Course

Course Summary
Credit Type:
Course
ACE ID:
DLCR-0042
Organization:
Dale Carnegie & Associates, Inc.
Length:
8 weeks (28 hours) or 3 days (24 hours). Offered classroom-based and live online.
Dates Offered:
Credit Recommendation & Competencies
Level Credits (SH) Subject
Lower-Division Baccalaureate 2 Selling Essentials
Description

Objective:

The course objective is to allow students to plan sales presentations and communicate effectively with prospective buyers. The course also teaches students to stimulate the interest of prospective buyers and ways to manage their territory.

Learning Outcomes:

  • Use methods to establish a connection with customers to gain access and establish trust
  • Construct solutions in collaboration with customers while offering insights and establishing value
  • Apply the Dale Carnegie Sales Model to eliminate objections and minimize the need for negotiation
  • Create and demonstrate sales strategies that facilitate the buying process through relationship-oriented techniques
  • Employ proven techniques to maintain customer relationships and encourage repeat business.

General Topics:

  • Sales attitude
  • How to gain access
  • Discovery
  • Communicate value
  • Respond to objections
  • Commit
  • Maintain the relationship
  • How to expand your network
  • Sales skills mastery
Instruction & Assessment

Instructional Strategies:

  • Classroom Exercise
  • Coaching/Mentoring
  • Discussion
  • Learner Presentations
  • Lectures
  • Practical Exercises

Methods of Assessment:

  • Performance Rubrics (Checklists)
  • Presentations

Minimum Passing Score:

70%
Supplemental Materials