Course Course Summary Section 1 Content Section 1 Content Left Section 1 Content Right Credit Type: Course ACE ID: DLCR-0042 Organization: Dale Carnegie & Associates, Inc. Length: 8-week format (28 hours); 3-day format (24 hours) Dates Offered: 10/1/2021 - 9/30/2024 10/1/2018 - 9/30/2021 Credit Recommendation & Competencies Section 2 Content Section 2 Content Left Section 2 Content Right Level Credits (SH) Subject Lower-Division Baccalaureate 2 professional sales and sales management Description Section 3 Content Section 3 Content Left Section 3 Content Right 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 and ways to manage their territory. Learning Outcomes: create and demonstrate sales strategies that facilitate the buying process through relationship-oriented techniques use methods to establish a connection with customers to gain access and establish trust construct solutions in collaboration with customers while offering insights and establishing value apply the Dale Carnegie Sales Model to eliminate objections and minimize the need for negotiation employ proven techniques to maintain customer relationships and encourage repeat business. General Topics: Sales attitude How to gain access Discovery Communicate value Respond to objections Commit and maintain the relationship How to expand your network Sales skills mastery Instruction & Assessment Section 4 Content Section 4 Content Left Section 4 Content Right Instructional Strategies: Classroom Exercise Discussion Learner Presentations Lectures Practical Exercises Methods of Assessment: Performance Rubrics (Checklists) Presentations Minimum Passing Score: 70% 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® 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