SALES MANAGEMENT CERTIFICATION EXAM
COMPREHENSIVE STUDY GUIDE 2026
◉ Automating tasks.
Answer: Let's salespeople manage time wisely
◉ AI in sales.
Answer: Replicates problem-solving and predicts outcomes
◉ Sales tech categories.
Answer: - SFA
- AI
- social media (not payment systems)
◉ Tech stack.
Answer: Combination of digital sales tools
◉ Managers role and adoption.
Answer: - reporting
- forecasting
- training
, ◉ Salespeople role and adoption.
Answer: - qualifying leads
- daily CRM use
◉ To encourage tech use.
Answer: positive framing (not limiting access)
◉ Set clear expectations for....
Answer: CRM data and reporting
◉ Track sales data to....
Answer: Support decisions
◉ Quantitative data.
Answer: Numbers from surveys, experiments
◉ Big data.
Answer: Velocity = speed of receiving/processing data
◉ Types.
Answer: - Descriptive (what)
COMPREHENSIVE STUDY GUIDE 2026
◉ Automating tasks.
Answer: Let's salespeople manage time wisely
◉ AI in sales.
Answer: Replicates problem-solving and predicts outcomes
◉ Sales tech categories.
Answer: - SFA
- AI
- social media (not payment systems)
◉ Tech stack.
Answer: Combination of digital sales tools
◉ Managers role and adoption.
Answer: - reporting
- forecasting
- training
, ◉ Salespeople role and adoption.
Answer: - qualifying leads
- daily CRM use
◉ To encourage tech use.
Answer: positive framing (not limiting access)
◉ Set clear expectations for....
Answer: CRM data and reporting
◉ Track sales data to....
Answer: Support decisions
◉ Quantitative data.
Answer: Numbers from surveys, experiments
◉ Big data.
Answer: Velocity = speed of receiving/processing data
◉ Types.
Answer: - Descriptive (what)
