Dale Carnegie & Associates, Inc. | Evaluated Learning Experience
Dale Carnegie Sales Training: Winning with Relationship Selling
Version 1 and 2: 28 hours (8 week format); 24 hours (3-day format).
Version 1: October 2018 - September 2021. Version 2: October 2021 - September 2024.
Version 1 and 2: Upon successful completion of the course, students will be able to: 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; and employ proven techniques to maintain customer relationships and encourage repeat business.
Version 1 and 2: Methods of instruction include: discussion, practical exercises, learner presentations, lecture, and classroom exercises. General course topics include: sales attitude; how to gain access; discovery; communicate value; respond to objections; commit and maintain the relationship; how to expand professional networks; and sales skills mastery.
Version 1 and 2: In the lower division baccalaureate/associate degree category, 2 semester hours in Professional Sales and Sales Management (10/21).