| 1.00 | Understand employment opportunities, effective communication, personal branding, and emerging trends in selling. | 20% | B2 Understand Conceptual |
| 1.01 | Explain employment opportuities in professional selling. | 5% | - |
| 1.02 | Explain the nature of effective communication. | 5% | - |
| 1.03 | Understand the importance of personal branding to the selling process. | 5% | - |
| 1.04 | Identify emerging trends for use in selling. | 5% | - |
| 2.00 | Understand the nature and scope of selling, customer relationships, the selling process, and the company's image and brand. | 30% | B2 Understand Conceptual |
| 2.01 | Explain the nature and scope of the selling function. | 5% | - |
| 2.02 | Explain the role of customer service as a component of selling relationships. | 4% | - |
| 2.03 | Understand how to handle customer/client complaints and difficult customers. | 4% | - |
| 2.04 | Explain key factors in building a clientele. | 4% | - |
| 2.05 | Explain the selling process. | 5% | - |
| 2.06 | Identify and determine how to reinforce a company's brand promise. | 4% | - |
| 2.07 | Explain the use of brand names in selling. | 4% | - |
| 3.00 | Understand communications channels and the use of technology in selling. | 15% | B2 Understand Conceptual |
| 3.01 | Identify communications channels used in sales promotion. | 7% | - |
| 3.02 | Describe the use and impact of technology in the selling function. | 8% | - |
| 4.00 | Understand how to acquire product knowledge to communicate product benefits and to ensure appropriateness of product for the customer. | 20% | B2 Understand Conceptual |
| 4.01 | Acquire product information for use in selling. | 7% | - |
| 4.02 | Identify product features and benefits. | 7% | - |
| 4.03 | Recommend specific product. | 6% | - |
| 5.00 | Understand the role of purchasing agent, the buying behaviors of the customer, and data used in making selling decisions. | 15% | B2 Understand Conceptual |
| 5.01 | Understand the role of the purchasing agent. | 5% | - |
| 5.02 | Explain factors that influence customer buying behavior. | 5% | - |
| 5.03 | Identify data monitored for marketing decision making. | 5% | - |
