Course

Course Summary

Credit Type:

Course

ACE ID:

DLCR-0036

Organization:

Dale Carnegie & Associates, Inc.

Location:

Classroom-based

Length:

13 hours

Dates Offered:

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