IAPD tiered training program for your entire sales force

IAPD recognizes that all sales training isn’t basic training. It is not a one-size fits all approach and must be tailored to an individual’s skills and knowledge, along with their years of work and life experience.

Working with renowned corporate trainer, Chuck Holmes, the IAPD Education Committee has developed a tiered training program for inside and outside sales professionals.

The Excellence in Sales Program is designed to give your sales force the tools it needs to not only find customers, but to find the RIGHT customers and keep them.

The first tier, Excellence in Sales Level I, addresses separately the unique roles of inside and outside sales professionals and consists of individual study guides and examinations that you and your staff will refer to over and over again.

 

Level I: Inside Sales

Inside sales professionals hold a position with a variety of responsibilities from inbound calls to providing information and taking orders to serving as an account manager for large accounts.

This person typically has the most customer contact, product knowledge and the most opportunities to make your business a hero to the customer.

The Excellence in Sales Level I: Inside Sales exam teaches the strategies and tactics that build long-lasting relationships with customers.


Getting started

  • Member price: $99
  • Nonmember price: $169
  • Special price (IAPD member with 3 or more applicants) – $89 each
  • Special price (IAPD member with 20 or more applicants) – $75 each
  • 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 70 percent or below, you must retake the full exam at the $99 or $169 member/nonmember price. If you score between 71 and 84 percent, you may retake only the portion of the exam that you missed at the $39 retake price.
  • You have 60 days to complete the Level I: Inside Sales exam
  • Candidates must agree to the terms of the Candidate Confidentiality Agreement
  • Expect a two-day delay in receiving your password after applying
  • The Level I: Inside Sales exam is open-book and can be completed using the accompanying study guide
  • Reduced fee for a retake: $39

Sign up for Level I: Inside Sales

 

Level I: Outside Sales

The options presented to customers today are diverse and access to product is easier than ever. This puts pressure on relationships and even more on the bottom line.

These pressures have changed the distribution industry. It’s not good enough to sell product, issue an invoice and sell the customer all over again on every order. Successful salespeople respond to the changes in the marketplace in the way they do business, by placing an emphasis on the full array of resources their company can provide.

Great outside salespeople use their time wisely to communicate the full value of their company and the Excellence in Sales Level I: Outside Sales exam focuses on this as well as targeting and keeping the best customers for your business.


Getting started

  • Member price: $99
  • Nonmember price: $169
  • Special price (IAPD member with 3 or more applicants) – $89 each
  • Special price (IAPD member with 20 or more applicants) – $75 each
  • 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 70 percent or below, you must retake the full exam at the $99 or $169 member/nonmember price. If you score between 71 and 84 percent, you may retake only the portion of the exam that you missed at the $39 retake price.
  • You have 60 days to complete the Level I: Outside exam
  • Candidates must agree to the terms of the Candidate Confidentiality Agreement
  • Expect a two-day delay in receiving your password after applying
  • The Level I: Outside Sales exam is open-book and can be completed using the accompanying study guide
  • Reduced fee for a retake: $39

Sign up for Level I: Outside Sales

 

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.

 

Level II: Intermediate “Think Tactically”

Stay tuned for more information regarding tier two of the Excellence in Sales Program!

 

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.

Candidate Confidentiality Agreement

All Excellence in Sales candidates must agree to the following Candidate Confidentiality Agreement.

By applying for the Level I: Inside Sales and/or Level I: Outside Sales exam(s), you indicate you understand, acknowledge and agree to the following:

  1. The questions and answers on the exams are the exclusive and confidential property of IAPD.
  2. You may not disclose exam questions or answers or discuss any of the content of exam materials with any person, without prior written approval of IAPD.
  3. Not to copy or attempt to make copies (written, photocopied, or otherwise) of any exam material, including, without limitation, any exam questions or answers.
  4. Not to sell, license, distribute, give away, or obtain from any other source other than IAPD
    exam materials, questions or answers.
  5. Your obligations under this agreement shall continue to be in effect after the examination and, if applicable, after termination of your certificate, regardless of the reason or reasons for termination, and whether such termination is voluntary or involuntary.