4-Part Professional Selling and Certification Package - $1,756/person*

ACNA Ad Sales Staff – 2 Years + Sales Experience

Deadline for Registration: May 22, 2009**

CPSA’s Professional Selling with Certified Sales Professional (CSP) designation Register by May 22, 2009 for the next 4-Part Professional Sales Training and Certification Package being delivered in conjunction with NSCCand the ACNA Annual Conference Program June 4-6, 2009. SPECIAL BONUS for CSP applicants: CPSA Sales Institute will waive one year of membership fees (valued at $130). CSP applicants who are ACNA Member staff must have a minimum of two years verified sales experience confirmed by their employer on the On-Line Registration Form and must complete their certification exams within one year of registering. Professional Selling Become your customers’ business partner In today’s highly competitive and ever-changing marketplace, buyers expect more from you – information, expertise and professionalism. They demand value not only in your products and services but in your relationship with them as well. All selling roles have common elements. You are required to face people who say no; plan how to reach your goals; balance your own interests with those of your customers; influence people to be successful; communicate effectively to make customers recognize the value of your products. CPSA’s Professional Selling prepares you to succeed in all of these areas and others. This program is based on validated sales research, developed in conjunction with Human Resources and Skills Development Canada. It will help you establish yourself as the kind of person any buyer would want as a partner. You will learn how to use consultative selling techniques and practise them through role playing, group exercises and business case studies. You will learn a step-by-step process that you can implement immediately for acquiring and retaining customers. Who Should Attend

Part 1 – CPSA Face-to-Face Professional Selling Program (Group) – Westin, Nova Scotia, June 4-6, 2009 Part 2 – Coaching (Individual or Group) - Times on Request Part 3 – 2-hour written CSP exam (individual) -- To be scheduled during July 6-12 period Part 4 – 1.5 hour oral CSP exam (individual) – To be scheduled during August 17-21 and August 24-28

• All sales professionals in any industry who would like to improve the tactical, strategic and self-management skills required to succeed in sales.

• Professionals who would like to pursue the Certified Sales Professional (CSP) designation • Sales Managers who want to set a benchmark for their sales team • Past participants of CPSA’s Communicating to Influence Buying Decisions or Effective

Negotiating Strategies A minimum of two years of sales experience is recommended. Key Course Benefits

• Identify the challenges facing sales professionals and acquire the selling skills required to meet those challenges

• Maximize your sales effectiveness by adopting the leading-edge Consultative Selling methodology

• Understand, learn and manage your personal qualities to positively influence your sales and personal success

• Implement a five-step closed-loop system to effectively manage your time and reach your goals; learn professional tips for supercharged goal setting

• Discover the strategic framework to plan a successful first visit and obtain a go-forward commitment

• Produce tangible returns by enhancing your professional sales skill level and expertise in retaining customers and expanding business opportunities

• Develop and maintain a professional standard of service, behaviour, and conduct in all areas of your work

Part 1 – CPSA Face-to-Face Professional Selling Course Content (June 4-6, 2009) Understanding and Managing Yourself: Personality traits for Sales Success • Recognizing that personality styles impact outcomes - shape your style • Learning the four traits for sales effectiveness • Managing your attitude: key to high performance selling • Implementing a closed-loop system to effectively manage your time • Importance of developing and maintaining a professional standard of service, behaviour, and conduct • Understanding the psychology of selling and how it relates to influencing buying decisions • Developing stress-relief strategies Business Creation - Strategic Territory Planning • Developing a superior goal-orientation attitude. The S.M.A.R.T. model for developing goals • Establishing criteria for an in-depth competitive analysis of your territory and individual accounts • Generating a comprehensive strategy for profit maximization • Mastering high-value tools for effective prospecting: steps to effective new business creation and five critical prospecting rules The Selling Process with a Higher Success Rate • Developing an effective prospecting script to secure appointments • Learning to apply the consultative selling process to gain a commitment to proceed to a full presentation • Learning how to prepare and deliver an effective sales presentation: styles, components, and identification with your audience • Managing client meetings: principles of face-to-face selling, keys to rapport building, questioning, benefit selling, objection handling, and closing Keeping Customers, Building and Managing your Business •Mastering key steps to effective account/territory planning and management to build long-term relationships with your customers

• Planning using the Planning Pyramid: relationship between sales plans, territory plans, and account plans • Setting profitable goals, conducting a competitive analysis, and calculating sales Returns on Time Investment (R.O.T.I.) • Creating an effective customer care program Certified Sales Professional (CSP) designation www.cpsa.com/CSP Gain the competitive edge – become a Certified Sales Professional (CSP) CSP - When these three letters follow your name, they pack a powerful message • Validate your expertise • Reap the tangible rewards of a positive attitude • Bolster your professional image • Feel the pride and recognition associated with being one of the best As a CSP... • You are identified as a highly competent professional who has gained the experience, knowledge, and skills of the CPSA Sales Institute • You improve your career growth opportunities, advancement, and earning potential • Employers know you have solid selling skills and the credentials to prove it • Customers know that you meet a set of standards and adhere to a strict code of ethics • Colleagues know you are committed to personal career development and lifelong learning CSP Designation Qualifying Factors and Process 1. Have a minimum of two years verified sales experience. Two professional references are required. 2. Complete the education requirement that demonstrates competence in Consultative Selling. Participation in CPSA’s Professional Selling fulfills the education requirement for the Certified Sales Professional (CSP) designation. 3. Register now for ACNA’s 4-part Professional Sales Training & Certification Program with tuition sponsored by ACNA and delivered in conjunction with NSCC. Submit the on-line registration form on this website by the deadline of May 22, 2009 or fax it to 902-491-1324. For further information, contact: Scott Conrad, NSCC, 902-491-1633 or email: scott.conrad@nscc.ca. Upon successful completion of the exams in Parts 3 and 4, you are awarded a Designation Certificate and are authorized to use the designation Certified Sales Professional (CSP) following your name. 4. CSP graduates must agree to abide by the CPSA Sales Institute Code of Ethics 5. CSP graduates must agree to fulfill the Maintenance of Certification requirement. Maintenance of Certification requires that all CSPs engage in at least 20 hours of continuing professional education annually and remain a member in good standing of the CPSA. CPSA participants say… “CPSA’s Professional Selling is the best and most satisfying course that I have had the pleasure to participate in. It has definitely added tremendous value to my personal and career development.” G. Jauregui, Royal Group Technologies “Excellent course! [The course is] very informative and offers great insight into selling and its method.” J. Hosegood, A.H McElroy “Over the years, I’ve taken a number of selling seminars. The CPSA’s Professional Selling program is the only course that actually pulled all the necessary selling skills together. It touched on the tactics and