ERIC Number: ED228530
Record Type: RIE
Publication Date: 1983
Reference Count: 0
Managing Sales Efforts. PACE Revised. Level 3. Unit 14. Research & Development Series No. 240CB14.
Ashmore, M. Catherine; Pritz, Sandra G.
This individualized, competency-based unit on managing sales efforts, the 14th of 18 modules, is on the third level of the revised Program for Acquiring Competence in Entrepreneurship (PACE). Intended for the advanced secondary and postsecondary levels and for adults wanting training or retraining, this unit, together with the other materials at this level, emphasizes the actual application of a business plan. Three competencies are dealt with in this instructional unit, including (1) developing a sales plan for one's business, (2) developing policies and procedures for serving one's customers, and (3) developing a plan for training and motivating salespeople. Materials provided include objectives, preparation information, an overview, content (with questions in margins that guide the students' reading), activities, assessment forms, and notes and sources. The unit requires using approximately 3 hours of class time. (YLB)
Descriptors: Adult Education, Behavioral Objectives, Business Administration, Business Education, Career Choice, Competency Based Education, Distributive Education, Entrepreneurship, Individualized Instruction, Job Training, Learning Activities, Learning Modules, Motivation, Planning, Policy Formation, Postsecondary Education, Retailing, Retraining, Sales Workers, Salesmanship, Small Businesses, Staff Development, 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.