Professional Documents
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2013 Sales & Marketing Executives International, Inc. www.smei.org | 312-893-0751 | certification@smei.org
Contents
Sales & Marketing Executives International, Inc. Professional Certification Handbook .............................. 1 Introduction .............................................................................................................................................. 2 What is Professional Certification? ........................................................................................................... 2 Benefits to the Organization ..................................................................................................................... 3 Benefits to the Individual .......................................................................................................................... 4 What Professional Certifications are Available? ....................................................................................... 4 CME - Certified Marketing Executive ................................................................................................ 5 CSE - Certified Sales Executive .......................................................................................................... 6 SCPS SMEI Certified Professional Salesperson ................................................................................... 7 The Certification Process .......................................................................................................................... 7 Ways that Candidates Can Prepare for Their Certification Exam ............................................................. 8 Certification Governance .......................................................................................................................... 8 Implementing Professional Certification in your Organization ................................................................ 9
2013, Sales & Marketing Executives International, Inc. All rights reserved.
Introduction
The SMEI Certification Programs provide you with a tool to enhance your professional development and achieve a designation that signifies your achievement of the highest standard of professionalism in sales and marketing. The members who become CSE, CME, and/or SCPS certified will join other certified members around the world who proudly use their certification designation to show their professional status. They exemplify excellence in the sales and marketing profession through their participation in this program.
Professionalism -- Certification indicates a high level of professionalism to both coworkers and customers, increasing your value in the market place. Leadership -- Certification signifies you are dedicated to continuous improvement of yourself and your staff. Recognition -- Only the top sales and marketing professionals seek certification, indicating that you are a leading sales and marketing professional. Knowledge -- Certification improves your understanding of the most current sales and marketing processes and trends.
Sales & Marketing Executives International (SMEI) is the worldwide organization dedicated to ethical standards, continuing professional development, knowledge sharing, mentoring students and advancing free enterprise. Since no other worldwide executive sales and marketing associations exist, SMEI fills a void by providing a personal and professional community devoted to providing knowledge, growth, leadership and connections between peers in both sales and marketing. With thousands of members around the world, members benefit from both the strength of an international organization and the diversity of its membership contributions. SMEI was founded in New York City in 1935 as a non-profit (non-governmental organization) and has since expanded to include operations in Canada, China, Egypt, Europe, Japan, Mexico, Puerto Rico and Vietnam with members in many other countries. Join SMEI now as a professional member and youll have the advantage of a $200 savings on your CSE or CME certification application fee. Youll also have access to webinars, video libraries and professional discounts. To learn more and apply for membership visit http://www.smei.org
2013, Sales & Marketing Executives International, Inc. All rights reserved.
2013, Sales & Marketing Executives International, Inc. All rights reserved.
CME - Certified Marketing Executive The Certified Marketing Executive program is ideal for professionals who are employed as a marketing officer, marketing manager, marketing director, sales or any individual or company owner responsible for marketing management and who has direct reports. Marketing Educators and Consultants who specialize in marketing management may also apply. The Certified Marketing Executive Certification program will award the coveted "CME" designation which the certified professional can place on their business cards and stationery. (Example: John Q. Roberts, CME). Effective use of the designation on stationary, email signatures and websites is a great way to let your employer, customers, prospects and peers know that you are a true professional and that your business activities are guided by a signed sales & marketing code of ethics.
I strongly recommend SMEI certification. The CME & CSE programs have sharpened my marketing & sales knowledge, and make me more confident in my work environment. SMEI certification creates lasting recognition and a professional image.
Homayoun Khatami, CME, CSE SMEIs CME certification program is designed to ensure that those CEM, PMP, CMC completing the program have successfully demonstrated Account Manager/Energy knowledge and understanding of the core competencies outlined Engineer at CES Engineering Ltd. below. Recognized authorities in sales and marketing were involved in prescribing these competencies, which were in turn approved and adopted by the Certified Marketing & Sales Professionals Association. CME Core Competencies Foundations of Marketing Management Marketing Concepts Strategic Marketing Management Global Marketing Developing Marketing Strategies Analyzing Market Opportunities Market Segmentation and Positioning Implementing Marketing Strategies Product Development and Ethics
Management Designing Pricing Strategies Managing Marketing Channels Managing Integrated Marketing Communications Managing Direct and On-Line Marketing Evaluating Marketing Strategy Professional Skills Legal Technology Communication
2013, Sales & Marketing Executives International, Inc. All rights reserved.
