Epicor Kinetic

Sales Exam Guide

Everything you need to know to

prepare for your certification exam
 Kinetic Sales Certification Exam Guide

Target Achiever Profile

This exam is designed to target the skills and abilities required to earn a Kinetic Sales Certification.
Passing this exam validates the expertise required to operate, support, or consult on the Kinetic sales
features. The earner is certified to manage an efficient sales cycle using quoting, sales, and customer
relationship management features. The certification also demonstrates the ability to define settings
that impact effective analysis for case calls, leads, marketing activities, and profit margins.

Exam Details:
• An online – remote proctored exam
• Content: 80 questions multiple choice
• Passing score: 75%
• Estimated time to complete: 120 minutes
• Registration fee: USD $250; Retake fee: USD $175
• References: No hard-copy or online materials may be referenced during the exam
• Prerequisites: None required; virtual training attendance highly recommended
• You may use the following site if you need translation help
(https://translate.google.com/) Please remember that this is a closed book test; you may not
use any other sites or resources. If you visit any other sites while taking this exam, it will
result in a Rules Violation from our vendor, and it will be deemed a FAIL on this test.

Exam Registration Info:

1. Login to Epicor Learning Center.
2. Navigate to Certifications > Certification Registration.
3. Search for and select the desired exam.
4. Select “Assign to me” or “Assign to others”.
5. Please note that each Certification Exam has an associated fee
a. In the case of a failed exam, each exam retake will be billed at the listed price
b. Exam retakes, you may register 14 days after the original exam attempt.
6. If you have not previously done so, download the RPNow Secure Testing Browser.
7. If you have already downloaded the RPNow Secure Testing Browser, simply open the
application from your desktop.
8. Once the RPNow Secure Testing Browser is open, the system will ask for an Exam Token to
verify the Certification Exam you wish to attempt.
Copy and paste the Exam Token displayed on the registration page of Epicor Learning Center.
9. Before you begin your exam, ensure your testing environment and testing behavior comply
with the Epicor Learning exam rules in the Certification Program Guide.
10. You are now ready to begin your exam, good luck!

2 August 2023
 Kinetic Sales Certification Exam Guide

Exam Rules
Exams are designed to be challenging and to ensure participants can apply their knowledge to reality-
based scenarios. All exam questions align to content concepts outlined in the Exam Guide, but as it is
knowledge applied, there will not be a 1:1 tie back to a statement in a course. For each closed-book,
independent exam, you must respect the following rules:

Your Environment:
• Be in a private, well-lit room.
• Have a working webcam.
• Clear your workspace of all paper.
• Clear your workspace of any training documents or reference materials.
• No other person can enter the room during the duration of the exam.
• The room should be as quiet as possible— sounds such as music are not permitted.
• When prompted, perform a 360-degree scan of your environment to ensure that your
workspace and exam area comply with all of the rules. Use care, take your time and ensure
you are scanning all aspects, the desk, surrounding area, walls, etc.
You Must:
• Download and launch all exams in the PSI Secure Browser (RPNow).
• Have a valid photo Identification Card —Military IDs and credit cards are not allowed.
• Complete the exam in one sitting.
• Stay in the room and within the webcam view at all times.
You are permitted to:
• Use VPN Software during the exam.
• Use GoogleTM or BaiduTM translation sites during an exam.
Absolutely No:
• You may not take notes or use pens, paper, or electronic devices of any type throughout the
exam.
• Electronic devices are not allowed during the duration of the exam—no headset, earbuds,
phones, tablets, etc.
• You are expressly prohibited from copying or replicating questions or answers in any way, to
include but not limited to screen captures, photos, oral transcriptions, or any form of digital
export.
• No additional technology can be used during the exam, including but not limited to: cell
phones, tablets, multiple monitors, and additional cameras are not allowed during the
duration of the exam.
• Email, browser navigation, and internal communication applications are not allowed during
the duration of the exam.

3 August 2023
 Kinetic Sales Certification Exam Guide

Exam Topic Area Objectives & Recommended Courses

All exams assess knowledge applied with questions referencing the noted topic areas. We recommend
using available resources to build skillset and knowledge, including Hands On, Classic Embedded
Education, Video Courses, Live Virtual Training, Knowledge on Demand, Guided Learning, Online Help,
User Guides and Technical Reference Guides.

Content Areas:
Topic Exam Weight
Quote Management 25%
Order Management 25%
Customer Relationship Management 20%
Case Management 10%
Price List Maintenance 10%
Tasks and Task Set Maintenance 10%

Topic Area and Related Objectives Recommended Training Resources

Epicor Certification is designed to be flexible; you decide your training path. Whether you need to learn a
little or a lot, we’ve got you covered. Each Certification is divided into Topics and Categories
(Understanding, Setting Up, Using), and each topic has recommended training courses. We have coded
all courses and created agendas and roles that align.

