1. Online course 
2. 1 reflection / discussion
3. Real-life virtual meeting assignment: 1 role play of action virtual session with feedback
4. Dual certification

The objectives of this module are to familiarize you with the CISP program and learning methods, identify many of the unique attributes associated with an Inside Sales Professional, and introduce the AA-ISP Code of Ethics. As the profession of Inside Sales continues to grow and take on increased significance, the AA-ISP feels it is important to establish and maintain a Code of Ethics to ensure professional standards for Inside Sales are adopted and maintained.

In this module, applicants will review the basics of business, how functional areas operate, how companies typically procure products/services and the common steps of a sales process.

This module explores how to find contact information and other information specific to your targeted organization and individual. It also describes key call metrics for successful prospecting.

In this module, students review the components of a successful first call to a prospect, commonly referred to as the Prospecting Call, cold call, or warm call. This course will include the following:

• Knowledge and skills required to conduct an effective Prospecting Call
• Ways to move to the Discovery and Qualification phase
• Decision criteria for where to move the prospect next, i.e. virtual or face-to-face meeting, a referral to another more appropriate executive, email follow-up, or a future scheduled call based on needs and timing

In this module, students will develop and confirm a thorough understanding of a prospect’s situation, needs, challenges, and any processes in the purchasing decision. In addition, this course will provide the following:

• Assessment tools for understanding the needs of the prospect
• Ways to “qualify” the prospect by determining if there is a match for product/services
• Methods to assess the probability of closing a sale and the appropriate next steps to take in the sales process

In this module, students will learn how to properly prepare and present a compelling solution and, if appropriate, submit an initial proposal using some of the following skills:

• Presenting a solution via the phone or “virtually”
• Discussing and demonstrating the products and solutions relative to the prospect’s specific needs
• Gaining agreement on specific key benefits
• Asking for the sale

In this module, students will properly prepare to address the prospect’s objections, and then advance the sale process. The student will learn to determine if the objection has a resolution or is in fact an obstacle that cannot be solved, and should therefore end the sales process.

In this module, the student identifies ways to gain commitment and earn a signed agreement.

Inside Sales Professionals rely heavily on both voicemails and e-mails to communicate to prospects and clients. This module will outline the most effective ways to accomplish written communications and voicemails.

In this module, best practices for an account and channel management are discussed. The primary objective of this module is to share skills for practicing outstanding customer service, and pro-active communications during the account management and channel management process.

It is a 1-1 coaching session.

It is a 1-1 coaching session.

The Final Examination overview will help the CISP candidate effectively prepare for the final examination. The final exam grading outline is examined along with a recorded example of an effective “live” role play. Module 11 will get CISP students ready to take their final exam.