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| Section | Weight | Objectives |
|---|---|---|
| Lead and Opportunity Management | 8%-12% | - Revenue scheduling and sales stages - Opportunity creation and buying center - Lead distribution and qualification |
| Visit Planning and Execution | <8% | - Activity planning and scheduling - Visit surveys and follow-up tasks |
| Implementation Basics and Fine Tuning | 8%-12% | - Fine-tuning timeline and dependencies - Tailoring standard settings - Configuration and administration tasks |
| Territory Management | <8% | - Territory determination rules - Territory hierarchy setup |
| Account and Contact Management | <8% | - Account groups and relationships - Contact data maintenance |
| Workflow and Notifications | <8% | - Workflow conditions and actions - Notification process setup |
| Personalization and Extensibility | <8% | - Custom business objects - Mashups and custom fields |
| User Management | 8%-12% | - User creation and maintenance - Access control management - Business roles and access rights |
| Sales Planning and Forecasting | <8% | - Forecast creation and submission - Sales target dimension setup |
| Product and Pricing | 8%-12% | - Internal and external pricing determination - Pricing components configuration - Trigger pricing in sales documents |
| Reporting and Analytics | 8%-12% | - Excel integration with reports - Custom report components - Interactive dashboards |
| Data Migration and Integration | >12% | - Data migration templates and workbench - Pre-packaged integration scenarios - Troubleshooting migration issues |
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