Online Course
SMEI Certified Professional Salesperson (SCPS) Exam Preparatory Course
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Description
SCPS™ Exam Preparatory Course
This online course is designed to prepare you for the SMEI SCPS™ Exam which is necessary to achieve your SCPS™ designation. This course can also be completed without taking the certification exam. It is an excellent primer for entering the profession of sales and a refresher for anyone in sales who would like to improve their knowledge and skills. For more detailed information please click on the "Course" tab above.
BECOME AN SMEI CERTIFIED PROFESSIONAL SALESPERSON (SCPS™)
Start your journey toward SMEI’s internationally recognized SCPS™ designation—a credential that signals professionalism, credibility, and a commitment to excellence in sales.
Whether you're aiming to sharpen your skills, boost your career, or stand out in a competitive market, the SCPS™ certification is your next move.
Why Earn Your SCPS™?
- Enhance Your Credibility: Be recognized as a trusted, ethical, and capable sales professional.
- Advance Your Career: Certification is a proven differentiator for promotion, hiring, and new opportunities.
- Build Customer Trust: Clients and employers value certified professionals who commit to high standards.
- Stay Competitive: Gain mastery of modern, buyer-centered sales strategies supported by SMEI’s proven framework.
Study on Your Schedule
The SCPS™ preparatory program is designed for busy professionals:
- Self-Paced Learning: Study anytime, anywhere
- Video-Based Instruction: Each chapter includes a professional video lesson
- Chapter Quizzes: Reinforce your knowledge and track progress
- Guided Structure: 8-week roadmap keeps you focused and accountable
- 100% Online: No travel, no disruption to your work schedule
Take the First Step
Enroll today and start building the knowledge, confidence, and professional distinction that set top performers apart.
Use the "Add to Cart" button above to get started.
To complete the program, and achieve your certification, you will need to achieve a 75% score on the final certification exam. Exam registration is not included in the course. The exam registration fee is $150.
| Chapter | Chapter Title | Brief Abstract |
|---|---|---|
| Introduction | The Importance of Professional Certification in Sales | The preface outlines the purpose and value of professional certification in the field of sales. It introduces the SCPS™ designation and explains how certification elevates a sales professional’s credibility, ethical grounding, and long-term career opportunities. It also details the structure of the SCPS Study Guide and offers strategies for exam preparation and ongoing learning. |
| 1 | Selling as a Profession | This chapter introduces professional selling as a vital and rewarding career path. It explores the historical and economic impact of sales, outlines various career opportunities, and defines the characteristics that distinguish successful sales professionals. The chapter emphasizes the long-term value of ethical behavior, personal branding, and developing resilience in the sales profession. |
| 2 | Ethical Leadership in Sales | Ethical Leadership in Sales focuses on integrity-driven selling practices. This chapter examines how ethical behavior underpins trust and sustainable customer relationships, contrasts legal, regulatory, and ethical standards, and equips professionals to navigate common dilemmas. Real-world scenarios and ethical frameworks guide decision-making and reinforce the role of ethical leadership in sales success. |
| 3 | Understanding Buyer Behavior | This chapter examines the psychological and organizational drivers behind purchasing decisions. It explores customer types, generational preferences, and complex B2B buying processes. By learning how buyers think and make decisions, sales professionals can tailor strategies to improve connection, relevance, and impact throughout the sales cycle. |
| 4 | Essential Communication Skills | This chapter highlights the foundational role of communication in professional selling. It breaks down verbal and non-verbal techniques, emphasizes active listening, and explores how to adapt styles to diverse buyers. It also includes guidance on optimizing digital communication channels, ensuring clarity and professionalism in virtual selling environments. |
