Course 1: CISP® Introduction The objectives of Course 1 are to familiarize you with the CISP® program and learning methods, identify many of the unique attributes associated with an Inside Sales Professional, and introduce the AA-ISP Code of Ethics. As the profession of Inside Sales continues to grow and take on increased significance, the AA-ISP feels it is important to establish and maintain a Code of Ethics to ensure professional standards for Inside Sales are adopted and maintained.
In this course applicants will review the basics of business, how functional areas operate, how companies typically procure products/services, and the common steps of a sales process.
In this course, students review a variety of tactics which are critical to an Inside Sales Professional's (ISP's) research and preparation for prospecting, including how to:
In this course, students review the components of a successful first call to a prospect, commonly referred to as the Prospecting Call, cold call, or warm call. This course will include the following:
In this course, students will develop and confirm a thorough understanding of a prospect's situation, needs, challenges, and any processes in the purchasing decision. In addition, this course will provide the following:
In this course, students will learn how to properly prepare and present a compelling solution and, if appropriate, submit an initial proposal using some of the following skills:
In this course, students will properly prepare to address the prospect's objections, and then advance the sale process. The student will learn to determine if the objection has a resolution or is in fact an obstacle that cannot be solved, and should therefore end the sales process.
In this course, the student identifies ways to gain commitment and earn a signed agreement.
Inside Sales Professionals rely heavily on both voicemails and e-mails to communicate to prospects and clients. This course will outline the most effective ways to accomplish written communications and voicemails.
In this course, best practices for account and channel management are discussed. The primary objective of this course is to share skills for practicing outstanding customer service, and pro-active communications during the account management and channel management process.
The Final Examination overview will help the CISP® candidate effectively prepare for the final examination. The final exam grading outline is examined along with a recorded example of an effective "live" role play. Course 11 will get CISP® students ready to take their final exam.
This course requires AA-ISP membership.
Not a member yet? No problem. The $145 membership fee will be added to your order at checkout.
Learn about the benefits of AA-ISP membership here.