Course Course Summary Section 1 Content Section 1 Content Left Section 1 Content Right Credit Type: Course ACE ID: DLCR-0025 Organization's ID: DLCR-0021 Organization: Dale Carnegie & Associates, Inc. Location: Classroom-based Length: 24 hours delivered in either a 3 day (8 hour sessions) or an 8 week format (3 hour sessions) Dates Offered: 11/1/2012 - 8/31/2015 Credit Recommendation & Competencies Section 2 Content Section 2 Content Left Section 2 Content Right Level Credits (SH) Subject Lower-Division Baccalaureate 2 Sales Description Section 3 Content Section 3 Content Left Section 3 Content Right Objective: The course objective is to provide students with the principles and skills necessary to build relationships and earn customer trust to increase sales results. Learning Outcomes: Apply attitude improvement steps to drive sales results Create a social media presence to establish rapport and build relationships Identify the best opportunities to network Deliver a presentation using the DEFEATS model Recognize different characteristics of buyers and factors that affect purchasing decisions Construct power questions to discover information about the prospect's needs Identify common objections in order to respond to them General Topics: Sales success attitude, prepare to walk in the prospect's shoes, attract them like a magnet, connect through networking and Internetworking, engage them so they want to buy, presentation rules, remove risks from the buying equation, appeal to motives and gain commitment, deliver after the sale, stay in touch, follow through and serve, and S.O.A.R. to success Instruction & Assessment Section 4 Content Section 4 Content Left Section 4 Content Right Instructional Strategies: Audio Visual Materials Classroom Exercise Discussion Learner Presentations Lectures Practical Exercises Supplemental Materials Section 5 Content Section 5 Content Left Section 5 Content Right Section 6 Content Section 6 Content Left Section 6 Content Right Button Content Rail Content 1 Other offerings from Dale Carnegie & Associates, Inc. Advanced Dale Carnegie Course: Skills for Team Success (DLCR-0020) Dale Carnegie Sales Training: Winning with Relationship Selling (DLCR-0042) Dale Carnegie® High Impact Presentations (DLCR-0004) Develop Your Leadership Potential: Stop Doing, Start Leading (DLCR-0044) Diversity and Inclusion: Cultural Awareness and Competency (DLCR-0048) Generation.Next: Dale Carnegie Training for Young Adults (DLCR-0009) Leadership Training For Managers (DLCR-0002) Leadership Training for Results: Unleash Talent in Others (DLCR-0045) Live Online: Effective Communications and Human Relations (8 Sessions) (DLCR-0043) Live Online: High Impact Presenting (DLCR-0046) View All Courses Page Content