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.