ERIC Number: ED373232
Record Type: Non-Journal
Publication Date: 1994
Reference Count: N/A
Selling. Unit 16. Level 2. Instructor Guide. PACE: Program for Acquiring Competence in Entrepreneurship. Third Edition. Research & Development Series No. 302-16.
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 2 of learning--planning for a business in one's future. 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 following materials are contained in the student's guide: activities to be completed in preparation for the unit, unit objectives, student reading materials, individual and group learning activities, case study, discussion questions, assessment questions, and references. Among the topics discussed in the unit are the following: the importance of selling, customer buying motives, analysis of product features to determine benefits, steps of the selling process, and different types of customers. (MN)
Descriptors: Advertising, Behavioral Objectives, Business Education, Competency Based Education, Entrepreneurship, Learning Activities, Merchandising, Postsecondary Education, Public Relations, Publicity, Salesmanship, Secondary Education, Small Businesses, Student Evaluation, Teaching Guides
Center on Education and Training for Employment, 1900 Kenny Road, Columbus, OH 43210-1090 (order no. RD302-16 IG, instructor guide $4.50; RD302-16 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.