Welcome to CSDR^® Introduction

The objectives of Course 1 are to familiarize you with the CSDR^® 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 that professional standards for Inside Sales are adopted and maintained.

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
• Review ways to “personalize” a call or e-mail
• Set key goals for successful prospecting
• Measure progress against set goals

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

CSDR^® Assessment Center & Scheduling

The Final Examination overview will help the CSDR^™ 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.