Course

Course Summary
Credit Type:
Course
ACE ID:
DLCR-0003
Organization:
Dale Carnegie & Associates, Inc.
Location:
Classroom-based
Length:
8-week format (28 hours); 3-day format (24 hours)
Dates Offered:
Credit Recommendation & Competencies
Level Credits (SH) Subject
Lower-Division Baccalaureate 2 Selling or Customer Relations
Description

Objective:

The course objective is to demonstrate self-confidence needed to overcome the challenges of selling; communicate value and sell from a buyer's point of view; master a consultative selling process to accelerate the sales cycle; strengthen relationships by building credibility and client loyalty; and develop a positive attitude to generate predictable sales results.

Learning Outcomes:

  • Identify common standards and procedures specific to generating sales
  • Understand how to build rapport and generate product interest
  • Identify ways to address customer problems and create selling opportunities

General Topics:

  • Building rapport
  • Generating interest
  • Providing solutions
  • Resolving objections
  • Appealing to motives and gaining commitment
  • Uncovering opportunities
  • Planning for success
  • Mastering the selling process
Instruction & Assessment

Instructional Strategies:

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

Methods of Assessment:

  • Performance Rubrics (Checklists)
  • Presentations

Minimum Passing Score:

70%
Supplemental Materials