The Sales and Marketing Certifications Institute (SMCI) is a non-profit organization and the most prestigious worldwide certification institute in Sales and Marketing. SMCI provides sales and marketing professionals with CSS certification, demonstrating that they have mastered the sales management body of knowledge, committed to SMCI core values and the code of ethics.
CSS Certificate Preparation
If you are studying in order to prepare for the SMCI CSS; SMCI provides a beneficial training sessions for many of the exam questions. SMCI also provide thorough training for the exam modules through its authorized prometric centers and appointed agents worldwide.
SMCI CSS Recertification
Once you have passed an SMCI CSS exam and received your certificate, you will need to stay up to date on developments in sales and marketing practices. To prove you have maintained and updated your sales and marketing management knowledge, SMCI requires that you recertify every 5 years. (please refer to recertification for more info)
- A passing score on the CSS Examination.
- Bachelor Degree in any field or;
- A minimum of two years experience for the CSS in the area of sales and marketing or any other related field.
- A Minimum of 25 hours of sales and marketing management approved training.
The CSS (Certified Sales Strategist) examination is a 3-hour exam, approximately 50-MCQs examination in addition to multiple essay questions.
PART 1: CREATING THE SALES FORCE
- People, Process, Technology, and Performance
PART 2: HIRING THE BEST; TERMINATING THE REST
- Job Descriptions, Candidate Profiles, and Sourcing
- Screening and Selecting
PART 3: TRAINING FOR RESULTS
- Product, Competitor, and Customer Knowledge
- Selling Skills
- Field Coaching and Sales Meetings
PART 4 SALES FORCE COMPENSATION
- Total Salesperson Compensation; The Mix Between Fixed and Performance Pay
- Salary, Commission, and Bonus Plans and Reimbursed Expenses
PART 5: SALES FORCE ORGANIZATION
- Channel Choice and Architecture
- Sizing and Deployment; Time and Territory Management
PART 6: GOAL SETTING
- Sales Forecasting and Planning
PART 7: MOTIVATING SALESPEOPLE
- Recognition, Feeling Important, Challenge and Achievement, and Freedom and Sales Contests
- Personal Growth, Esteem, Belonging, Leadership, and Sales Contests
PART 8: PERFORMANCE MANAGEMENT