Certified Sales Professional® (CSP)

Code : CSP
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Why Attend This Certified Sales Professional Course?
If there is one key to this sales professional certificate training course, it's the principles of consistency and commitment. The unconscious mind works tirelessly to make real whatever it has been programmed to do. It uses habits to execute its game plan. Therefore the CSP is designed to teach your team how to replace their current habits with programming that will allow them to achieve your organizations goals even faster.
The CSP certification goes beyond the technicalities of making a sale and goes deep into the psychology of it by explaining the cycle a client goes through when in the purchase process, how to speak directly to clients' needs and how to communicate with clients in the manner in which they want to be communicated with.
Providing participants with not only a vehicle to acquire knowledge and alter beliefs, these programmes will also include practice and skills to meet the time demands of busy professionals, each session of both these programmes is designed to be a modular mini-course which participants can enter and exit training at any time instead of waiting months for the next session to start.
This certified sales professional course certification are specially designed for sales managers to effectively and systematically manage their sales team, and sales professionals who are serious about improving their sales skills and advancing their professional selling career.

Enjoy the best cost for this sales professional certificate training course by ACAD Egypt.

What Is The Certified Sales Professional Training Course Methodology?
Thissales professional certificate training course methodology depends on enabling participants to interact and exchange experiences, explore their competencies and achieve their career aspirations, using forward-thinking training arts, such as theoretical lectures and/or open discussion to exchange opinions and experiences, scenarios, innovative thinking brainstorming. Participants will receive an agenda including training material as a reference, in addition to some extra notes and booklets. 

Who Should Attend This Certified Sales Professional Training Course?
The Certified Sales Professional program is ideal for professionals who are employed as a sales and marketing officer, marketing manager, marketing director, sales or any individual or company owner responsible for marketing management and who has direct reports. Marketing Educators and Consultants who specialize in sales and marketing management may also apply.

What Are The Certified Sales Professional Training Course Objectives?
What do people really buy? They buy the benefits of a product. This module examines why and how individuals buy. It emphasizes the need for salespeople to stress benefits in their presentations. After this module, you should be able to:
  • Apply the FAB Selling technique.
  • Be able to construct a SELL Sequence.
  • Know when and how to use a trial close.
  • Understand why people buy benefits rather than features or advantages.
  • Apply techniques for determining a customer's needs.
  • Identify factors that influence the customer's buying decision.
  • Understand why buying is a choice decision.
  • Apply nonverbal communication selling skills.
  • Recognize acceptance, caution, and disagreement nonverbal signals.
  • Identify barriers to effective sales communication.
  • Develop persuasive communication skills.
  • Plan a sales call sufficiently.
  • Identify the four planning steps in order and understand them.
  • Develop a customer benefit plan.
  • Understand the prospect's five mental steps in buying.
  • Understand the relationship between a firm's marketing plan, sales force, and sales force's budget.
  • Organize and manage a sales force.
  • Identify the two major elements involved in staffing the sales force personnel planning and employment planning.
  • Know what is involved in training the sales force.
  • Understand why salespeople must be evaluated, who should evaluate them, when they should be evaluated, what performance criteria should be evaluated, and how evaluations should be conducted.

