Course

Course Summary
Credit Type:
Course
ACE Course Number:
YRUP-0031
Organization Course Number:
YRUP-0031
Organization:
Location:
Classroom-based
Dates Offered:
Credit Recommendation & Competencies
Level Credits (SH) Subject
Lower-Division Baccalaureate 1 sales
Description

Learning Outcomes:

  • articulate the purpose of CRM systems, common characteristics and features of CRM systems, and how they are used in an organization
  • Upon completion of the course, the student will be able to describe how sales technologies, such as CRM software, are used in sales roles
  • Collect and document customer data through the sales process
  • Navigate CRM systems like Salesforce and describe how they relate to the sales process
  • And apply sales skills learned through Fundamental of Sales course to role plays incorporating the use of CRM systems
  • Multi-task effectively by incorporating CRM usage into everyday sales activities
  • utilize basic features of a common CRM system, to input and change customer information, build and export reports, take notes of customer interactions, and move a customer record through a complete engagement cycle
  • interpret basic business tasks that require CRM systems and articulate common queries utilized to execute them.
  • Develop core competencies in CRM software, such as Salesforce, for example accurately entering customer data, building reports, taking customer notes, and moving customers through the sales process stages within a CRM system
  • Navigate company resources to research and identify customer solutions

General Course Topics:

  • Navigating CRM systems and introduction to Salesforce
Instruction & Assessment

Instructional Strategies:

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

Methods of Assessment:

  • Case Studies
  • Examinations
  • Performance Rubrics (Checklists)
  • Presentations
  • Quizzes
  • Written Papers

Minimum Passing Score:

70%
Supplemental Materials