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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

Sales Success (DLCR-0021)


24 hours: Offered over 3 days or 8 weeks. 

Various locations worldwide.

November 2012 - August 2015.

Instructional delivery format: 
Traditional classroom model
Learner Outcomes: 

Upon completion of this course, the student will be able to apply attitude improvement steps to drive sales results; recognize different characteristics of buyers and factors that affect purchasing decisions; create a social media presence to establish rapport and build relationships; identify the best opportunities to network; construct power questions to discover information about the prospect's needs; deliver a presentation using the DEFEATS model; and identify common objections in order to respond to them.


The methods of instruction include audio visual materials, practical exercises, learner presentations, lecture, discussion, and classroom exercises. The general topics include sales success attitude, prepare to walk in the prospect's shoes, attract them like a magnet, connect through networking and Internetworking, engage them so they want to buy, presentation rules, remove risks from the buying equation, appeal to motives and gain commitment, deliver after the sale, stay in touch, follow through and serve, and S.O.A.R. to success. The methods of evaluation are complete attendance requirements by participating in at least 7 of 8 sessions (8 week version) or 20 of 24 hours (3 day version) and demonstrate visible improvement in program related skills as indicated in oral reports.

Credit recommendation: 

In the lower division baccalaureate/associate degree category, 2 semester hours in sales (9/12).