Course Summary
Credit Type:
ACE Course Number:
7 weeks
Dates Offered:
Credit Recommendation & Competencies
Level Credits (SH) Subject
Upper-Division Baccalaureate 3 sales entrepreneurship


The course objective is to provide students a step-by-step opportunity to learn the array of skills needed (themselves or their team) to build a comprehensive Sales Plan in a competitive market. Aspiring entrepreneurs will learn the foundation of sales and build or expand their business management skills through written and role-play style assignments.

Learning Outcomes:

  • develop a go to market sales plan
  • apply Virtanza's 4-step sales process
  • articulate your own and other sales profiles, skills, and competencies
  • articulate own and other sales profiles, skills, and competencies
  • deploy best practices in staffing and recruitment
  • perform sales compensation planning, and develop revenue goals from the individual to the organization level

General Course Topics:

  • Go-to-market strategy, staffing plan, 4-step Virtanza Sales process (prospecting, marketing outreach, needs Assessment, and proposal). Students will also learn about the optimum compensation plan(s) for meeting goals
Instruction & Assessment

Instructional Strategies:

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

Methods of Assessment:

  • Performance Rubrics (Checklists)
  • Presentations
  • Written Papers

Minimum Passing Score:

Supplemental Materials

Other offerings from Virtanza