• If you are new to this Certification Topic and want to work through the entire program, your admin
can assign you to the desired Certification Role. All the recommended content will be assigned, with
individual agendas for each topic. Certification roles use the following naming convention
“Certification: <Exam Name>”
• If you want focus on one Certification Topic within an Exam, you can search for and complete just
that agenda. All agendas use the following naming convention “Certification: <Topic Name>”
• If you just want to refresh one or two concepts, use the Catalog > Course Search – and filter by Role,
you can further refine this with Category and Subcategory. Note – you must select Category before
you can select Sub Cat.
• To find help articles in Kinetic, launch the Help and Support Panel by selecting the Question icon on
the left toolbar. Go to the Search for a solution.... field and enter terms from the help articles listed
in this exam guide.

4 August 2023
 Kinetic Sales Certification Exam Guide

Quote Management

Understanding Video Courses:

• Understand different ways to assign a Sales price • Getting Started with Quotes
• Identify and use various Quote Entry cards and • Entering a Make-To-Order Quote
fields • Entering an Engineer-to-Order Quote
Setting Up • Entering Quotes in Dealer Portal
• Understand how to set up taxes for Quotes Hands-On:
• Perform the related maintenance program setup • Hands-On - Quote Management
and company configuration settings for the • Hands-On - Order Management
Quote Management module • Hands-On - Shipping and Receiving
Using Kinetic Help Articles
• Understand and use Quote Markup functionality • Setting Up Companies in Company
• Create quotes using several business case Configuration
scenarios including make-to-stock, make-to- • Calculating Quote Unit Cost
order, and engineer-to-order • Entering Quotes
• Add miscellaneous charges • Engineering Quotes
• Retrieve and modify manufacturing details on a • Understanding Sales Kits
quote • Setting Up Sales Kits
• Use the Quote Worksheet to determine selling • Printing Quote Form
prices based on a markup percentage • Understanding Quotes
• Tracking Quotes
• Printing the Opportunity/Quote
Worksheet Report
• Tracking Quotes of the Customer
• Entering Customer Records

Order Management

Understanding Video Courses:

• Understand fulfillment and ready to process • Using the Order Job Wizard
• Understand Get Shipments • Creating a Sales Order
• Understand Demand Management Hands-On:
Setting Up • Hands-On - Order Management
• Set up related maintenance programs and • Hands-On – Inventory Allocations
company configuration Kinetic Help Articles
Using • Setting Up Companies in Company
• Enter and identify different types of sales orders Configuration
including a quick sales order, sales order with • Calculating Taxes for a Sales Orders
multiple releases, a customer part cross- • Creating Sales Order from Quote
reference sales order, etc. • Creating Order Line from Quote
• Use the Order Job Wizard to link jobs to sales • Using Order Job Wizard
order lines • Using Get Shipments in AR Invoice Entry

5 August 2023
 Kinetic Sales Certification Exam Guide

• Pull quote lines into a sales order • Understanding Pricing and Discounting
• Ship and invoice a sales order • Getting Started with Sales Orders
• Use the pricing and discounting features and • Creating Sales Orders
functionality in Kinetic • Entering Additional Order Details
• Use the applicable reports and trackers • Tracking the Order Information of a
Customer
• Entering Customer Records
• Entering Customer Shipments
• Using Customer Part Cross Reference
• Reviewing Available to Promise
• Tracking Available to Promise Parts
• Understanding Sales Kitting
• Generating the Sales Gross Margin
Report
• Generating the Sales Analysis Report
• Generating the Sales Order Backlog
Report
• Generating the Sales Order Pick List
Report
• Generating the Scheduled Shipments
Report
• Printing the Sales Order
Acknowledgement
• Working with the Sales Order Tracker
• Creating Demand Contracts
• Creating and Processing Demands
• Creating New Demand Entry
• Creating a New Demand Schedule
• Processing a Schedule
• Generating the Demand Review Report
• Generating the Demand to Sales Order
Net Change Report
• Adjusting Demand
• Closing a Demand Contract

Customer Relationship Management

Understanding Video Courses:

• Learn about auto matching • Creating a Marketing Campaign Using
Setting Up Customer Relationship Management
• Configure CRM module options • Adding a New Customer in Customer
• Use CRM maintenance programs Maintenance

