Cause Sales Practice (Level 2)

Course Description

Building on the knowledge gained in Cause Selling I, this sequential course focuses on preparation for ‘the ask.’ Course components include methods and tools for donor prospecting, qualification, and constituent relationship management (CRM); development of the unique values proposition to connect each donor with the cause; techniques for engaging the donor in meaningful dialogue, marrying effective questioning with equally effective listening; and skills for handling objections. Students will learn about the ‘asking frame of mind’, the various functions involved with ‘the ask’, timing of the ask, and creative solicitation approaches, as well as motivational factors and goal-setting for fundraisers. This is an experiential course, and participants will engage in role-play and simulation in order to develop their practice.

Learning Outcomes

  • Train their Executive Directors, boards, and staff to interact with donors and become partners in the solicitation process
  • Apply ethical tenets to their overall acquisition of skills and recognize how ethics shapes their fundraising practice
  • Evaluate the different components of a constituent-relationship management software and determine which elements are important to the organization’s needs
  • Prioritize markets and identify opportunities using prospect qualification and constituent relationship management (CRM) and moves management systems


Why Choose National University?

We’re proud to be a veteran-founded, San Diego-based nonprofit. Since 1971, our mission has been to provide accessible, achievable higher education to adult learners. Today, we educate students from across the U.S. and around the globe, with over 165,000 alumni worldwide.

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Study when and where it’s convenient for you with evening, weekend, and 100% online classes.

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Apply or transfer any time. Classes start monthly, and applications are accepted year round.

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Attend class onsite at one of over 20 campus locations across California or in Nevada.

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As a Yellow Ribbon school, we offer tuition discounts to servicemembers and dependents.