CSE - Certified Sales Executive The Certified Sales Executive program is ideal for professionals who are employed as a sales manager, regional sales manager, sales director, Vice President of sales, Chief Sales Officer or any individual or company owner responsible for sales management and who has direct reports. Sales Educators and Sales Consultants who specialize in sales management may also apply. The Certified Sales Executive Certification program will award the coveted "CSE" designation which the certified professional can place on their business cards and stationery. (Example: John Q. Roberts, CSE) This designation is a great door-opener and conversation starter during prospecting or sales calls. Effective use of the designation on stationary, email signatures and websites is a great way to let your employer, customers, prospects and peers know that you are a true professional and that your business activities are guided by a signed sales & marketing code of ethics. SMEIs CSE certification program is designed to ensure that those completing the program have successfully demonstrated knowledge and understanding of the core competencies outlined below. Recognized authorities in sales and marketing were involved in prescribing these competencies, which were in turn approved and adopted by the Certified Marketing & Sales Professionals Association. The competencies are grouped into knowledge clusters and cover sales management, marketing management, and ethics. CSE Core Competencies Organization and Management Planning, Forecasting and Budgeting Organizing the Sales Force Communication Team Building Motivation and Incentive Management Legal
Personnel Recruiting Sales Training Performance Appraisal Sales and Marketing Foundations of Marketing Strategy Pricing and Trade Practices Integrated Marketing Communications Emerging Channels Sales Technology Ethics
2013, Sales & Marketing Executives International, Inc. All rights reserved.
SCPS SMEI Certified Professional Salesperson The SMEI Certified Professional Salesperson is ideal for professionals who are employed as a sales representative, account manager, distributor representative or any individual or company owner responsible for sales. The SMEI Certified Professional Salesperson program will award the coveted "SCPS" designation which the certified professional can place on their business cards and stationery. (Example: John Q. Roberts, SCPS) This designation is a great door-opener and conversation starter during prospecting or sales calls. Effective use of the designation on stationary, email signatures and websites is a great way to let your employer, customers, prospects and peers know that you are a true professional and that your business activities are guided by a signed sales & marketing code of ethics. SMEIs SCPS certification program is designed to ensure that those completing the program have successfully demonstrated knowledge and understanding of the core competencies outlined below. Recognized authorities in sales and marketing were involved in prescribing these competencies, which were in turn approved and adopted by the Certified Marketing & Sales Professionals Association. SCPS Core Competencies Foundation Skills 1. Segmentation 2. Differentiation & Positioning 3. Self-Knowledge/Professionalism 4. Product/Company Knowledge 5. Communication/Listening Skills 6. Understanding Buyers & Markets Planning 1. Goal Setting 2. Forecasting
3. Understanding Motives and Needs 4. Decision Influencers 5. Features/Benefits Preparation Executing 1. Qualifying Prospects 2. Negotiations 3. Overcoming Objections 4. Closing 5. CRM Ethics
6. Candidates who achieve a minimum passing grade of 75% on the exam will be provided with their applicable certification designation by SMEI 7. Candidates must complete a minimum of 20 hours of professional development in each subsequent year following their certification, apply for renewal and pay the annual renewal fee in order to maintain their designation in good standing.
Certification Governance
The According to standards set by the International Institute for Credentialing Excellence1 Organization, the governance of professional certification must be independent from the administration and marketing of the programs. To that end, SMEI has complied by establishing the Certified Marketing & Sales Professional Association (CMSP)2 as the governing body for its professional certification programs. This governing body is responsible for development and maintenance of the body of knowledge, standards, audit of compliance and other facets of certification governance. SMEI provides the administration and marketing of the programs.
1
More information about the Institute for Credentialing Excellence is available at http://www.credentialingexcellence.org/ 2 More information about CMSP is available at http://www.smei.org/displaycommon.cfm?an=1&subarticlenbr=439
2013, Sales & Marketing Executives International, Inc. All rights reserved.
2013, Sales & Marketing Executives International, Inc. All rights reserved.
For additional information, please contact us at: Phone: 312-893-0751 Website: www.smei.org/certification Facebook: www.facebook.com/smeinternational Email: certification@smei.org
2013, Sales & Marketing Executives International, Inc. All rights reserved.
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