B2B Sales Practice Exam

About B2B Sales
B2B sales expand to business-to-business sales and refer to sales of products and services being done directly to other businesses by a company. It is usually larger as compared to a B2C (business-to-consumer) sale.

B2B sales is usually classified as   
•    Supply sales, supplier consumables for business process like purchase of office supplies for the whole office
•    Distribution sales – Distributor sells to retailers or other smaller businesses.

B2B social selling is also gaining prominence with rise of social media and social networks like LinkedIn, Twitter, and Instagram for searching prospects. B2B sales persons are needed to harness the ongoing online and social media selling momentum. Companies have gained immensely by deploying B2B sales strategies.

B2B Sales has gained immense popularity across the globe resulting in huge demand for certified professionals.

Why is B2B Sales important?
Due to the recent trends of WFH (work from home) and gig economy, B2B is gaining traction across the sales function of companies.
Corporate buyers are accessing internet for their requirements and B2B sales is the promising department for a company to focus on, to tap this opportunity.

B2B Sales has shown tremendous growth especially during the pandemic and is the focus for economy rejuvenation. B2B sales professionals are in great demand by companies across the globe. B2B customers are looking for suitable solutions, to be catered to.

Certified B2B Sales professionals, executives and managers are in high demand in companies across the globe.

Important Concepts for B2B Sales Practice Exam

• Theories of Selling
• Prospecting, Objection Handling and Closing
• Sales Management
• B2B Sales Management
  

Who should take the B2B Sales Exam?
•    Sales professionals
•    Sales managers and senior executives
•    Business owners
•    Anyone who wants to assess B2B Sales skills
•    Entrepreneurs

B2B Sales Practice Exam Objectives

B2B Sales exam focuses on assessing your skills and knowledge in selling to business clients under B2B arrangement.

B2B Sales Practice Exam Pre-requisite

There are no prerequisites for the B2B Sales exam. Candidate should be well versed  in B2B Sales to clear the exam.

B2B Sales Certification Course Outline

1. Theories of Selling
1.1  “Right Set of Circumstances” Theory Of Selling
1.2  “Buying Formula” Theory of Selling
1.3  “Behavioral Equation” Theory

2. Prospecting, Objection Handling and Closing
2.1 Prospecting
2.2 Formulating Prospect Definitions
2.3 Searching out Potential Accounts
2.4 Sales Resistance
2.5 Closing Sales

3. Sales Forecasting
3.1 Market Potential
3.2 Sales Potential and Sales Forecasting
3.3 Sales Forecasting Methods
3.4 Qualitative Forecasting Methods
3.5 Projection of Past Sales
3.6 Moving Average Method
3.7 Regression Analysis
3.8 Econometric Model Building and Simulation

4. Functions of Salesperson
4.1 The Effective Sales Executive
4.2 Nature of Sales Management Positions
4.3 Position Guide-Sales Manager
4.4 Functions Of The Sales Executive
4.5 Qualities of Effective Sales Executives
4.6 Relations with Top Management
4.7 Relations with Managers of Other Marketing Activities

5. Sales Management
5.1 Sales Budget
5.2 Sales Territories    
5.3 Building Customer Loyalty
5.4 Marketing Channels and Intermediaries
5.5 Physical Distribution, Marketing Logistics, and Supply Chain Management

6. B2B Sales Management
6.1 B2B customers and targeting the right person
6.2 Unique Selling Proposition
6.3 Digital Marketing Models
6.4 Delighting Customers
6.5 E-Commerce and Social Media
6.6 Buyer-Seller relationship
6.7 Closing Techniques



Exam Format and Information
Certification name – B2B Sales
Exam duration – 60 minutes
Exam type - Multiple Choice Questions
Eligibility / pre-requisite - None
Exam language - English
Exam format - Online
Passing score - 25
Exam Fees  - INR 1199