1. The Effective Salesperson
Objectives 　
• Learn a technique for selling an inexpensive product in a retail store.
• Recognize a buyer's thought processes in making a purchase.
• Elicit information from a prospective buyer through questions.
• Match a buyer's situation with the most appropriate product.
Time: 8-12 minutes

2. Conquering the Cold Call 　
Objectives 　
• Learn a technique for “cold call” selling of expensive products or services.
• Recognize the risks buyers assume in purchasing.
• Use questions to help the buyer discover problems with his or her current situation.
• Successfully handle buyer's objections and concerns. 　
Time: 10-14 minutes

3. The Winning Proposal 　
Objectives 　
• Prepare a proposal advocating an idea or course of action
• Organize the proposal using the six-step method provided.
Time: 5-7 minutes

4. Addressing the Opposition
Objectives 　
• Prepare a talk on a controversial subject that persuades an audience to accept or at least consider your viewpoint.
• Construct the speech to appeal to the audience's logic and emotions.
Time: 7-9 minutes for the speech; 2-3 minutes for the Q&A period.

5. The Persuasive Leader 　
Objectives 　
• Communicate your vision and mission to an audience.
• Convince your audience to work toward achieving your vision and mission.