Excellence in Sales
A tiered training program for your entire sales force

 

Pictured left to right are: Chuck Holmes with IAPD Education Committee members Jeff Maynard and Russ Consentino.

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 multiple-choice exam that you will refer to again and again.

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

 

 

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


Finally, the Negotiation 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.


Enroll in Level I: Inside Sales

 

  • 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 IAPD member or $169 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 $59 nonmember retake fee.
  • You have 60 days to complete the Level I: Inside Sales exam
  • Candidates must agree to the terms of the Candidate Confidentiality Agreement
  • Please allow up to two-days to receive 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 IAPD members; $59 nonmembers

 

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


Finally, the Negotiation 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 utilize 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.


Enroll in Level I: Outside Sales

 

  • IAPD 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 IAPD member or $169 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 $59 nonmember retake fee.
  • You have 60 days to complete the Level I: Outside exam
  • Candidates must agree to the terms of the Candidate Confidentiality Agreement
  • Please allow up to two-days to receive 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 IAPD members; $59 nonmembers


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

This intermediate course is about correctly defining problems and devising effective solutions for them, using all of the resources of your company. 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 that the course requires. Solving seven industry-based scenarios requires a thoughtful approach to a complete solution presented in the proper chronology.

Specifically, the seven scenarios entail:

  • Prospecting
  • Developing New Accounts
  • Combatting Competitive Efforts
  • Restoring Account Confidence After a Service Failure
  • Solving Process Problems for the Customer
  • Winning New Business in a Competitive Environment
  • Solving Product Problems for the Customer


In this course, you’ll put all of the things you’ve learned in your plastics experience (plus some new ideas) to work in solving real-world problems.

Upon completion of the exam, you will:

  • Be able to work beyond the symptoms and correctly define the problem.
  • Understand the interaction of distributor departments and use 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.
  • Communicate your solutions to real-world problems effectively.

 

Enroll in Level II

 

  • Member price: $149
  • Nonmember price: $259
  • The Level II exam consists of seven industry-based scenarios
  • You must achieve a passing score of 100 percent
    If you do not achieve a passing score of 100 percent, you may be eligible to retake the scenario(s) you missed up to two times at no cost. Upon receiving your exam results, you will have 30 days to apply for the retake. Once 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 timeframe or don’t achieve a 100 percent passing score after two resubmissions, you will be charged a fee ($99 members; $139 nonmembers).
  • You have 60 days to complete the Level II exam
  • Candidates must agree to the terms of the Candidate Confidentiality Agreement
  • Please allow up to two-days to receive your password after applying
  • The Level II exam is open-book and can be completed using the accompanying study guide

 

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 Excellence in Sales Program, 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.