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Table of Contents

Lead Story

Banks underserve the underbanked - AFS providers step in

Patti Murphy
ProScribes Inc.

News

Industry Update

EMV push could force operators to nix pay-at-the-pump

GoPago on merchant acquisition roll

Busy month for the SCA

PCI SSC turns attention to ATM security

Features

What's in a positioning concept?

Research Rundown

ISOMetrics:
Signs of optimism in small business sector

Selling Prepaid

Prepaid in brief

Passbook affirms bar code payments

How to reach Hispanics with prepaid

Views

Revolution underway in merchant underwriting

Brandes Elitch
CrossCheck Inc.

Get ready for 21st century shopping

Rick Berry
ABC Mobile Pay Inc.

Education

Street SmartsSM:
The song and dance of reputation building

Jeff Fortney
Clearent LLC

Avoid the price pitfall, sell on fairness

Steve Norell
US Merchant Services Inc.

Legal disputes: Head them off at the pass

Adam Atlas
Attorney at Law

New Products

Military grade mobile device

Juno T41
BlueStar Inc.

Digital loyalty has a spot

SpotOn
SpotOn

Inspiration

Own it, solve it, move on

Departments

10 Years ago in The Green Sheet

Forum

Resource Guide

Datebook

Skyscraper Ad

The Green Sheet Online Edition

October 08, 2012  •  Issue 12:10:01

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Forum

Credentials, please

I have been reading your online ezine for many years on and off - even before you were online - and remember you writing a book for sales reps and people in this field on how the whole industry works and how to be successful at it. Do you still have that book or an updated version for today's sales force and industry changes?

Also, I would like to know if there is a national training/certification company/agency that new and seasoned reps can go to get further training and have some credentials - other than their companies' training - to walk into a merchant and talk to them.

Shawn Jones
Advocate Merchant Solutions Inc.

Shawn,

The book you referred to is either Good Selling!SM or Good Selling!SM 2 by Paul H. Green. They have not been updated recently but nevertheless contain considerable information that is still useful to the feet on the street in the payments industry. Both are available - free of charge - in PDF format on our website's book reviews page, www.greensheet.com/publications.php?flag=book_reviews.

For up-to-date information, The Green Sheet, a semimonthly magazine, and our quarterly publication, GSQ, help readers stay abreast of new developments and trends in the industry, as well as enhance their sales and business skills. And for reference, both publications are archived online dating to 1995 and 1999, respectively. Go to our publications page, www.greensheet.com/publications.php, to peruse specific issues or feature categories, or use the Fast Finder search engine found on the upper left-hand side of our home page, www.greensheet.com.

It will locate what you type into the search field and then provide a list of articles containing the exact word or phrase you entered. You will also be given the option to search for more than one term at a time. It's like having an encyclopedia of payments at your fingertips.

Regarding national training and certification. The Electronic Transactions Association created the Certified Payments Professional (CPP) program specifically for that purpose. Periodic tests are held throughout the United States, and those who pass are awarded the CPP designation. A study guide is provided for those who sign up for the exam. Further information is available at the ETA's website, www.electran.org.

Other training resources that come to mind include:

These aren't the only resources available, but they should go a long way toward helping you and your colleagues obtain the comprehensive professional education and resultant recognition you desire.

Editor

Positively POS-itivity!

We received the following note from CardWare International regarding "A POS for Main Street merchants," a new product story published in The Green Sheet, Sept. 24, 2012, issue 12:09:02:

"There seems to have been a misprint on the info sheet we provided to you about CardWare's POS-itivity! The name/logo should have a hyphen after POS, (POS-itivity!) and the domain name is also with a hyphen and no exclamation point: pos-itivity.com. Is there any way you can print a correction in your next issue clarifying this?"

In addition to providing the correct information on this page, we've also revised the online version of the story in the magazine. We wish CardWare the best of luck with POS-itivity!

Notice to readers: These are archived articles. Contact names or information may be out of date. We regret any inconvenience.

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