Professional Selling - PPPC

Professional SellingBecome your customers’ business partnerIn today’s highly competitive and ever-changing marketplace, buyers expect more from you –information, expertise and professionalism. They demand value not only in your products andservices but in your relationship with them as well.All selling roles have common elements, you are required to:• Face people who say no• Plan how to reach your goals• Balance your own interests with those of your customers• Influence people to be successful• Communicate effectively to make customers recognize the value of your productsCPSA’s Professional Selling prepares you to succeed in all of these areas and others.This program is based on validated sales research, developed in conjunction with Human Resourcesand Skills Development Canada. It will help you establish yourself as the kind of person any buyerwould want as a partner. You will learn how to use consultative selling techniques and practise themthrough role playing, group exercises and business case studies. You will learn a step-by-stepprocess that you can implement immediately for acquiring and retaining customers.Who Should AttendSPONSORED BY:• Sales Representatives• Account Executives• Business Owners, Operators, and Partners• Entrepreneurs• Service Representatives• Account Managers• General Managers• Product Managers• Sales Managers who want to set a benchmarkfor their sales team• Past participants of CPSA’s Communicating to InfluenceBuying Decisions or Effective Negotiating StrategiesThis program is designed for all sales professionals.A minimum of two years of sales experience is recommended.Key Course Benefits• Maximize your sales effectiveness by adopting the leading-edge Consultative Selling methodology• Discover the strategic framework to plan a successful first visit and obtain a go-forward commitment• Enhance your professional sales skill level and expertise to retain customers and expand business opportunities• Discover the tactical, strategic, and self-management skills necessary to consistently exceed your customers’ expectations“CPSA’s Professional Selling is the best and most satisfying course that I have had the pleasure to participate in. It has definitely addedtremendous value to my personal and career development.”I Gabriela Cano JaureguiI Sales & Marketing Specialist, Royal Group TechnologiesREGISTER Today!Visit www.cpsa.com/CourseCalendarProfessional Selling I www.cpsa.com/training I 4

“Over the years, I’ve taken a number of selling seminars. TheCPSA’s Professional Selling program is the only course thatactually pulled all the necessary selling skills together. It touchedon the tactics and strategies every sales person needs to know.As an experienced salesperson, it identified my weaknesses andprovided solutions for me to be truly successful.”I Mark A. Coleman, CET, CSPI Director of Channel Sales, Forming Technologies Inc.Course Content (3-day program)Understanding and Managing Yourself• Tools for sales effectiveness• Implementing a closed-loop system to effectively manage your time and set appropriate and attainable goals• Importance of developing and maintaining a professional standard of service, behaviour, and conduct• Understanding the psychology of selling and how it relates to influencing buying decisionsBusiness Creation – Strategic Territory Planning• Establishing criteria for an in-depth competitive analysis of your territory and individual accounts• Generating a comprehensive strategy for profit maximization• Mastering high-value tools for effective prospectingThe Selling Process with a Higher Success Rate• Developing an effective prospecting script to secure appointments• Learning to apply the consultative selling process to gain a commitment to proceed to a full presentation• Learning how to prepare and deliver an effective sales presentation• Negotiating the terms of the agreement to reach a positive outcomeKeeping Customers, Building and Managing your Business• Building long-term relationships with your customers• Creating an effective customer care program• Allocating your selling time according to account classification to maximize your sales territory’s profitability2008 Course Locations & DatesCalgary September 23-25Edmonton October 7-9Halifax October 21-23London April 22-24Montreal September 9-11 English; November 18-20 FrenchOttawa May 27-29Toronto May 27-29; June 24-26; July 29-31,August 19-21, September 16-18, October 7-9,November 4-6, December 2-4Vancouver November 18-20Winnipeg September 23-25Course FeeCourse fee includes instruction, comprehensive course manual and tools,luncheons, refreshments, and Certificate of Program Completion.CPSA Member $1,395Non-member $1,495Professional Selling with Certification $1,595 * (save $355)* CPSA Sales Institute will waive one year of membership fees (valued at $130). CSPapplicants must have a minimum of two years verified sales experience and mustcomplete their certification exams within one year of registering.*Participation in this Consultative Selling program fulfills the education requirement for the Certified Sales Professional (CSP) designation,giving you high-profile recognition as a sales professional. For more information, turn to page 14.After taking this course, consider registering for CPSA’s Effective Negotiating Strategies, Strategic Account Management orCommunicating to Influence Buying Decisions.Professional Selling I www.cpsa.com/training I 5

2008 RegistrationSALES TRAINING & CERTIFICATIONWays to Registerw www.cpsa.com/CourseCalendarw SalesSuccess@cpsa.comT 416.408.2684S 1.888.267.CPSA (2772) ext. 240SToronto 416.408.2685 ext. 240Register me for the following program(s):Course Location DateCourse Location DateCourse Location Date Mr. Ms. Mrs. CPSA Member NumberFirst NameLast NameName to appear on the certificate (if different)Business NameTitleYears of Sales/Management Experience Number of sales staff in your company Type of IndustryBusiness Telephone Cell phone Home PhoneE-mailFaxBusinessAddress / Street City Province Postal CodeHomeAddress / Street City Province Postal CodeMethod of PaymentAmount to be paid Visa MasterCard AmexCard # Expiry Date Cardholder NameSignatureCheque or money order. Cheque payable to Canadian Professional Sales AssociationBill my company. PO NumberDateAttention12For Certified Sales Professional (CSP) Applicants only - Professional ReferencesNameOrganizationAddressTitlePhoneApplicant’s number of years in Sales with this company Signature of Sponsor Verifying Experience DateNameOrganizationTitlePhoneAddressApplicant’s number of years in sales with this company Signature of Sponsor Verifying Experience DateCompleted sales education covering the identified sales competenciesYear Name of Course Location Name of Instructor Number of hoursYear Name of Course Location Name of Instructor Number of hoursYear Name of Course Location Name of Instructor Number of hoursIn submitting this application, I have read the CSP designation Qualifying Factors and Process and agree to adhere to the CPSA Sales Institute’s Code of Ethics andabide by the Maintenance of Certification.Policy - Cancellations, Substitutions, and TransfersIf you are unable to attend the program, you may transfer to the next session or name a replacement candidate. CPSA member registrations can be substituted for other CPSA members. Non-member registrations can only be substituted forother non-members. Written request received fewer than 10 business days before the program start date will incur an administration cost of $50. A full refund less an administration cost of $75 will be issued for written cancellations received aminimum of 10 business days before the program start date. Refunds will not be applicable for cancellations received fewer than 10 business days before the program start date. A non-refundable credit less a $50 cancellation fee will be issuedthat you can apply to another CPSA seminar within one year of the original date of the seminar. Non-attendance or withdrawal after program start date will incur a full program fee. CPSA reserves the right to cancel a course prior to the start dateor delay the start date due to low enrolment, instructor availability or other uncontrollable circumstances. Enrollment will be limited to ensure ample opportunity for full participation of registrants.