| 5 | Building Relationships Through Communication | This chapter builds on foundational communication by focusing on relationship-driven sales. It emphasizes emotional intelligence, consistent engagement, and the strategic use of technology. Sales professionals learn to foster trust and loyalty through personalized interactions, transparency, and proactive service. |
| 6 | Prospecting and Lead Generation | Prospecting and Lead Generation covers the strategies and tools necessary to fill the sales pipeline with qualified opportunities. The chapter explores inbound and outbound techniques, lead qualification methods, and technology solutions to manage and prioritize outreach. Ethical best practices and performance tracking round out the tactical framework provided. |
| 7 | Planning the Sale | This chapter focuses on the strategic preparation required for effective sales interactions. It emphasizes the importance of pre-call research, goal setting, and aligning objectives with the buyer's decision stage. Sales professionals learn to use digital tools for insight gathering and relationship management while maximizing the impact of every meeting. |
| 8 | The Sales Presentation | This chapter provides a framework for structuring persuasive sales presentations that drive buyer decisions. It includes guidance on storytelling, objection handling, and closing techniques, along with strategies for managing presentation anxiety and using tools effectively. Emphasis is placed on creating buyer-centered dialogue and translating features into outcomes. |
| 9 | Consultative Selling and Solution-Based Sales | This chapter introduces consultative selling as a strategic, client-focused approach. It explores how to uncover client needs, design tailored solutions, and create long-term value. The chapter also examines value-based selling, collaborative relationships, and the mindset shift from pitching products to solving problems. |
| 10 | Negotiation and Objection Handling | This chapter focuses on the dual competencies of negotiation and objection handling in professional sales. It equips sales professionals with principles and frameworks to navigate resistance, manage pricing concerns, and secure mutually beneficial outcomes. Role-play, planning tools, and buyer psychology models such as BATNA, ZOPA, and Cialdini’s principles reinforce skill development and confidence. |
| 11 | Time and Territory Management | This chapter focuses on maximizing productivity and results by strategically managing time and sales territories. It covers goal setting, prioritization, route planning, account segmentation, and using digital tools to optimize sales coverage and client engagement. |
| 12 | Customer Retention and Account Management | This chapter explores the strategic importance of customer retention, relationship nurturing, and account growth. It introduces frameworks for identifying high-value clients, strengthening loyalty, and expanding account value through upselling and cross-selling strategies. |
| 13 | Sales Enablement and Performance Tools | This chapter covers tools and techniques that enable sales professionals to perform at a higher level. Topics include CRM systems, content management platforms, sales analytics, training resources, and enablement frameworks designed to increase sales effectiveness and alignment. |
| 14 | Sales Leadership and Coaching | This chapter provides foundational skills for managing and developing high-performing sales teams. It covers motivation, goal setting, coaching strategies, pipeline review techniques, and how to align team goals with organizational priorities. |
| 15 | Sales Metrics and Performance Analysis | This chapter emphasizes the importance of data-driven decision-making in sales. It introduces key sales metrics, performance dashboards, forecasting techniques, and how to interpret analytics to improve individual and team results. Professionals learn to align KPIs with business objectives and coach from metrics. |
| 16 | Sales Technology and Digital Tools | This chapter explores how sales professionals can use modern digital tools to increase efficiency, accuracy, and client engagement. It covers CRM platforms, sales engagement software, automation, AI, and how to evaluate new technologies for adoption. |
| 17 | Strategic Account Selling | Strategic Account Selling focuses on developing long-term, high-value client relationships through planning, customization, and cross-functional coordination. This chapter introduces strategic account frameworks, opportunity analysis, stakeholder mapping, and collaborative planning processes. |
