Excellence in Sales Level II

This intermediate course is about correctly defining real-world problems and devising effective solutions for them, using the re­sources of your company and the things you’ve learned in your plastics experience (plus some new ideas).

You'll be expected to use the skills you learned in Level I, as well as your work experience, to provide solutions to seven industry-based scenarios:

  1. Prospecting
  2. Developing New Accounts
  3. Combatting Competitive Efforts
  4. Restoring Account Confidence After a Service Failure
  5. Solving Process Problems for the Customer
  6. Winning New Business in a Competitive Environment
  7. Solving Product Problems for the Customer


Your seven solutions will be individually graded on whether you address the principles and adhere to the guidelines in the rubric, and how complete your responses are.

  • The Level II exam consists of seven industry-based scenarios - A scenario is a situation where you are given the relevant facts and are asked to define the problem and create a solution.
  • Learners will receive a “Complete” or “Incomplete” grade for each scenario
  • An industry professional will review/grade your exams. Please allow up to two weeks to receive your “Complete” or “Incomplete” grade.
  • If you don't receive a “Complete” grade the first time, you may be eligible to retake the scenario(s) you missed up to two times at no cost. At that time, you will have 30 days to apply for the retake. If you apply for a retake, you will have 30 days to submit your revised scenario solution(s). If you don't resubmit your solution(s) within the 30-day time frame or don't receive a “Complete” grade after two resubmissions, you will be charged a fee ($129 members; $179 nonmembers).
  • You have 60 days to complete the Level II exam. The exam requires significantly more effort. Allow yourself ample time.
  • The Level II exam is open book and can be completed using the resources of your company and your work experience.

Each scenario consists of two parts:

  1. The principles and rubric provide some guidance for the content required in your solution. The principles at the beginning of each scenario are in addition to the General Principles in Section II.
  2. Each scenario presents a problem and requires you to create a detailed solution.


  • Member price: $129
  • Nonmember price: $179


Learner Confidentiality Agreement

All IAPD Certificate Program learners must agree to the following Learner Confidentiality Agreement.

By applying for an IAPD Certificate Program, you indicate you understand, acknowledge and agree to the following:

  • The questions and answers on the exams are the exclusive and confidential property of IAPD.
  • You may not disclose exam questions or answers or discuss any of the content of exam materials with any person, without prior written approval of IAPD.
  • Not to copy or attempt to make copies (written, photocopied, or otherwise) of any exam material, including, without limitation, any exam questions or answers.
  • Not to sell, license, distribute, give away, or obtain from any other source other than IAPD exam materials, questions or answers.
  • Your obligations under this agreement shall continue to be in effect after the examination and, if applicable, after termination of your certificate, regardless of the reason or reasons for termination, and whether such termination is voluntary or involuntary.