Demonstrate competence in Consultative Selling
Each candidate pursuing the CSP designation must participate in Formal Sales Training
or Prior Learning Assessment and Recognition (PLAR) process.
Key Sales Competencies Checklist
The following validated key competencies and tasks were developed by the Canadian
Professional Sales Association in co-operation with Human Resources Skills Development
Canada. They form the foundation of the Professional Selling course and CPSA Sales
Institute’s CSP designation exams. The CSP designation program tests the knowledge
and skills required to be a successful—and professional—sales person,
and leads to the designation CSP — Certified Sales Professional.
Download the Key Sales Competencies checklist.
Formal In-Class Sales Training
The education requirement will be confirmed by submitting a Certificate of Course
Completion or Diploma along with Learning Outcomes or Course outline with your application.
All training programs listed on your application form must include the year the
training was completed, the title and/or name of organization offering the course,
the name of the instructor and a photocopy of a certificate of completion is to
be attached.
Two ways to meet the education requirement and participating in the Formal Training
process:
I. CPSA Programs (3-days)
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Recommended for those candidates who: |
• Enjoy an intensive learning experience
• Have a learning style suited to an environment that involves a more varied
industry representation and sales experience
• Are able to commit to a full 3-day program
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a) CPSA's Professional Selling
Offered in Calgary, Edmonton, Halifax, London, Montreal, Ottawa, Toronto, Vancouver,
Winnipeg, and on-site for groups of 10 or more
A minimum of two years of sales experience is recommended before attending this
program.
The course covers the following core competencies:
- Account management
- Business acumen
- Communication
- Consultative selling process
- Knowledge management
- Customer value creation
- Relationship building
- Self development
- Strategic sales planning
- Time and territory management
To view our course calendar, visit CourseCalendar.
b) CPSA's Strategic Account Management
Offered in Calgary, Halifax, Montreal, Toronto, Vancouver, and on-site for groups
of 10 or more.
It is recommended for National Account Managers, Regional Sales Managers, Marketing
Managers, Key Account Managers and sales professionals focused on major account
selling.
The course content covers:
- Building Blocks of Successful Major Account Selling
- Macro Strategic Planning
- Strategic Key Account Sales Process
- Consultative Investigation and Account Profiling
- Consultative Solutions
- Influential Negotiation Strategy
- Account Management Excellence
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II. Colleges / Universities / Accredited Training Providers
Various post-secondary institutions and accredited training programs offer courses/certificates
that fulfill the education requirement for the CSP designation.
a) Professional Sales Certificate Program
CPSA has partnered with a number of post-secondary institutions across Canada to
offer the Professional Sales Certificate (PSC) Program. The Professional Sales Certificate
program – a six course post-secondary credit certificate - reflects the core
"Key Competencies in Sales" to provide students with all the fundamental skills,
knowledge and attitudes needed for success in an entry-level sales position.
Four compulsory courses include:
- Communications
- Professional Sales
- Marketing
- Relationship Building/Customer Service
Two optional courses could include:
- Account Management
- Knowledge Management
- Customer Value Creation
- Sales and Technology
- Sales Administration
- Strategic Sales Planning
- Time and Territory Management
- Sales Management
- Business Acumen (Business Ethics, Law, and Accounting)
b) Post Secondary Institutions – Professional Selling
Various post-secondary institutions across Canada offer CPSA′s Professional Selling
course designed to help enhance your understanding of the sales competencies.
c) Accredited Training Programs
The CPSA Sales Institute has reviewed and accredited several training organizations
whose sales curriculum has covered two thirds of the required competencies. Candidates
must successfully complete the approved program listed.
Prior Learning Assessment and Recognition (PLAR)
PLAR is a process that involves the identification, documentation assessment and
recognition of learning acquired through formal and informal study. This may include
work and life experiences, training, independent study, volunteering, travel, hobbies
and family experiences. PLAR is based on the assumption that significant learning
can and does occur outside of the classroom and that such learning should be evaluated
for credit.
The recognition of prior learning can be used towards the requirements of the CSP
designation. You must demonstrate your competence in the Consultative Selling process,
and at least two thirds of the other identified competencies, by submitting a professional
portfolio of work experience and personal development related to your employment
as a sales professional that has been built up over a period of time. Download the
Prior Learning
Assessment and Recognition (PLAR) Guide
Become a Certified Sales Professional today!