| 18 | Partnering Inside Your Selling Organization | This chapter highlights the strategic importance of cross-functional collaboration. Sales professionals learn how to partner with departments such as marketing, customer service, finance, and product development to create alignment, resolve issues, and improve sales outcomes and customer experience. |
| 19 | Emerging Trends and the Future of Sales | This chapter explores how shifts in buyer behavior, technology, and global dynamics are transforming the sales profession. It covers social selling, AI, automation, and how to stay relevant and adaptable in a future-oriented, value-driven market. |
| Availability | Module Title | Credits | Course Type | Duration | Course Details | ||||||||||||||||||||||||||||||||||||||||||||
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| At the time of purchase |
SCPS Introduction e-Book
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N/A | eBook | N/A | More info » | ||||||||||||||||||||||||||||||||||||||||||||
| At the time of purchase |
Introduction to SCPS Video
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Total Credits: 2 Online Course | On Demand | 03 Minutes | More info » | ||||||||||||||||||||||||||||||||||||||||||||
| At the time of purchase |
SCPS Chapter 1 E-Book
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N/A | eBook | N/A | More info » | ||||||||||||||||||||||||||||||||||||||||||||
| At the time of purchase |
SCPS Chapter 1 Video
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Total Credits: 2 Online Course | On Demand | 05 Minutes | More info » | ||||||||||||||||||||||||||||||||||||||||||||
| At the time of purchase |
SCPS Chapter 2 E-Book
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N/A | eBook | N/A | More info » | ||||||||||||||||||||||||||||||||||||||||||||
| At the time of purchase |
SCPS Chapter 2 Video
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Total Credits: 2 Online Course | On Demand | 04 Minutes | More info » | ||||||||||||||||||||||||||||||||||||||||||||
| At the time of purchase |
SCPS Chapter 3 E-Book
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N/A | eBook | N/A | More info » | ||||||||||||||||||||||||||||||||||||||||||||
| At the time of purchase |
SCPS Chapter 3 Video
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Total Credits: 2 Online Course | On Demand | 07 Minutes | More info » | ||||||||||||||||||||||||||||||||||||||||||||
| At the time of purchase |
SCPS Chapter 4 E-Book
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N/A | eBook | N/A | More info » | ||||||||||||||||||||||||||||||||||||||||||||
| At the time of purchase |
SCPS Chapter 4 Video
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Total Credits: 2 Online Course | On Demand | 07 Minutes | More info » | ||||||||||||||||||||||||||||||||||||||||||||
| At the time of purchase |
SCPS Chapter 5 E-Book
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N/A | eBook | N/A | More info » | ||||||||||||||||||||||||||||||||||||||||||||
| At the time of purchase |
SCPS Chapter 5 Video
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Total Credits: 2 Online Course | On Demand | 03 Minutes | More info » | ||||||||||||||||||||||||||||||||||||||||||||
| At the time of purchase |
SCPS Chapter 6 E-book
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N/A | eBook | N/A | More info » | ||||||||||||||||||||||||||||||||||||||||||||
| At the time of purchase |
SCPS Chapter 6 Video
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Total Credits: 2 Online Course | On Demand | 04 Minutes | More info » | ||||||||||||||||||||||||||||||||||||||||||||
| At the time of purchase |
SCPS Chapter 7 e-Book
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N/A | eBook | N/A | More info » | ||||||||||||||||||||||||||||||||||||||||||||
| At the time of purchase |
SCPS Chapter 7 Video
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Total Credits: 2 Online Course | On Demand | 05 Minutes | More info » | ||||||||||||||||||||||||||||||||||||||||||||
| At the time of purchase |
SCPS Chapter 8 e-Book
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N/A | eBook | N/A | More info » | ||||||||||||||||||||||||||||||||||||||||||||
| At the time of purchase |
SCPS Chapter 8 Video
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Total Credits: 2 Online Course | On Demand | 02 Minutes | More info » | ||||||||||||||||||||||||||||||||||||||||||||
| At the time of purchase |
SCPS Chapter 9 e-Book
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N/A | eBook | N/A | More info » | ||||||||||||||||||||||||||||||||||||||||||||
