Excellence in Sales 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.


  • 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
  • The Level I: Outside Sales exam is open book and can be completed using the accompanying study guide


  • 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

Learner Confidentiality Agreement

All IAPD Certificate Program learners must agree to the following Learner Confidentiality Agreement.

By applying for an IAPD Certificate Program, you indicate you understand, acknowledge and agree to the following:

  • The questions and answers on the exams are the exclusive and confidential property of IAPD.
  • 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.
  • Not to copy or attempt to make copies (written, photocopied, or otherwise) of any exam material, including, without limitation, any exam questions or answers.
  • Not to sell, license, distribute, give away, or obtain from any other source other than IAPD exam materials, questions or answers.
  • 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.