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Become
a Certified Sales Professional
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Lynn Mattis
Scholarship Fund |
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When you see the letters CSP after the name of a
manufacturers' representative, it signals completion of a
detailed training course designed to enhance
professionalism and productivity for the representative's firm,
as well as for the principals and customers.
CSP-designated representatives have taken positive action to
earn the right to use those three letters after their names.
Their reasons are both internal and external - to improve their
own performance and knowledge base, but also to demonstrate to
business colleagues the extra degree of commitment that
certification confers.
Just as the CPA has pursued
education and demonstrated proficiency beyond that of just any
accountant, so too the CSP has taken courses, passed
examinations, and shown a drive for excellence beyond the
ordinary. The CSP designation provides positive
assurance to principals and customers alike that a
representative exemplifies the highest standard within the sales
profession.
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WHAT CSP CERTIFICATION ENTAILS
The CSP program includes 4 days
of training sessions followed by individual examinations on the
process of consultative selling. Subject matter includes:
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Understanding and Managing Yourself
i.e. personality traits, attitude maintenance, personal
goal setting, stress management, empathy and focus,
ego-drive, optimism, and attitude toward responsibility |
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The Selling Process
i.e. the art of influencing buying decisions, managing
client meetings, developing your presentation skills,
negotiation skills and techniques |
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Keeping Customers and Building Business
i.e. strategic territory planning, the account
management process, business acumen |
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| After
certification had been granted, annual continuing education
credits must be earned to maintain the designation. |
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| PTRA CSP
Members |
| PTRA members
who have completed the CSP Certification are listed in our
Online Locator Membership Directory with the CSP designation
following their name. |
| You may also
visit
www.mrerf.org to search their database for Certified Reps
who are members in PTRA. |
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Representative Members — contact
www.mrerf.org
to register for training. |
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Coming soon... PTRA rep member, Joey Moor, presents his perspective on the advantages of
participation in the program. |
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