IAPD Excellence in Sales Certificate Programs



All sales training isn’t basic training. It’s not a one-size-fits-all approach. It must be tailored to an individual’s skills and expertise, along with their years of work and life experience. Recognizing this, the IAPD Education Committee worked with renowned corporate trainer Chuck Holmes to develop a tiered training program for sales professionals.

The IAPD Excellence in Sales Program provides you with new tools to:
  • Help you be more successful in your job.
  • Be a more valuable part of your company.
  • Reduce the stress that comes from pedaling as hard as you can and not getting as far as you want.

Excellence in Sales Level I, the first tier of the program, addresses separately the unique roles of inside and outside sales professionals. Each course consists of an individual study guide and 60-question multiple choice exam that you will refer to again and again.

The Excellence in Sales Level I: Inside and Outside Sales exams are to be purchased separately based on the salesperson’s role within their company. Sales managers may want to purchase both exams to fully understand what is communicated in the Inside and Outside Sales exam materials and questions.

Excellence in Sales Level II, the second tier of the program, addresses seven industry-based scenarios. You will draw from your expertise and work experience to formulate effective solutions for each scenario.

Watch the video below to hear from program developer Chuck Holmes.

“The Sales Level I and Level II exams challenge the learner to step back from their daily ISR/OSR grind and see how their job fits into the bigger picture – and how critical they are to serving our customers and growing our business. These exams provide learners with deeper learning that will have more substantive and longer-term payoffs.” — Bob Grennes, Total Plastics, Int'l. - Indianapolis

Level I: Inside Sales

The Excellence in Sales Level I: Inside Sales Certificate Program includes three parts:
  1. The Customer (from both the customer’s and the company’s points of view)
  2. The Call
  3. Negotiating
Together, they prepare you to:
  • Deal effectively with the daily torrent of calls.
  • Qualify the prospects according to the objectives of the company.
  • Determine what the customer considers value.
  • Apply the assets of your company to providing value.
The Negotiating section helps you steer the conversation away from pure price to the value add that the company is providing.

Upon completion of the exam, you will:
  • Understand account classification and how to use it to increase the effective use of your time.
  • Use customer-oriented sales skills to increase the customer’s loyalty to the company.
  • Develop and implement value-based sales plans.
  • Be able to identify the type of negotiation you are engaged in and properly prepare for it.
  • Be able to identify points of power and use them effectively.
  • Be able to spot gambits and counter them effectively.

 

What you need to know about Excellence in Sales: Inside Sales

  • Member price: $129
  • Nonmember price: $179
  • Special price (IAPD member with 3 or more applicants) – $119 each
  • Special price (IAPD member with 20 or more applicants) – $99 each
  • The exam purchase price includes the accompanying study guide/course material
  • The Level I: Inside Sales exam consists of 60 multiple-choice questions
  • You must achieve a passing score of 85 percent or above
  • If you score 85 percent or below, you must retake the full exam at the $129 IAPD member or $179 nonmember exam price. If you score between 71 and 84 percent, you may retake only the portion of the exam that you missed at the $39 IAPD member or $55 nonmember retake fee.
  • You have 60 days to complete the Level I: Inside Sales exam
  • Learners must agree to the terms of the Learner Confidentiality Agreement
  • Please allow up to two business days to receive your password after enrolling in the exam
  • The Level I: Inside Sales exam is open book and can be completed using the accompanying study guide
  • Reduced fee for a retake: $39 IAPD members; $55 nonmembers

 

Level II: Intermediate

This intermediate course is about correctly defining real-world problems and devising effective solutions for them, using the re­sources of your company and the things you’ve learned in your plastics experience (plus some new ideas).

To some extent, it is about what you do every day as you call on customers, help them solve their problems and help achieve the objectives of your company. However, you may find that you don’t do these things with the same structure the course requires. Solving the seven scenarios requires a thoughtful approach to a complete solution presented in the proper chronology.

You'll be expected to use the skills you learned in Level I, as well as your work experience, to provide solutions to seven industry-based scenarios:

  1. Prospecting
  2. Developing New Accounts
  3. Combatting Competitive Efforts
  4. Restoring Account Confidence After a Service Failure
  5. Solving Process Problems for the Customer
  6. Winning New Business in a Competitive Environment
  7. Solving Product Problems for the Customer

While the details may vary from company to company, most distributors and distributor salespeople have faced something very similar to what’s described in the scenarios.

