Course 1: CISP^® Introduction

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.

Course 2: Business 101 & The Sales Process

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.

Course 3: Research & Preparation

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:

• Find contact information and other information specific to the targeted organization and individual
• Set key goals for successful prospecting
• Measure progress against set goals.

Course 4: Components of a Successful Prospecting Call

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:

• Knowledge and skills required to conduct an effective Prospecting Call
• Ways to move to the Discovery and Qualification phase
• Decision criteria for where to move the prospect next, i.e. virtual or face-to-face meeting, a referral to another more appropriate executive, email follow-up, or a future scheduled call based on needs and timing

Course 5: Discovery & Qualification

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:

• Assessment tools for understanding the needs of the prospect
• Ways to "qualify" the prospect by determining if there is a match for product/services
• Methods to assess the probability of closing a sale and the appropriate next steps to take in the sales process

Course 6: Presenting a Solution

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:

• Presenting a solution via the phone or "virtually"
• Discussing and demonstrating the products and solutions relative to the prospect's specific needs
• Gaining agreement on specific key benefits
• Asking for the sale

Course 7: Objection Handling

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.

Course 8: Closing

In this course, the student identifies ways to gain commitment and earn a signed agreement.

Course 9: Email & Voicemail

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.

Course 10: Territory, Account & Channel Management

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.

Course 11: CISP^® Final Examination Preparation & Scheduling

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.