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ICFA Unveils Sales Training Certificate Program At Casual Furnishings Market

Furniture World Magazine

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The International Casual Furnishings Association (ICFA) unveiled its Sales Training Certificate Program this week at the International Casual Furnishings & Accessories Market.
 
The program offers three levels of training: basic, advanced and master level. Each level consists of a DVD featuring sales trainer Greg Welsh of the Welsh Sales Group. The training certificate is received after a sales team member from an ICFA-member company has viewed all three DVDs and successfully completed an online test for each level. The tests consist of 20 multiple choice or true/false questions and cost $15 each.
 
Each program “graduate” also receives a lapel pin.
 
The certificate program is only open to ICFA members, who pay $99 for each training DVD. Although they are not eligible for the certificate, non-members can order the training DVDs for $795 each, or $1,995 for a package containing all three levels.
 
The Level 1 Basic training covers professional behavior, team behavior, sales performance, customer service basics, performance strategies, managing attitude and planning for future success.
 
Level 2 Advance training includes setting goals, objectives and initiatives, handling difficult opening scenarios, telephone and internet sales techniques, common shopping profiles, advanced techniques for building value and handling complex objections.
 
Finally, the level 3 “Master” training includes how to create customer opportunities from alternative sources, reading and responding to consumer body language, narrative selling, add-on sales, price resistance and price negotiation, the science of follow-up and how to stay mentally healthy as a sales professional.
 
All three DVDs are for sale on the ICFA website and are available in the ICFA Lounge at the Casual Market this week. The lounge is located in the Club Room, located on the southwest corner of the Merchandise Mart’s eighth floor.