ERIC Number: ED228511
Record Type: RIE
Publication Date: 1983
Reference Count: 0
Managing Sales Efforts. PACE Revised. Level 2. Unit 14. Research & Development Series No. 240BB14.
Ashmore, M. Catherine; Pritz, Sandra G.
This unit on managing sales efforts in a small business, the 14th in a series of 18 modules, is on the second level of the revised PACE (Program for Acquiring Competence in Entrepreneurship) comprehensive curriculum. Geared to advanced secondary and beginning postsecondary or adult students, the modules provide an opportunity to learn about and try out entrepreneurship ideas so that students can make a preliminary assessment of how these ideas relate to personal needs. The units on this level contain detailed explanations of small business principles, suggestions on how to find information and use techniques, and encouragement for creating a future business. Students completing this unit should be able to perform these competencies: (1) list sources of product/service information, (2) describe customer buying motives, (3) list and discuss the basic types of customers to which the business will appeal, (4) demonstrate the process of selling, and (5) discuss sources for finding new customers. The unit is organized into five sections. Following a preliminary section on how to use the unit (with vocabulary and a review of the objectives for this topic on level 1), the unit's information is presented in question-and-answer format. Individual and group activities, an assessment to be completed with the teacher, and sources used to develop the unit follow. A list of the modules of Revised PACE, Level 2 completes the unit. (KC)
Descriptors: Administrative Principles, Adult Education, Behavioral Objectives, Business Administration, Business Education, Business Skills, Career Choice, Consumer Economics, Educational Resources, Entrepreneurship, Learning Activities, Learning Modules, Management Games, Managerial Occupations, Merchandise Information, Merchandising, Postsecondary Education, 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: Program for Acquiring Competence Entrepreneurship
Note: For related documents, see CE 035 672-729.