Course

Credit Type:
Course
ACE ID:
DLCR-0036
Version:
1
Organization:
Dale Carnegie & Associates, Inc.
Location:
Classroom-based
Length:
13 hours
Minimum Passing Score:
70
ACE Credit Recommendation Period:
Credit Recommendation & Competencies
Level Credits (SH) Subject
Lower-Division Baccalaureate 1 Selling or Customer Relationship Management
Description

Objective:

The course objective is to provide students an overview of the selling process. Students will identify the elements of communication between buyers and sellers in order to become effective sales professionals who generate more revenue by building credibility and trust and taking a human-relations approach to the sales process. Course concepts are: target market identification, cold calling, presenting, negotiating, cross- and up-selling, and closing the sale.

Learning Outcomes:

  • Engage the prospect's emotions in the buying process
  • Leverage best practices for advancing the sale, gaining commitment, and closing
  • Use the 4 steps in the negotiations process for success
  • Create power questions to get the information needed from each negotiator
  • Build rapport, gain cooperation, and persuade others by following 9 simple principles
  • Evaluate buyer perspectives to move the sale forward
  • Determine win-win opportunities to provide more products and services
  • Identify the target market
  • Make decisions easy for customers by applying a cross and up selling process
  • Create targeted sales presentations by leveraging audience research and analysis
  • Create a persuasive presentation by using a planning worksheet
  • Recognize 12 common negotiating tactics

General Topics:

  • Closing sales: appeal to buyer motives and close more sales
  • Sales presentations: compelling sales presentations, present to persuade
  • Selling techniques: cross and up selling
  • Building new customers: how to cold call to build new customers
  • Negotiating: negotiations with a human approach
Instruction & Assessment

Instructional Strategies:

  • Audio Visual Materials
  • Classroom Exercise
  • Computer Based Training
  • Discussion
  • Lectures

Methods of Assessment:

  • Presentations
  • Quizzes
  • Written Papers
Supplemental Materials
Equivalencies

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