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17 Week Online Sales Master Class
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This course provides applicants with a view of the principle areas of sales under the theme "Partnering to Create Value". It explores the factors influencing how buying decisions are made, including the impact of buying decisions on an organization. Applicants gain a working knowledge of practical sales and business vocabulary. In today's competitive market a "partnering style of selling" creates a competitive advantage for sales organizations that transcends to increased customer value.

2/19/2018 to 6/11/2018
When: Monday, February 19, 2018
Where: Online
United States

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This course is ideally suited for those wishing to achieve high performance selling and for organizations that wish to unify their sales teams with a common glossary of terms and knowledge that translates into collapsed sales cycles and improved margin.


Learning Modalities

This instructor led, online course will focus on one chapter from the exam preparatory text book each week for 17 weeks. Our online learning portal gives you the opportunity to test yourself on key concepts and skills, track your progress through the course and use the personalized study plan activities - all to help you achieve success. Modalities include videos, flash cards, quizzes, simulation and a sample exam. One instructor led video class will take place for each chapter. The video classes will be available so you can attend at your convenience. During the video class you can participate in quizzes and ask questions of the instructor.



At the end of this course, you will be able to confidently sit for the optional SCPS™ exam and:

  • Understand relationship selling opportunities in the information economy
  • Know the importance of discovering customer needs and configuring value-added product solutions to meet those needs
  • Explain how the marketing concept has produced the new personal selling models and strategies used by high-performing salespeople
  • Develop your own personal selling philosophy and a professional communication style
  • Develop a product strategy that adds value
  • Develop a customer strategy through understanding the buying process and buyer behavior
  • Develop a sales presentation strategy using adaptive selling and consultative question techniques
  • Skillfully negotiate buyer concerns
  • Learn key concepts for the management of self and others

Who Should Take This Course:

  • New Sales Representatives
  • Customer Service Representatives who are working in the sales department
  • Seasoned Sales Representatives who want to up their game and get a refresher
  • Individuals who are enrolled in the SMEI SCPS™ Self-Study program and would like to upgrade to a more structured, instructor led online class
  • Individuals who need to retake the SCPS™ exam
  • Individuals who achieved the CSE® or SCPS™ but would like a refresher and earn 20 PDH (sufficient for annual renewal requirements)


PART 1 Developing a Personal Selling Philosophy 

  • Chapter 1 Relationship Selling Opportunities in the Information Economy
  • Chapter 2 Evolution of Selling Models That Complement the Marketing Concept 

PART 2 Developing a Relationship Strategy 

  • Chapter 3 Ethics: The Foundation for Partnering Relationships That Create Value
  • Chapter 4 Creating Value with a Relationship Strategy
  • Chapter 5 Communication Styles: A Key to Adaptive Selling Today 

PART 3 Developing a Product Strategy

  • Chapter 6 Creating Product Solutions
  • Chapter 7 Product-Selling Strategies That Add Value 

PART 4 Developing a Customer Strategy 

  • Chapter 8 The Buying Process and Buyer Behavior
  • Chapter 9 Developing and Qualifying Prospects and Accounts 

PART 5 Developing a Presentation Strategy 

  • Chapter 10 Approaching the Customer with Adaptive Selling
  • Chapter 11 Determining Customer Needs with a Consultative Questioning Strategy
  • Chapter 12 Creating Value with the Consultative Presentation
  • Chapter 13 Negotiating Buyer Concerns
  • Chapter 14 Adapting the Close and Confirming the Partnership
  • Chapter 15 Servicing the Sale and Building the Partnership 

PART 6 Management of Self and Others 

  • Chapter 16 Opportunity Management: The Key to Greater Sales Productivity
  • Chapter 17 Management of the Sales Force

Registration Fees

(Click on your applicable pricing link to apply:)

Register by February 9, 2018 and receive an early bird discount of 10% on the Single Payment options.

Registration Steps:


  1. If you already have a membership account with SMEI, please click here to sign in and then come back to this page to register
  2. If you do not have a membership account with SMEI, please click here to create an account and then come back to this page to register
  3. Once you have signed in or created an account, click on the pricing link applicable to you below to register.



Single Payment Registration by your Member Type

Price with Payment Plan by your Member Type*

New SCPS Application

Executive $1249;
Professional $1349;
Member $1649;

Visitor $1749

Executive $325 + 3 x $325
Professional $425 + 3 x $325

Member $725 + 3 x $325

Visitor $825 + 3 x $325

Upgrade from SCPS™ Self Study

Executive $349

Professional $449

Member $649

Visitor $749

Executive $90 + 3 x 90

Professional $205 + 3 x $90

Member $409 + 3 x $90

Visitor $509 + 3 x $90

20 PDH for Certified SCPS™ or CSE as a Refresher Course**
Instructor Led Video Classes Only

Executive $299

Professional $349

Member $399

Visitor $499

Executive $80 + 3 x 80

Professional $135 + 3 x $80

Member $145 + 3 x $90

Visitor $285 + 3 x $80

*First payment with registration and 3 additional monthly payments

**Already Certified as SCPS™ or CSE®




Sales and Marketing Executives International, Inc.
PO Box 1390
Sumas, WA 98295 USA

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