Course

Course Summary
Credit Type:
Course
ACE ID:
DLCR-0012
Organization:
Dale Carnegie & Associates, Inc.
Location:
Classroom-based
Length:
1 week (24 hours)
Dates Offered:
Credit Recommendation & Competencies
Level Credits (SH) Subject
Lower-Division Baccalaureate 2 Sales
A student may not receive credit for this course and DLCR-0003 Dale Carnegie: Sales Advantage.
Description

Objective:

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.

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
  • Generate interest
  • Provide solutions
  • Resolve objections
  • Appeal to motives and gain commitment
  • Uncover opportunities
  • Planning
  • Sales 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