6 August 2023
 Kinetic Sales Certification Exam Guide

• Define marketing campaigns and events • Introducing Mobile CRM

Using • Setting Up Mobile CRM on Your Device
• Generate, export, and import marketing lists for • Locating and Updating Customers On-
marketing events the-Go with Mobile CRM
• Manage the sales process by establishing quotas • From Opportunity to Order on Mobile
and realigning territories CRM
• Define tasks related to the quote-to-order Kinetic Help Articles
process using tasks and task sets • Setting Up Companies in Company
• Use CRM to accurately generate, track, and Configuration
analyze leads and marketing activities • Adding Person Contacts
• Track the history of a sale from the initial lead, • Creating a Work Force Person Record
opportunity, or quote to order • Creating Role Codes
• Adding a Sales Region
• Adding Person Contacts
• Entering a competitor
• Using Sales Territory Maintenance
• Creating Industry Class Types
• Creating Marketing Campaign
• Entering Marketing Advertisements
• Creating Marketing Activity Types
• Creating Marketing Lists to Collect
Contact Information
• Getting Started with Customer
Relationship Management
• Creating Task Sets for Work Staff
• Creating a Task
• Entering a Quota for a Salesperson
• Using Sales Territory Maintenance
• Using Salesperson Workbench
• Using the Salesperson Workbench
Tracker
• Using the Salesperson Pipeline
• Entering Quotes
• Entering CRM Calls
• Creating Call Types
• Entering Customer Records
• Importing Customers and Contact
Records
• Managing Task Lists
• Tracking Customer Contacts
• Tracking Customers
• Working with Sale Order Tracker

7 August 2023
 Kinetic Sales Certification Exam Guide

• Managing your Profile and Activities

Case Management

Understanding Kinetic Help Articles

• Getting started with Case Management • Setting Up Companies in Company
Setting Up Configuration
• Configure Case Management module options • Managing Password Policy
• Use Case Management maintenance programs • Creating Role Codes
Using • Creating a Work Force Person Record
• Create and resolve a Case Management case • Establishing Workflow Stages
• Update tasks associated with a Case • Creating Cases
Management case • Raising a Case for a Sales Order
• Assign topics to a Case Management case • Entering Additional Case Information
• Use the Task List and Knowledge Base Inquiry to • Using Workflow Group Entry
search and view data • Creating a Task
• Creating Task Sets for Work Staff
• Getting Started with Workflow Group
• Creating Topics and Sub-Topics for
Cases
• Creating a Reason Code
• Managing Task Lists
• Using Knowledge Base Inquiry

Price List Maintenance

Understanding Kinetic Help Articles

• Understand price breaks and discounting • Setting Up Companies in Company
features Configuration
Setting Up • Understanding Pricing and Discounting
• Add product groups and price breaks • Importing and Exporting Price Lists
• Add a new price list • Using Price List Inquiry
• Add price lists to warehouse and customers • Setting Up Price Lists
Using • Setting Up Price Groups
• Add a new part to the price list and create • Adding a Currency Record
quantity breaks • Setting Up Product Groups
• Working with price groups • Creating a Part
• Working with price lists and foreign currency • Entering Customer Record

8 August 2023
 Kinetic Sales Certification Exam Guide

Task and Task Maintenance

Understanding Kinetic Help Articles

• Explore tasks and task sets • Setting Up Companies in Company
• Understand milestones Configuration
Setting Up • Adding Task Type Records
• Set up tasks and task sets • Creating a Task
• Classify task types by function • Creating Task Status Codes
Using • Creating Task Set for Work Staff
• Assign a task to a quote process • Managing Task Lists
• Manage task lists • Establishing Workflow Stages

About Epicor
We’re here for the hard-working businesses that keep the world turning. They’re the companies who make, deliver, and sell the
things we all need. They trust Epicor to help them do business better. Their industries are our industries, and we understand
them better than anyone. By working hand-in-hand with our customers, we get to know their business almost as well as they do.
Our innovative solution sets are carefully curated to fit their needs and built to respond flexibly to their fast-changing reality. We
accelerate every customer’s ambitions, whether to grow and transform, or simply become more productive and effective. That’s
what makes us the essential partners for the world’s most essential businesses. Visit epicor.com

The contents of this document are for informational purposes only and are subject to change without notice. Epicor Software Corporation makes
no guarantee, representations, or warranties with regard to the enclosed information and specifically disclaims, to the full extent of the law, any
applicable implied warranties, such as fitness for a particular purpose, merchantability, satisfactory quality, or reasonable skill and care. This
document and its contents, including the viewpoints, testimonials, dates, and functional content expressed herein are believed to be accurate as
of its date of publication August 2023. Use of Epicor products and services are subject to a master customer or similar agreement. Usage of the
solution(s) described in this document with other Epicor software or third-party products may require the purchase of licenses for such other
products. Epicor, the Epicor logo, and Epicor Learning Center are trademarks or registered trademarks of Epicor Software Corporation in the
United States, and in certain other countries and/or the EU. Copyright © 2023 Epicor Software Corporation. All rights reserved.

9 August 2023