ERIC Number: ED228492
Record Type: RIE
Publication Date: 1983
Reference Count: 0
Managing Sales Efforts. PACE Revised. Level 1. Unit 14. Research & Development Series No. 240AB14.
Ashmore, M. Catherine; Pritz, Sandra G.
This lesson on managing sales efforts, the 14th in a series of 18 units, is part of the first level of a comprehensive entrepreneurship curriculum entitled: A Program for Acquiring Competence in Entrepreneurship (PACE). (Designed for use by secondary students, the first level of PACE introduces students to the concepts involved in entrepreneurship and helps them become aware of entrepreneurship as a career option.) The following topics are covered in the unit: the role of selling in different types of small businesses, the definition of the term selling as stated by the American Marketing Association, and the things that salespeople need to know about their customers and about themselves to be successful at selling. Included in the lesson are instructional text organized in a question-and-answer format, individual and group learning activities, a case study, and assessment questions. (MN)
Descriptors: Behavioral Objectives, Business Administration, Business Education, Career Choice, Definitions, Entrepreneurship, Job Skills, Learning Activities, Sales Workers, Salesmanship, Secondary Education, Small Businesses, Units of Study
National Center Publications, Box F, The Ohio State University, 1960 Kenny Road, Columbus, OH 43210 (Complete set--$120.00; individual levels--$45.00 each; instructors' guides--$14.50 each; resource guide--$7.95; module sets--$35.00 each level; individual modules--$2.50 each).
Publication Type: Guides - Classroom - Learner
Education Level: N/A
Sponsor: Office of Vocational and Adult Education (ED), Washington, DC.
Authoring Institution: Ohio State Univ., Columbus. National Center for Research in Vocational Education.
Identifiers: American Marketing Association; Program for Acquiring Competence Entrepreneurship
Note: For related documents, see CE 035 672-729.