Course Summary
Credit Type:
ACE Course Number:
8-week format (28 hours); 3-day format (24 hours)
Dates Offered:
Credit Recommendation & Competencies
Level Credits (SH) Subject
Lower-Division Baccalaureate 2 professional sales and sales management


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:

  • create and demonstrate sales strategies that facilitate the buying process through relationship-oriented techniques
  • 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
  • employ proven techniques to maintain customer relationships and encourage repeat business.

General Course Topics:

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

Instructional Strategies:

  • Classroom Exercise
  • Discussion
  • Learner Presentations
  • Lectures
  • Practical Exercises

Methods of Assessment:

  • Performance Rubrics (Checklists)
  • Presentations

Minimum Passing Score:

Supplemental Materials