What Is The Sales Professional Certificate Training Course Curriculum?
Understanding the Psychology of Selling
  • Why People Buy—The Black Box Approach
  • Psychological Influences on Buying
  • A FAB selling technique to Buyer
  • Need Satisfaction
  • How to Determine Important Buying
  • Needs—a Key to Success
  • The Trial Close—a Great Way to Uncover
  • Needs and SELL
  • SELL Sequence
  • Your Buyer’s Perception
  • Perceptions, Attitudes, and Beliefs
  • The Buyer’s Personality
  • Adaptive Selling Based on Buyer’s Style
  • Classifying Buying Situations
  • Buyers as Decision Makers
  • Satisfied Customers Are Easier to Sell to
  • To Buy or Not to Buy—a Choice Decision
 Communicating for Relationship Building & the Psychology of Selling
  • The Eight Elements of Basic Communication Models
  • Nonverbal Communication: Watch for It
  • Communication through Appearance and the Handshake
  • Recognizing Body Language
  • Barriers to Communication
  • Mastering Persuasive Communication to Maintain Control
  • Apply nonverbal communication selling skills.
  • Recognize acceptance, caution, and disagreement nonverbal signals.
  • Identify barriers to effective sales communication.
  • Develop persuasive communication skills.
Knowing your Customers, Products, Technologies
  • Knowledge Builds Relationships
  • Know Your Customers
  • Know Your Company
  • Know Your Product
  • Know Your Resellers
  • Advertising Aids Salespeople
  • Sales Promotion Generates Sales
  • Pricing Your Product
  • Know Your Competition, Industry, and Economy
  • Personal Computers and Selling
  • Knowledge of Technology Enhances Sales and Customer Service
  • Sales: Internet and the World Wide Web
  • Global Technology Provides Service
  • Technology Etiquette
Prospecting, The Lifeblood of Selling
  • The10 Steps of Sales Process
  • Steps before the Sales Presentation
  • Where to Find Prospects
  • Planning a Prospecting Strategy
  • Prospecting Methods
  • Prospecting Guidelines
  • The Referral Cycle
  • The 12 Faces of Call Reluctance
  • Obtaining the Sales Interview
  • Wireless E-Mail Helps You Keep in Contact and Prospect
Planning the Sales Call
  • Strategic Customer Sales Planning —The Pre-approach
  • Consultative Selling – Customer Relationship Model
  • Steps in Creating Customer Benefit Plan
  • The Prospect’s Five Mental Steps in Buying
  • Overview of the Selling Process
 Crafting the Best Sales Presentation
  • Sales Presentation Strategy
  • The Group Presentation
  • Negotiating So Everyone
  • Sales Presentation Wins Methods—Select One Carefully
  • The 10 Step Productive
  • Retail Sales Call
  • The 6 Step Problem-Solution Presentation Method
  • Sales Presentations Go High-Tech
  • Select the Presentation Method, Then the Approach
  • The Parallel Dimension of Selling 
Making the Right Presentation Approach
  • How to Make Effective Approach
  • The Right to Approach
  • The Approach—Opening the Sales Presentation
  • Technology in the Approach
  • Is the Approach Important?
  • Using Questions Results in Sales Success
  • Is the Prospect Still Not Listening?
  • Five Ways to Remember a Prospect’s Name
  • Different Categories of Approach
  • Using the SPIN Method
  • Three Rules for Using Questions
  • Be Flexible in Your Approach
Identifying the Elements of a Great Sales Presentation
  • The Five Purposes of Presentation
  • Three Essential Steps within the Presentation
  • The Sales Presentation Mix
  • Visual Aids Help Tell the Story
  • Dramatization Improves Your Chances
  • Seven Point Checklist for Demonstrations
  • Technology Can Help!
  • The Sales Presentation Goal Model
  • The Ideal Presentation
  • Be Prepared for Presentation Difficulties
Handling Your Prospect's Objections
  • Objections and the Sales Process
  • Basic Points to Consider in Meeting Objections
  • Six Major Categories of Objections
  • Techniques for Meeting Objections
  • Technology Can Effectively Help Respond to Objections!
  • Applying the Trial Close technique
  • After Meeting the Objection — What to Do?
Closing Begins the Relationship
  • When Should I Pop the Question?
  • Reading Buying Signals
  • What Makes a Good Closer?
  • How Many Times Should You Close?
  • Closing under Fire
  • Difficulties with Closing
  • Essentials of Closing Sales
  • Prepare Several Closing Techniques
  • Prepare a Multiple-Close Sequence
  • Close Based on the Situation
  • Research Reinforces These
  • Sales Success Strategies
  • Keys to Improved Selling  The Business Proposition and the Close
  • Closing Begins the Relationship
  • When You Do Not Make the Sale 
Servicing and Following Up for Customer Retention
  • The Importance of Service and Follow-Up
  • Building a Long-Term Business Friendship
  • Relationship Marketing and Customer Retention
  • The Product and Its Service Component
  • Customer Satisfaction and Retention
  • Excellent Customer Service and Satisfaction Require Technology
  • So, How Does Service Increase Your Sales?
  • Turn Follow-Up and Service into a Sale
  • Account Penetration Is a Secret to Success
  • Service Can Keep Your Customers
  • You Lose a Customer – Keep on Trucking
  • Returned Goods Make You a Hero
  • Handle Complaints Fairly
  • Is the Customer Always Right?
  • Build a Professional Reputation
Managing Time and Sales Territories
  • Customers Form Sales Territories
  • Reasons Companies Develop and Use Sales Territories
  • Elements of Time and Territory Management
  • Undifferentiated Selling Approach
  • Basic Segmentation of Accounts
  • Multivariable Account Segmentation
  • Return On Time Invested  Customer Sales Planning
  • Using Telephone for Territorial Coverage
  • Territory and Customer Evaluation 
Planning, Staffing, and Training Successful Salespeople
  • Transition from Salesperson to Sales Manager
  • Technology Is Needed in the Job
  • Being a First-Line Sales Manager Is a Challenging Job
  • What Is the Salary for Management?
  • Major Steps in Sales Personnel Selection Process
  • Overview of the Job
  • Sales Management Functions
  • Sales Force Planning
  • Staffing: Having the Right People to Sell
  • Training the Sales Force
Motivating and Evaluating the Sales Force
  • Motivation of the Sales Force
  • The Motivation Mix: Choose
  • Your Ingredients Carefully
  • Compensation Is More than Money
  • The Total Compensation Package
  • No financial Rewards Are Many
  • Leadership Is Important to Success
  • Performance Evaluations Let People Know Where They Stand
  • Sales Managers Use Technology
Course Details
Personal Details
The Sales and Marketing Institute International (SMI)
The Sales and Marketing Institute International (SMI) is the premiere professional body of sales and marketing practitioners in the world. Through its global network of over 10,000 members and affiliates, the SMI provides a dynamic forum for sales and marketing professionals to advance their careers through certifications, research, professional development, networking, and advocacy of the highest ethical and practice standards.
Through its global network and affiliates, SMI provides a dynamic forum for sales and marketing professionals to advance their careers through certifications, research, professional development, networking and advocacy of the highest ethical and practice standards. SMI aims to deliver world-class support to empower its members with the knowledge and skills they need to excel in the profession.

