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National College Credit Recommendation Service

Board of Regents  |  University of the State of New York

Dale Carnegie & Associates, Inc. | Evaluated Learning Experience

Dale Carnegie® Sales Advantage (SA-1)

Formerly Principles of Salesmanship (The Dale Carnegie Sales Advantage Program [DCSC-1])
Location: 
Various locations worldwide.
Length: 

Version 1: 42 hours (12 weeks;  plus 18 hours of outside preparation). Version 2: 42 hours (12 weeks). Version 3, 4, and 5: 28 hours (8 weeks).

Dates: 

Version 1: January 1983 - September 1995. Version 2: October 1995 - December 1999. Version 3: January 2000 - June 2015. Version 4: July 2015 - September 2018. Version 5: October 2018 - September 2021. 

Instructional delivery format: 
Traditional classroom model
Learner Outcomes: 

Version 1 and 2: Upon successful completion of this course, students will be able to plan sales presentations; communicate effectively with prospective buyers; and stimulate interest of prospective buyers. Version 3: Upon completion of this program, students will be able to: evaluate the effectiveness of sales presentations; analyze sales opportunities; evaluate customer needs; create solutions; design and deliver sales presentations; and apply a professional selling process. Version 4 and 5: Upon completion of this course, students will be able to: identify common standards and procedures specific to generating sales; understand how to build rapport and generate product interest; and identify ways to address customer problems and create selling opportunities.

Instruction: 

Version 1: Major topics are: organizing and preparing a sales presentation, qualifying prospects, managing time effectively, developing accounts, closing the sale, and prospecting for new clients. Methods of instruction include: lecture, discussion, classroom exercises that emphasize participation, written and oral reports that provide instructor/student interaction, evaluation of progress.. Version 2: Major topics are organizing and preparing a sales presentation, qualifying prospects, managing time effectively, developing accounts, closing the sale, and prospecting for new clients. Methods of instruction include lecture; discussion; classroom exercises that emphasize participation, such as contests and role playing; written and oral reports that provide instructor/student interaction; observations, sales presentations, mid-point feedback and final course assessments, and evaluation of progress. Version 3:  Methods of instruction include: lecture; discussions; classroom exercises that emphasize participation,  written and oral reports that provide instructor/student interaction, "in the moment" coching,teachable moments, sales presentations, real world application with accountability reoprts, and final course assessments, and evaluation of progress. The general course topics include organizing and pareparing a sales presentation, qualifying prospects, managing time effectively, devaloping accounts, closing the sald and prospecting for new clients. Version 4 and 5: The methods of instruction include: practical exercises, learner presentations, lecture, discussion, and classroom exercise. The general course topics include building rapport; generate interest; provide solutions; resolve objections; appeal to motives and gain commitment; uncover opportunities; planning; and sales process.

Credit recommendation: 

Version 1: In the lower division baccalaureate/associate degree category, 3 semester hours in the Principles and Practice of Selling (4/83) (5/88) (5/94). Version 2: In the lower division baccalaureate/associate degree category, 3 semester hours in Salesmanship or Marketing (7/99). Version 3: In the lower division baccalaureate/associate degree category, 2 semester hours in Sales (6/00) (8/03) (8/07) (6/11). Version 4 and 5: In the lower division baccalaureate/associate degree category, 2 semester hours in sales (7/15) (10/18).  NOTE: Students may not receive credit for this course and How to Sell Like a Pro DLCR-0012.

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