ERIC Number: ED373211
Record Type: RIE
Publication Date: 1994
Reference Count: N/A
Selling. Unit 16. Level 1. Instructor Guide. PACE: Program for Acquiring Competence in Entrepreneurship. Third Edition. Research & Development Series No. 301-16.
Ohio State Univ., Columbus. Center on Education and Training for Employment.
This instructor guide for a unit on selling in the PACE (Program for Acquiring Competence in Entrepreneurship) curriculum includes the full text of the student module and lesson plans, instructional suggestions, and other teacher resources. The competencies that are incorporated into this module are at Level 1 of learning--understanding the creation and operation of a business. Included in the instructor's guide are the following: unit objectives, guidelines for using PACE, lists of teaching suggestions for each unit objective/subobjective, model assessment responses, and overview of the three levels of the PACE program. The student module includes the following: specific objectives, questions supporting the objectives, complete content in the form of answers to the questions, case studies, individual activities, group activities, discussion questions, assessment questions, and list of 13 references. Model assessment responses are provided in the instructor materials. These four objectives are addressed: discuss the concept of selling; examine the role of selling in small business; describe the selling process; and identify the characteristics of a successful salesperson. (YLB)
Descriptors: Administrators, Advertising, Behavioral Objectives, Business Administration, Business Education, Competency Based Education, Entrepreneurship, Learning Activities, Managerial Occupations, Merchandising, Postsecondary Education, Salesmanship, Secondary Education, Self Employment, Small Businesses, Teaching Guides
Center on Education and Training for Employment, 1900 Kenny Road, Columbus, OH 43210-1090 (order no. RD301-16 IG, instructor guide $4.50; RD301-16 M, student module, $3; student module sets, level 1--RD301M, level 2--RD302M, level 3--RD303M, $45 each; instructor guide sets, level 1--RD301G, level 2--RD302G, level 3--RD303G, $75 each; 3 levels and resource guide, RD300G, $175).
Publication Type: Guides - Classroom - Teacher; Guides - Classroom - Learner
Education Level: N/A
Audience: Teachers; Students; Practitioners
Authoring Institution: Ohio State Univ., Columbus. Center on Education and Training for Employment.
Identifiers: Program for Acquiring Competence Entrepreneurship
Note: For the complete set, i.e., 21 units, each done at three levels, see CE 067 029-092. Supported by the International Consortium for Entrepreneurship Education, the Coleman Foundation, and the Center for Entrepreneurial Leadership Inc.