 CSP® Certification
For the credibility of the profession, it is important to recognize sales professionals who have met and surpassed high standards of education, experience, knowledge, and ethical conduct. Sales and Marketing Institute International (SMI) established CSP® certification for professionals to complete in order to be able to use its professional designations. This CSP® certification involves attending accredited seminars and an assessment process.
For the credibility of the profession, it is important to recognize sales professionals who have met and surpassed high standards of education, experience, knowledge and ethical conduct. Sales and Marketing Institute International (SMI) established a sales certification for professionals to complete in order to be able to use its professional designations. This sales certification provides a standardized structure to assure maximized sales and profitability performance.
When you take the Program to earn the CSP® designation, you’ll have more than a few letter to putafter your name, you'll have validation of your expertise and knowledge of key sales competencies.
 Course Textbooks And Web Resources
We recommend the following resources:
  • A Guide to the Sales Profession’s Body of Knowledge (SBOK® Guide) Second Edition
This edition reflects the evolving knowledge within the sales profession. It represents generally recognized good practice in the sales profession. The SBOK® Guide - Second Edition continues the tradition of excellence in the sales profession with a standard that is easy to understand and implement.
Prerequisites and Skills Required
  • Proven experience as an official marketing professional.
  • Experience in marketing field and providing solutions based on customer needs.
  • Strong communication and interpersonal skills with aptitude in building relationships with professionals of all organizational levels.
  • Excellent organizational skills.
 The CSP® designation:
  • Distinguishes you as a person any buyer would want as a partner.
  • Enhances your professional image.
  • Recognizes you as someone who is committed to professional development.
  • Announces your expertise to your employers, peers, principals and customers.
  • Ensures greater sales success for you and your company.
Once you have completed this program, you'll be able to:
  • Identify challenges facing today's marketing  professionals and acquire the selling skills required to meet those challenges.
  • Demonstrate the tactical, strategic and self-management skills required to succeed in the marketing profession.
  • Produce tangible returns by increasing your skill level and becoming a top producer.
Course Grading:
40% Attendance
60% Assignments (workshop + 2 projects)
  • To pass the course and receive both SMI Certificate & APC Certificate you should:
    • Attend at least 80% of course hours.
    • Score more than 70% as a total score. 

ACAD Professional Certificate - APC
ACAD Training & Consulting uses the power of its network to bring about positive, tangible change. We champion the training courses profession and the interests of individuals, engaged in that profession, for the benefit of all. ACAD Professional Certificates are designed for those who are enthusiastic to challenge themselves to reach the extra mile. Participants who fully attend an APC course and successfully pass the exam on the last training day, will receive an ACAD Professional Certificate (APC). APC are regionally recognized and can be esteemed when applying for more senior roles in Egypt and MENA region.

Course Schedule

25 - 29 Feb
10:00 AM To 3:00 PM
Cairo, Egypt
28 Jul - 01 Aug
10:00 AM To 3:00 PM
Cairo, Egypt
10 - 14 Nov
10:00 AM To 3:00 PM
Cairo, Egypt

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