Course

Course Summary
Credit Type:
Course
ACE ID:
DLCR-0039
Organization:
Dale Carnegie & Associates, Inc.
Location:
Classroom-based
Length:
12 hours
Dates Offered:
Credit Recommendation & Competencies
Level Credits (SH) Subject
Lower-Division Baccalaureate 1 Communication
Description

Objective:

The course objective is to move students to become effective sales professionals who follow a process that is established on a foundation of building trust and strengthening client relationships. Students will learn to use practical tools to connect, collaborate, and create solutions unique to each buyer, while gaining confirmation and securing commitment at all points in the sales cycle.

Learning Outcomes:

  • Communicate value and sell from a buyers' point of view
  • Master a consultative selling process to accelerate the sales cycle
  • Strengthen relationships by building credibility and customer loyalty
  • Develop a positive attitude to generate predictable sales results
  • Demonstrate self-confidence needed to overcome the challenges of selling

General Topics:

  • Self-confidence
  • Communication skills
  • Consultative selling
  • Human relations
  • Attitude
Instruction & Assessment

Instructional Strategies:

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

Methods of Assessment:

  • Presentations
  • Quizzes
  • Written Papers

Minimum Passing Score:

70%
Supplemental Materials