| 1.00 | Understand sales processes and techniques to enhance customer relationships and to increase the likelihood of making sales. | 45% | B2 Understand Conceptual |
| 1.01 | Establish relationship with customer/client. | 4% | - |
| 1.02 | Determine prospect's buying motives for use in selling. | 4% | - |
| 1.03 | Determine customer/client needs. | 4% | - |
| 1.04 | Assess prospect's needs in relation to product offering. | 4% | - |
| 1.05 | Respond appropriately to prospect's individual personality type. | 3% | - |
| 1.06 | Propose solution to prospect's needs/challenges (sales talk, sales proposal presentation). | 4% | - |
| 1.07 | Facilitate prospect's buying decisions. | 3% | - |
| 1.08 | Convert customer/client objections into selling points. | 4% | - |
| 1.09 | Demonstrate good/service. | 4% | - |
| 1.10 | Demonstrate suggestion selling. | 4% | - |
| 1.11 | Negotiate sales terms/agreement. | 3% | - |
| 1.12 | Close the sale. | 4% | - |
| 2.00 | Understand pre-sales activities used to facilitate sales presentations. | 25% | B2 Understand Conceptual |
| 2.01 | Conduct pre-visit research (e.g., customer's markets/products, customer's competitors, and competitors' offerings). | 4% | - |
| 2.02 | Prospect for customers. | 4% | - |
| 2.03 | Conduct preliminary customer/client qualification. | 4% | - |
| 2.04 | Determine sales strategies. | 4% | - |
| 2.05 | Explain the use of marketing-research information in professional selling. | 4% | - |
| 2.06 | Prepare for sales presentations. | 5% | - |
| 3.00 | Understand post-sales follow-up activities to foster ongoing relationships with customers. | 15% | B2 Understand Conceptual |
| 3.01 | Plan follow-up strategies for use in selling. | 3% | - |
| 3.02 | Prepare sales reports. | 3% | - |
| 3.03 | Conduct self-assessment of sales performance. | 3% | - |
| 3.04 | Gather customer/client feedback to improve service. | 3% | - |
| 3.05 | Provide post-sales service. | 3% | - |
| 4.00 | Understand legal and ethical considerations, regulations, and selling policies. | 15% | B2 Understand Conceptual |
| 4.01 | Explain legal and ethical considerations in selling. | 8% | - |
| 4.02 | Describe the nature of selling regulations and policies. | 7% | - |
