
the launch and commercialization of
new product with superior attributes
or to rendering the old ones obsolete
F. Developing mastery CASH MANAGEMENT STRATEGIES PRODUCT SERVICE OFFERING: DESCRIPTION,
(Leads to Formative 1. Barter EVOLUTION AND JUSTIFICATION
2. Once a week disbursement The sixth section of the business plan is the
Assessment)
3. Disallowance of prepayment product / service offerings that should contain a
4. Taking advantage of non- description, evolution, and justification of the
interest bearing payables product service offering.
5. Some tricks with regard to The product service must be described by
issuing a check highlighting the feature and attributes that
77
6. Concentration banking would most appeal to the target customers. The
7. Lock box system business plan should also prove that the
8. Requirement of downpayment products services would be accepted and carried
by the distribution channels
ENTERPRISE STRATEGY AND ENTERPRISE

DELIVERY SYSTEM
The business plan should expound on the
Enterprise Strategy (ES) by mapping the
competitive landscape and by situating the
enterprise and its competitors as to their
strategies and chosen positioning
The business plan should show how the
Enterprise Delivery System (EDS) would enable
the business to implement the Enterprise
Strategy
The enterprise delivery system starts from the
input (resources mobilized), proceeds to the
Throughput (the transformation process where
input are converted to output) and produces the
O Output (the products/services). The output
are then marketed to the customers (in the case
of goods) or experienced by the customers (in
the case of services). Customer satisfaction level,
profits generated and the performance of
people from the transaction are the Outcomes
of the EDS.
The EDS involves the harnessing of human,

money, and physical resources from well
selected sources.
These resources become the input (money,
men, machines, materials, methods and
management) which the Operations unit within
the EDS (i.e. the manufacturing or service
delivery personnel) will convert or transform
into output.
The output will then be delivered to the
customers through the marketing unit of the
78
EDS. The product/services of the enterprises are
positioned to meet the requirement of the
selected market segment by choosing the right
packaging, pricing, promotions, people for
selling distribution and places or locations where
the targeted customers can be found
The Operations and Marketing units are
supported by the Finance Administration and
Human Resource Management units which
oversee the flow of money, the procurement
and maintenance of machinery and materials
and ensure the proper deployment and
development of people.
The EDS serves as the enabler of the Enterprise
Strategy. The business plan must demonstrate
how the EDS and the ES tandem lead to the
attainment of the desired enterprise outcomes
These business outcomes should reasonably
include:
 high customer satisfaction levels
 high sales volume , market share, and
market reach
 high financial returns and
 high people performances ,
productivity , and moral levels
FINANCIAL FORECASTS: EXPECTED RETURNS,

RISK AND CONTINGENCIES
The eighth section of the business plan is the
financial forecast including the financial returns,
the financial risks and the financial
contingencies.
The business plan must translate everything that
we have discussed so far into financial forecast
and outcomes.
From the financial forecasts, the business plan
should then calculate the expected returns from
the business. The important return calculations
are the following:
1. Expected returns on sales
2. Expected return on assets and
investments
3. Expected return on stockholder’s
equity.
The business plan should also calculate the long

