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| Section | Weight | Objectives |
|---|---|---|
| Topic 1: Manage Leads and Opportunities | 15 - 20% | - Convert leads to opportunities - Manage opportunity records and sales stages - Create and qualify leads |
| Topic 2: Manage Relationship and Sales Analysis | 10 - 15% | - Use relationship insights - Access sales dashboards and reports - Analyze sales performance data |
| Topic 3: Improve Sales Performance | 10 - 15% | - Manage sales literature and competitors - Configure sales territories - Set and manage sales goals |
| Topic 4: Create a Customer Organizational Structure | 20 - 25% | - Configure security and access levels - Define organizational hierarchies - Manage account and contact records |
| Topic 5: Manage Customer Information | 15 - 20% | - Integrate email and Office applications - Maintain customer records and data quality - Perform data management and lifecycle tasks |
| Topic 6: Manage the Sales Process | 10 - 15% | - Work with product catalog and price lists - Create quotes, orders, and invoices - Configure business process flows |
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