CASE Online Course

Become an association sales secret weapon

Every salesperson wants an inside track to quality relationships and leads. Discover how PCMA’s CASE Online Course can help you build long-term relationships with key association executives. And, spend less time running through your pipeline.

What is CASE?

The Certified Association Sales Executive 10 module online course is an interactive, self-paced, certificate course that fills your knowledge gaps, builds your business acumen and teaches you how to become an association mastermind. Discover how to anticipate the needs of your clients and be perceived as a partner, not just a vendor.

  • Improve Sales Skills

    Enhance your ability to sell meeting products and services to key decision makers

  • Practice The Process

    Familiarize yourself with issues and obstacles involved in the interaction

  • Stay Current

    Learn how to identify trends in the association marketplace.

  • Build Brand Loyalty

    Amplify your ability to develop long-term relationships for you and your organization.

Member Price

$ 695

annual license

  • Includes online course exam and review
  • Professional Meeting Management® 6th Edition relevant chapters
  • Principles of Association Management 4th Edition textbook
  • 4.5 CEUs
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Non-Member Price

$ 795

annual license

  • Includes online course exam and review
  • Professional Meeting Management® 6th Edition relevant chapters
  • The Principles of Association Management 4th Edition textbook
  • 4.5 CEUs
BUY NOW

Haga clic aquí para comprar este curso en español.

What’s Included?

  • Each of the first 9 modules features a self-assessment quiz to test your knowledge and ensure you have retained the course material
  • Modules 2-10 lead you through the steps to build an effective Account Plan for a client of your choosing; through research exercises and a SWOT Analysis you’ll identify opportunities on how you can best partner with your customers in the future
  • The course culminates with you presenting your strategic solutions to your target client and then guides you through a goal setting exercise you can apply to your future endeavors
  • After completing all ten modules, you’ll earn a CASE® certificate and 70 Clock hours

Course Details

This module is designed to enable the learner to:

  • Explore the history and origins of associations and learn the differences between trade associations, professional associations, affinity groups and federations.
  • Identify how associations determine their governance structures in order to meet the needs of their members.
  • Gain knowledge about staff roles within associations and how staff interacts with volunteer members.

This module is designed to enable the learner to:

  • Differentiate between associations and businesses.
    • You will grasp the differences between associations and businesses, by exploring the relationships between associations and their members.
  • Simplify association organization charts.
    • You will identify the basic functional areas in associations and the role of staff, volunteers, and boards.
  • Examine the association decision processes.
    • You will comprehend the “who’s”, “how’s”, and “why’s” of association decision-making and the expectations that associations decision-makers have in working with vendors.

This module is designed to enable the learner to:

  • Review the tools employed by associations to access the marketplace.
  • Recognize the importance of marketing to an association’s success.
  • Identify the critical steps in the strategic planning process.
  • Examine how associations build viable strategies that lead to business innovation.
This module is designed to enable the learner to:
  • Trace the history of events. Discover how communication and commerce functions are served by events and how they have evolved over time.
  • Examine the adult learner. Explore the process by which adults receive, internalize, retain and apply information for long-term benefits and the importance of understanding different learning styles in setting up a user-friendly learning environment.
  • Gauge how events create value. Identify the relationship between events and the value they provide to associations and their members.

Additional Information

Questions? Learn more by reading the CASE FAQs.

Disclaimer: The CASE program is a certificate program owned and managed by PCMA.  It has been established to develop skills related to association sales and relationship building.  It is an honorary designation and may not be used to imply that you or your organization is certified or accredited.

Need more time? Please contact education@pcma.org to request an extension.

Want more information?

Rebecca SchingelCASE Online Course