ERIC Number: ED199423
Record Type: Non-Journal
Publication Date: 1980
Reference Count: N/A
PACE. A Program for Acquiring Competence in Entrepreneurship. Part III: Being an Entrepreneur. Unit E: Successful Selling. Research and Development Series No. 194 C-5.
Ohio State Univ., Columbus. National Center for Research in Vocational Education.
This three-part curriculum for entrepreneurship education is primarily for postsecondary level, including four-year colleges and adult education, but it can be adapted for special groups or vocational teacher education. The emphasis of the eight instructional units in Part III is operating a business. Unit E focuses on personal (face-to-face) selling. It describes how to find, understand, and work with customers for one's product or service. The characteristics of good salespeople and the steps of the sales process are also discussed. The self-tests and activities are intended to help improve one's personal selling technique and the effectiveness of salespeople for the business. Material is organized into three levels of learning which progress from simple to complex concepts: Exposure, Exploration, and Preparation/Adaptation. Each level contains preassessment; teaching/learning objectives; substantive information (questions in margins guide the students' reading); activities, including a postassessment; and a self-evaluation. Definitions of important terms are found at the beginning of the unit; a bibliography and listing of sources for further information are appended. The four-page instructor's guide contains the teaching/learning objectives, teaching/learning delivery suggestions, and pre/postassessment suggested responses. (YLB)
Descriptors: Adult Education, Behavioral Objectives, Business Administration, Business Administration Education, Competency Based Education, Curriculum Guides, Higher Education, Instructional Materials, Learning Activities, Postsecondary Education, Pretests Posttests, Retailing, Salesmanship, Self Evaluation (Individuals), Units of Study
National Center Publications, The National Center for Research in Vocational Education, The Ohio State University, 1960 Kenny Rd., Columbus, OH 43210 (RD 194 C-5, $6.25. For prices of parts of the set and the entire set see CE 028 151).
Publication Type: Guides - Classroom - Learner; Guides - Classroom - Teacher
Education Level: N/A
Sponsor: Bureau of Occupational and Adult Education (DHEW/OE), Washington, DC.
Authoring Institution: Ohio State Univ., Columbus. National Center for Research in Vocational Education.