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CPSA Sales Institute Key Competencies in Sales

The following validated key competencies and tasks were developed by the Canadian

Professional Sales Association in co-operation with Human Resources Development Canada. They form the foundation of the Skills for Sales Success course and CPSA Sales Institute’s certification exam. The certification program tests the knowledge and skills required to be a successful — and professional — sales person, and leads to the designation CSP – Certified Sales Professional.

CONSULTATIVE SELLING PROCESS                       STRATEGIC SALES PLANNING                         SELF DEVELOPMENT

RELATIONSHIP BUILDING                                     LOCAL ARES/REGIONAL MARKETING             BUSINESS ACUMENT

COMMUNICATION                                               TIME & TERRITORY MANAGEMENT                 SALES ADMINISTRATION

PRODUCT / TECHNICAL KNOWLEDGE