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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

How to Sell Like a Pro (0012)

Formerly Dale Carnegie Sales Seminar
Formerly: 
Location: 
Various locations worldwide.
Length: 

Version 1 and 2: 24 hours (3 days). 

Dates: 

Version 1: March 2004 - August 2010.  Version 2: July 2015 - June 2018.

Instructional delivery format: 
Traditional classroom model
Learner Outcomes: 

Version 1: To develop an understanding of the generic principles and techniques of sales with emphasis on human relations in the selling process. Upon successful completion of this training, the student will be able to plan sales presentations; communicate effectively with prospective buyers; and stimulate interest of prospective buyers. Version 2: Upon completion of the 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 include:  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 emphasizes participation, oral reports that provide instructor/student interaction, evaluation of progress, self-assessment, breakthrough plans, goal-setting, sales presentations, observation, mid-point feedback, and final assessment. Version 2: 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 upper division baccalaureate degree category, 2 semester hours in Sales or Marketing (5/04) (8/07). NOTE: Credit should not be awarded if students have already received credit for the course, Dale Carnegie Sales Advantage. Version 2: In the lower division baccalaureate/associate degree category, 2 semester hours in sales (7/15). NOTE: Students may not receive credit for this course and Dale Carnegie: Sales Advantage DLCR-0003.

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