HOW TO SELL ANYTHING

Stand and Deliver

Summary of two Dale Carnegie workshops on sales presentations.
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As companies use teamwork to win sales (see "Even the CFO Sells," [Article link], May), they're sending broader groups of employees to sales training. Dale Carnegie's Strategic Presentations Workshop (SPW, 800-231-5800) comes highly recommended by several CEOs who are serious about improving their own speaking skills, as well as those of their salespeople and of employees new to making presentations.

If that intense three-day course (in which each trainee makes eight videotaped presentations and gets a private critique) is any measure, Dale Carnegie Training has come a long way from the days of winning friends and influencing people. At about $1,300 per person, SPW is also one of Dale Carnegie & Associates' most expensive offerings.

Cheaper and recently revamped is Carnegie's flagship 12-week course on public speaking. "It's more business oriented than personal now," says Larry Harmon, president of DeMar Plumbing, Heating and Air-conditioning, in Clovis, Calif. Harmon has sent his service advisers to presentation seminars put on by the American Management Association, among others. In his opinion, the Carnegie courses, which are offered in more locations, are a better deal when you factor travel into the hourly cost: $50 to $60 an hour for Carnegie's versus $70 to $80 for the others, by Harmon's calculation. -- Susan Greco

Last updated: Jun 1, 1993




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