The International Casual Furnishings Association has developed a sales training program to help improve the skills and professionalism of its members. The program consists of three training DVDs and three tests. Upon successful completion of the the student will be awarded a certificate and lapel pin. The course is available to both members of ICFA as well as non-members. Non-members may wish to join ICFA to take advantage of the member pricing as well as all the other ICFA member benefits.

If you would like to participate in this sales training program, Michele Morris at the ICFA at (336) 881-1001 will provide more information and guide you through registration.

  • Three levels – Basic, Advanced and Master, with a DVD provided for each
  • Led by sales trainer Greg Welsh with the Welsh Sales Group
  • Online testing at each level – 20 multiple choice or true/false questions
  • Certificate and lapel pin from awarded by the ICFA upon successful completion


  • ICFA Members - Individual DVDs - $99
  • Advanced & Master Level DVD Package - $198
  • Basic, Advanced & Master DVD Package - $297
  • Non-Members - Individual DVDs - $795
  • On-Line Tests - $15 for each level – ICFA Member

Level I Basic Topics Include:

Level II Advanced Topics Include:

Level III Master Topics Include:

Professional Behavior

Team Behavior

Sales Performance

Basics of Customer Service

Strategies to Maximize Performance

Four Steps to a Sale

Managing Our Attitude and Planning for Future Success

Setting Goals, Objectives and Initiatives

Handling Difficult Opening Scenarios

Sales Techniques for Telephone and Internet

Identifying Common Shopping Profiles

Advanced Technique for Building Value

Handling Complex Objections

Creating Customer Opportunities from Alternative Sources

Reading and Responding to Consumer Body Language

Narrative Selling and Adding On to the Sales

Price Resistance and Price Negotiation

The Science of Customer Follow-Up

How to Stay Mentally Healthy as a Sales Professional


To order DVDs or sign up for any of the tests in the table above, click on the OPTIONS tab. After signing up for a test, you will receive a license number. Please click LOGIN to register and begin the test.