Course

Course Summary
Credit Type:
Course
ACE Course Number:
DLCR-0047
Length:
15 hours
Dates Offered:
Credit Recommendation & Competencies
Level Credits (SH) Subject
Lower-Division Baccalaureate 1 sales
Description

Objective:

The course objective is to help salespeople become trusted business advisors, establish a competitive advantage, and thrive in the new online environment by understanding how the sales process can differ in a virtual vs. a face-to-face environment.

Learning Outcomes:

  • describe the significant differences between meeting online and in person
  • apply modality-specific communication practices to improve communication effectiveness
  • create an online presence that commands both attention and respect
  • follow a framework for pre-meeting research to help ensure successful meeting outcomes
  • evaluate potential customers using qualifying questions
  • create the most effective environment for your virtual meetings
  • describe how visual and vocal factors play a role in establishing the clarity of your message
  • apply listening principles and techniques to better understand your customers and prospects
  • evaluate objections and choose an appropriate response

General Course Topics:

  • Create stronger relationships virtually
  • Engage your buyers
  • Develop stronger questioning skills
  • Deliver virtual presentations
  • Close sales virtually
Instruction & Assessment

Instructional Strategies:

  • Audio Visual Materials
  • Discussion
  • Learner Presentations
  • Lectures
  • Practical Exercises

Methods of Assessment:

  • Performance Rubrics (Checklists)
  • Presentations

Minimum Passing Score:

70%
Supplemental Materials