Each scenario consists of two parts:

  1. First, the principles and rubric provide some guidance for the content required in your solution. The principles at the beginning of each scenario are in addition to the General Principles in Section II.
  2. The second is the scenario itself. Each scenario presents a problem and requires you to create a detailed solution.

Your seven solutions will be individually graded on whether you address the principles and adhere to the guidelines in the rubric, and how complete your responses are.

When you successfully complete this course, you will:
  • Be able to work beyond the symptoms and correctly define the problem.
  • Understand the interaction of distributor departments and utilize the resources of these departments properly.
  • Structure sales and problem-solving plans in an organized manner so that each step contributes to the success of the next step.
  • Deal with complex customer structures properly.
  • Effectively communicate your solutions to real-world problems.

Level I: Outside Sales

The Excellence in Sales Level I: Outside Sales Certificate Program includes three parts:
  1. Territory Management
  2. Value Selling
  3. Negotiating
Together, they prepare you to effectively:
  • Prospect for new business.
  • Qualify the prospects according to the objectives of the company.
  • Determine what the customer considers value.
  • Apply the assets of your company to providing value.
The Negotiating section helps you steer the conversation away from pure price to the value add that the company is providing.

Upon completion of the exam, you will:
  • Understand account classification and how to use it to increase the effective use of your time.
  • Be able to locate potential prospects and qualify them according to the objectives of the company.
  • Be able to create a value-based sales plan to turn the prospect into a customer.
  • Be able to identify the type of negotiation you are engaged in and properly prepare for it.
  • Be able to identify points of power and use them effectively.
  • Be able to spot gambits and counter them effectively.

 

What you need to know about Excellence in Sales: Outside Sales

  • IAPD Member price: $129
  • Nonmember price: $179
  • Special price (IAPD member with 3 or more applicants) – $119 each
  • Special price (IAPD member with 20 or more applicants) – $99 each
  • The exam purchase price includes the accompanying study guide/course material
  • The Level I: Outside Sales exam consists of 60 multiple-choice questions
  • You must achieve a passing score of 85 percent or above
  • If you score 85 percent or below, you must retake the full exam at the $129 IAPD member or $179 nonmember exam price. If you score between 71 and 84 percent, you may retake only the portion of the exam that you missed at the $39 IAPD member or $55 nonmember retake fee.
  • You have 60 days to complete the Level I: Outside Sales exam
  • Learners must agree to the terms of the Learner Confidentiality Agreement
  • Please allow up to two business days to receive your password after enrolling in the exam
  • The Level I: Outside Sales exam is open book and can be completed using the accompanying study guide
  • Reduced fee for a retake: $39 IAPD members; $55 nonmembers

 

Enroll Today!

What you need to know about Excellence in Sales: Level II

  • Member price: $129
  • Nonmember price: $179
  • The Level II exam consists of seven industry-based scenarios - A scenario is a situation where you are given the relevant facts and are asked to define the problem and create a solution.
  • Learners will receive a “Complete” or “Incomplete” grade for each scenario
  • An industry professional will review/grade your exams. Please allow up to two weeks to receive your “Complete” or “Incomplete” grade.
  • If you don't receive a “Complete” grade the first time, you may be eligible to retake the scenario(s) you missed up to two times at no cost. At that time, you will have 30 days to apply for the retake. If you apply for a retake, you will have 30 days to submit your revised scenario solution(s). If you don't resubmit your solution(s) within the 30-day time frame or don't receive a “Complete” grade after two resubmissions, you will be charged a fee ($129 members; $179 nonmembers).
  • You have 60 days to complete the Level II exam. The exam requires significantly more effort. Allow yourself ample time.
  • Learners must agree to the terms of the Learner Confidentiality Agreement
  • Please allow up to two business days to receive your password after enrolling in the exam
  • The Level II exam is open book and can be completed using the accompanying study guide, the resources of your company and your work experience

 

Enroll Today!

 

About Chuck Holmes

Chuck Holmes has worked with IAPD for more than 20 years and founded Corporate Strategies, Inc. in 1984 to assist manufacturers and distributors in meeting their markets more effectively, providing training and consulting in customer service, sales, sales management and marketing as well as various types of quantitative and qualitative market, customer and employee research. Holmes has spoken and written extensively about customer service, sales and marketing in distribution including: A New View of the Selling System; New Directions in Inside Sales; Building Business through Better Branding; The Myth of Sales Training; Problem Solving for Managers and Effective Compensation Design.