Definition

sales certification

A sales certification is a designation given to a channel professional once he or she has gained an amount of expertise that a vendor considers necessary to sell a given product.

Different from a technical certification, which confirms a partner's knowledge of more granular concepts related to deployment, implementation, configuration and troubleshooting, a sales certification usually serves to demonstrate sufficient knowledge of a given product, including an understanding of the technology's "value-add" for the customer and awareness of the cross-selling and up-selling opportunities related to the product.

Sales certifications may have varying levels, and many vendors provide in-person or online training that help partners to become properly certified.

Sales certifications often allow partners to receive higher margins and benefits from vendors.

This was last updated in September 2010
Posted by: Margaret Rouse

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