Certified Professional Salesperson™

Duration: 6 Days

Certification: Exam – 100 multiple choice questions based on the following content:

  • Developing a personal selling philosophy
  • Creating value with a relationship strategy
  • Communication styles: a key to adaptive selling
  • Ethics: the foundation for relationships in selling
  • The buying process and buyer behavior
  • Developing and qualifying a prospect base
  • Approaching the customer with adaptive selling
  • Creating the consultative sales presentation
  • Creating value with the sales demonstration
  • Negotiating buyer concerns
  • Adapting the close and confirming the partnership
  • Servicing the sale and building the partnership
  • Opportunity management: the key to greater sales productivity