Certified Sales Development Representative

This course was created as an answer to a growing global need for knowledgeable Sales Development Representatives, as well as the need for a structured career path for the young Sales Development Representatives or those shifting careers.

This course is structured in such a way as to provide value with each step, while creating a strong foundation for future development and growth. This is an online, self-paced program, meaning that the participants will have to also show organisational skills and initiative to follow through and complete the program.

The CSDR accreditation is a web-based, online program which includes a comprehensive, 3-module preparatory coursework, followed by a final exam via a “live sales role play”. Applicants are expected to complete the entire coursework in about 2- 3 weeks, prior to sitting for the final exam.


Building on CSDR – Sales Progression Path

On-going education ensures that accredited reps stay current while continuously seeking opportunities to increase their skills and competence through professional education. AA-ISP encourages CSDR™ graduates to continue building their skills by considering the next progression in their career, the CISP® program.


The Coursework:

Course 1: CSDR Introduction

The objectives of Course 1 are to familiarize you with the CSDR program and learning methods, identify many of the unique attributes associated with an Inside Sales Professional, and introduce the AA-ISP Code of Ethics. As the profession of Inside Sales continues to grow and take on increased significance, the AA-ISP feels it is important to establish and maintain a Code of Ethics to ensure that professional standards for Inside Sales are adopted and maintained.

Course 2: Research & Preparation

In this course, students review a variety of tactics which are critical to an Inside Sales Professional’s (ISP’s) research and preparation for prospecting, including how to:

  • Find contact information and other information specific to the targeted organization and individual
  • Review ways to “personalize” a call or e-mail
  • Set key goals for successful prospecting
  • Measure progress against set goals
Course 3: Components of a Successful Prospecting Call

In this course, students review the components of a successful first call to a prospect, commonly referred to as the Prospecting Call, cold call, or warm call. This course will include the following:

  • Knowledge and skills required to conduct an effective Prospecting Call
  • Ways to move to the Discovery and Qualification phase
  • Decision criteria for where to move the prospect next, i.e. virtual or face-to-face meeting, a referral to another more appropriate executive, email follow-up, or a future scheduled call based on needs and timing
Exam: CSDR - Assessment Center & Scheduling

The Final Examination overview will help the CSDR candidate effectively prepare for the final examination. The final exam grading outline is examined along with a recorded example of an effective “live” role play.

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Certified Sales Development Representative


All prices quoted are in USD.

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