| At the time of purchase |
SCPS Chapter 9 Video
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Total Credits: 2 Online Course | On Demand | 02 Minutes | More info » | ||||||||||||||||||||||||||||||||||||||||||||
| At the time of purchase |
SCPS Chapter 10 e-Book
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N/A | eBook | N/A | More info » | ||||||||||||||||||||||||||||||||||||||||||||
| At the time of purchase |
SCPS Chapter 10 Video
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Total Credits: 2 Online Course | On Demand | 02 Minutes | More info » | ||||||||||||||||||||||||||||||||||||||||||||
| At the time of purchase |
SCPS Chapter 11 e-Book
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N/A | eBook | N/A | More info » | ||||||||||||||||||||||||||||||||||||||||||||
| At the time of purchase |
SCPS Chapter 11 Video
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Total Credits: 2 Online Course | On Demand | 03 Minutes | More info » | ||||||||||||||||||||||||||||||||||||||||||||
| At the time of purchase |
SCPS Chapter 12 e-Book
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N/A | eBook | N/A | More info » | ||||||||||||||||||||||||||||||||||||||||||||
| At the time of purchase |
SCPS Chapter 12 Video
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Total Credits: 2 Online Course | On Demand | 02 Minutes | More info » | ||||||||||||||||||||||||||||||||||||||||||||
| At the time of purchase |
SCPS Chapter 13 e-Book
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N/A | eBook | N/A | More info » | ||||||||||||||||||||||||||||||||||||||||||||
| At the time of purchase |
SCPS Chapter 13 Video
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Total Credits: 2 Online Course | On Demand | 03 Minutes | More info » | ||||||||||||||||||||||||||||||||||||||||||||
| At the time of purchase |
SCPS Chapter 14 e-Book
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N/A | eBook | N/A | More info » | ||||||||||||||||||||||||||||||||||||||||||||
| At the time of purchase |
SCPS Chapter 14 Video
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Total Credits: 2 Online Course | On Demand | 03 Minutes | More info » | ||||||||||||||||||||||||||||||||||||||||||||
| At the time of purchase |
SCPS Chapter 15 e-Book
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N/A | eBook | N/A | More info » | ||||||||||||||||||||||||||||||||||||||||||||
| At the time of purchase |
SCPS Chapter 15 Video
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Total Credits: 2 Online Course | On Demand | 03 Minutes | More info » | ||||||||||||||||||||||||||||||||||||||||||||
| At the time of purchase |
SCPS Chapter 16 e-Book
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N/A | eBook | N/A | More info » | ||||||||||||||||||||||||||||||||||||||||||||
| At the time of purchase |
SCPS Chapter 16 Video
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Total Credits: 2 Online Course | On Demand | 03 Minutes | More info » | ||||||||||||||||||||||||||||||||||||||||||||
| At the time of purchase |
SCPS Chapter 17 e-Book
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N/A | eBook | N/A | More info » | ||||||||||||||||||||||||||||||||||||||||||||
| At the time of purchase |
SCPS Chapter 17 Video
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Total Credits: 2 Online Course | On Demand | 01 Minutes | More info » | ||||||||||||||||||||||||||||||||||||||||||||
| At the time of purchase |
SCPS Chapter 18 e-Book
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N/A | eBook | N/A | More info » | ||||||||||||||||||||||||||||||||||||||||||||
| At the time of purchase |
SCPS Chapter 18 Video
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Total Credits: 2 Online Course | On Demand | 03 Minutes | More info » | ||||||||||||||||||||||||||||||||||||||||||||
| At the time of purchase |
SCPS Chapter 19 e-Book
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N/A | eBook | N/A | More info » | ||||||||||||||||||||||||||||||||||||||||||||
| At the time of purchase |
SCPS Chapter 19 Video
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Total Credits: 2 Online Course | On Demand | 03 Minutes | More info » | ||||||||||||||||||||||||||||||||||||||||||||
| At the time of purchase |
SCPS Practice Exam
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N/A | Other (Digital) | N/A | More info » | ||||||||||||||||||||||||||||||||||||||||||||
| Total Online Course CE Credits Information | |||||||||||||||||||||||||||||||||||||||||||||||||