term returns using time value of money. This
79
means estimating the internal rate of return and
the expected net present value.
The business plan should then evaluate both the
business risks and the financial risks involved
ENVIRONMENTAL AND REGULATORY
COMPLIANCE
The ninth part of the business plan is composed
of the environmental and regulatory
compliance. The business plan must articulate
the laws, rules and regulations governing the
business and the industry that the enterprises is
in. It should ascertain that all the necessary
permits licenses and authority to use proprietary
intellectual capital had either been secured or
would definitely be secured.
The business plan should also assure the reader
that all the necessary local government
ordinances and barangay ethics would be
followed by the enterprise.
CAPITAL STRUCTURE AND FINANCIAL OFFERING
RETURNS AND BENEFITS TO INVESTORS
FINANCIERS AND PARTNERS
The tenth section of the business plan contains
the capital structure and financial offerings of
the enterprise including some discussions on
who are the investors, the financiers and the
partners of the enterprise.
Finally, the business plan must appeal to its
target audience. It must highlight for them the
main features of the business plan that they are
looking for.
A business plan is an essential roadmap for
G. Finding practical business success. This living document generally
applications of concepts projects 3-5 years ahead and outlines the route
and skills in daily living a company intends to take to grow revenues.
H. Making Financial statements provide information Financial statements provide information Business reports facilitate the evaluation DEVELOP YOUR OWN BUSINESS PLAN USING
generalizations and about the financial position, performance about the financial position, performance of progress and decision making process THE GUIDE BELOW:
and changes in financial position of an and changes in financial position of an for business purpose. It is usually a type Business Plan Basics
abstractions about the
enterprise that is useful to a wide range of enterprise that is useful to a wide range of of upward communication in which The business plan is a tool to help you find and
lesson users in making economic decisions. users in making economic decisions. communication process starts from explore opportunities.
lower level to upper level. Students at any level of education can use the
concept of preparing a business plan as a
method of exploring all kinds of ideas for
starting a business. It is merely a series of
questions that lead you to think about the
requirements and the possibilities of any kind of
business. Until you start to ask these questions,
80
you aren't able to visualize the details necessary
to be successful in a business.
There are many different approaches to writing
a business plan, some more complex than
others. But the basic components of a business
plan can be organized as follows:
* providing a description of the business,
* choosing the best marketing strategy,
* identifying the management plan, and
* analyzing the finances needed to start the
business and make it successful.
WHY DEVELOP A PLAN?
The process of making choices is the most
important reason for anyone to learn how to
write a business plan. It is fun to think of
yourself as a business owner, to dream about
your successes, and to talk about your ideas. But
when you have to answer the specific questions
of a business plan, you must make decisions
about the direction your business will
take...decisions that may show you that this idea
is not likely to be successful. But, no problem,
then you can go back and make different
decisions until you find a way to be successful.
We sometimes hear people arguing that
business owners don't always have a business
plan...but perhaps they should. Once you are
into the day-to-day operations of a business it
may be too late. But most banks value a good
business plan when you are looking for funds for
your business. And in our educational system it
is one tool that can be used to provide learning
experiences that open students to the
opportunities in their own community.
As a teacher, you can use the business plan as a
learning activity at all levels of education. For
very young students it can be included as part of
a simulation about the processes of business. It
can reinforce skills being taught in math,
communications, spelling, art, and computer
skills. In fact a teacher of history or geography
could use the business creativity approach to
identifying ways to start a business using their
curriculum as the source of ideas. It could give
students a closer feeling of what it was like to
live in different times in history, or in different
parts of the world.
Language teachers have a natural opportunity to
81
teach use of a language for business in other
countries by having students create a business
for exporting or importing there. You might even
connect students with these countries through
the Internet.
The closer a student is to becoming an adult, the
more important it is to give them real-life
opportunities to practice making decisions about
a business of their own. The practice of business
planning is an experience important for the
learning process. And every time a student does
this decision-making the possibility of really
starting a business becomes more tangible.
A VARIETY OF APPROACHES IN THE CLASSROOM

Many high school courses are teaching the skills
of entrepreneurship. In such courses the teacher
can give the students many types of challenges
to develop a business plan for.....
* a business needed in your town
* a business using your own personal skills and
talents
* a business that involves exports to another
country
* a home-based business
* a business that could be started with $1,000
* a business that would require $50,000 to start
* a business that would require $1,000,000 to
start
* a franchise that you develop and offer
nationally
* a service business
* a partnership between two students in the
class
* a corporation formed by small groups in the
class
* for the worst possible business idea you can
imagine ...try it, you will be surprised.
For adult students it is critical to help them
actually start a business...because that is why an
adult is taking the course. In this case you must
deal with realities of finance, skills, and personal
abilities. They are beyond the time for dreaming
and need help to get started.
TRY PACE
You can find real examples of a business plan in
82
the PACE Entrepreneurship Training Materials
available from The Ohio State University. PACE is
developed at three levels, 1). for beginners,
2).for more advanced students, and 3). for the
adults that are ready to start a business. See
information under the curriculum section of this
web page.
The following activity is designed for you to give
students a chance to learn how to plan a
business and experience the process of decision-
making that will enable them to do the real
thing some time in their lives.
BUSINESS PLAN QUESTIONS

The business plan is a tool designed to help you
find and explore opportunities. It also provides
you with a way to analyze potential
opportunities continuously. A business plan is
personal and should never be "canned" or
prepared professionally by others. No one
knows you or your ideas better than you do. It is
the process of seeking the answers to important
questions about your enterprise that are
important as you try to realize the dream of
owning your own business.
Use the following questions to make decision
about a business idea of your choice. Be sure to
write out your answers...to remember your
decisions and build on them.
How can you describe the business...in only
one paragraph please?
What is your product, or service?
Who will buy it?
Where should you locate the business?
How can you attract customers?
What is your competition?
How much should you charge for the products
or service?
What advice do you need and who can
provide it?
How will you organize the managers and/or
workers of the business?
How will you split the profits? Who is
responsible for the losses?
What should you consider to be able to
produce the product and get it to the customer?
How much money is needed to get the
83
business started?
How many customers will you have per month
and how much will they buy per month?
How much does it cost to make the product or
provide the service?
What are your operating costs? (Include your
own salary)
How much money will your business earn
each month by selling your product or service?
How much investment will you need to keep
the business going until you make a profit?
What is your potential profit per year for Year
I, Year II, and Year III?
How much money do you need to borrow to
start this business?
How will you make the business grow in the
future?
There are other questions you might ask
depending on the type of business you have in
mind. There are many different formats for a
business plan based on what you need for the
business of your choice. The point is to start
asking yourself questions and then looking for
the answers.
Are you having trouble getting started? Perhaps
you should interview a local business owner
about these decisions in relation to the startup
of that business. Write down the answers and
discuss them with other students to decide how
you would have started such a business.
Ideas for Starters

You might want to think about some of the
following types of business to get your business
plan "thinking processes" moving:
Lemonade stand
Refreshment stand at local games
Child care
Hot dog stand
Yard care
Developing a web page for others
Youth community center
Shopping service for seniors
Pet sitting
Delivery services
House cleaning service
Janitorial services for local businesses
84
Selling used clothes
Jewelry making
Catalog sales
Temporaries agency
Computer service business
Add value to an existing product (packaging,
new Marketing local crafts design, new
customers, different size)
Travel services
Musical group
Repair services (shoes, electrical equipment,
cars, clothing, etc.)
QUESTIONS FOR CREATIVE THINKING

Use some of the following questions to guide
your thinking about starting a business:
A. What kind of business would you start if your
family would lend you $5000 to get it started?
B. What kind of business would you start if you
and two classmates had access to a loan for
$100,000?
C. What kind of business could you start if you
want to do business with another country?
D. What type of business could you start while
still going to school?
E. What type of business could you start using
the skills you have now?
F. What type of business could you run while
also working in a part time job (to provide the
security of a salary while the business grows)?
G. How could you start a business and then later
make it into your own franchising business for
purposes of expansion?
After developing your business plan you will
want to discuss your ideas with the class or an
advisor to improve your plan and determine
what you learned in the process of preparing a
business plan. Now that you are thinking like an
entrepreneur you may find these same
questions pop up about many different business
possibilities as you experience new
opportunities in life.
85
application or
remediation
V. REMARKS
A. No. of learners who earned 80%
on the formative assessment

additional activities for remediation
C. Did the remedial lessons work?

No. of students who caught up with
the lesson
D. No. of learners who continue to

require remediation
E. Which of my teaching strategies

work well? Why did these work?
F. What difficulties did I encounter

which my principal or supervisor
help me solve?
G. What innovation or localized

materials did I use/discover which I
wish to share with other teachers?

School Head
86

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School Libas Sud Integrated School Grade Level 12

Teacher May P. Impuesto Learning Area Entrepreneurship

Session 13 Session 14 Session 15

Session 1 Session 2 Session 3

 Have youth get in groups of 4-5 and handout a

Lead a discussion using the following questions:

 Dichotomous question – has only two choices or

Personal Interview - the entrepreneur conducting the study

Conducting a personal interview is quite costly through the

Examples: Income of consumers, sales volume of the

Qualitative Data – are generally descriptive data and hence

Examples: Ethnic or tribal group where consumer

Primary Data – are research data sourced by the

Secondary Data – are data previously gathered by another

I. Additional activities Contents of the report:

B. No. of learners who require

C. Did the remedial lessons

F. What difficulties did I

Prepared by: Checked by:

MAY P. IMPUESTO, MAED JOANNE S. ESPINOSA

Session 1 Session 2 Session 3 Session 4

Session 1 Session 2 Session 3 Session 4

E. Discussing new Important Factors to Consider Before an Philippines Potential Sources of

Interview a male entrepreneur whose Conduct a survey among 15 high school

B. No. of learners who require

C. Did the remedial lessons

D. No. of learners who

F. What difficulties did I

Prepared by: Checked by:

MAY P. IMPUESTO, MAED JOANNE S. ESPINOSA

School Libas Sud Integrated School Grade Level 12

4. Additional Materials from

B. Other Learning Resources

Session 1 Session 2 Session 3 Session 4

G. Finding practical applications

B. No. of learners who require additional

C. Did the remedial lessons work? No. of

D. No. of learners who continue to require

E. Which of my teaching strategies work

F. What difficulties did I encounter which my

G. What innovation or localized materials did

Prepared by: Checked by:

MAY P. IMPUESTO, MAED JOANNE S. ESPINOSA

School Libas Sud Integrated School Grade Level 12

Session 1 Session 2 Session 3 Session 4

4. Additional Materials from

Session 1 Session 2 Session 3 Session 4

A. Reviewing previous lesson

J. Additional activities for

B. No. of learners who require additional

C. Did the remedial lessons work? No. of

D. No. of learners who continue to require

E. Which of my teaching strategies work

F. What difficulties did I encounter which

G. What innovation or localized materials

Prepared by: Checked by:

4. Additional Materials from

B. Other Learning Resources

E. Discussing new concepts and