Concept Sales Practice Exam

About Concept Sales
Concept selling is the phrasing of unique selling propositions as a story that customers can easily relate to as opposed to technical details. This can be applied to marketing and sales of products, services and assets.

Concept selling refers to raising awareness of the benefits or USPs (Unique Selling Points) of a company’s products and services after understanding the requirements of the target customers. Such a method of selling is bound to gain the prospects’ attention as the salesperson or marketing campaign is communicating an idea that they can relate to and identify with. For example, life insurance agents often sell their products by creating a concept or story around them.

The salesperson has to go through a few steps before the final sale is made. These involve educating the prospects about the concept, convincing them about the benefits of the product, explaining its features, defining the return on investment involved and finally selling.
Such a method is usually beneficial in the marketing of innovative and new products. Here, its role is to educate the prospective customers and using product benefits and USPs to create a need. It involves the selling of benefits more than selling the features as a part of providing solutions to customers.

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

Steps Involved in Using a Conceptual Sales Approach
•    Gathering information from the client
•    Answer the prospect’s questions and provide detailed information about the product or service.
•    Obtain a commitment from the prospect

Why is Concept Sales important?
Using a conceptual selling approach offers numerous benefits, including:
•    Allows the sales representative to get to know the customer at a deeper level and focus on achieving results
•    Draws attention away from pricing to deter the customer from going to a lower-priced competitor
•    Offers a way to stand out from the competition
•    Makes it easier for sales professionals to determine early on which customers will bring in the most revenue while costing the least to nurture

Concept Sales certified professionals, executives and managers are in high demand in companies across the globe.

Important Concepts for Concept Sales Practice Exam

• Theories of Selling
• Personal Selling Process
• Prospecting, Objection Handling and Closing
• Functions of Salesperson
• Concept Selling
  
  

Who should take the Concept Sales Exam?
•    Sales professionals
•    Business owners
•    Entrepreneurs
•    Innovators
•    Anyone who wants to assess their sales skills
•    Sales managers and senior executives
•    Sales consultants
•    Professionals working in outsourced companies responsible for sales

Concept Sales Practice Exam Objectives

Concept Sales exam focuses on assessing your skills and knowledge in concepts and application of sales techniques.

Concept Sales Practice Exam Pre-requisite

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

Concept 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. Personal Selling Process
2.1 Personal Selling Process
2.2 Steps in Personal Selling Process
2.3 Mistakes in Sales

3. Prospecting, Objection Handling and Closing
3.1 Prospecting
3.2 Formulating Prospect Definitions
3.3 Searching out Potential Accounts
3.4 Sales Resistance
3.5 Closing Sales

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. Concept Sales Basics
5.1 What is Concept Selling
5.2 Concept Selling Benefits
5.3 Customer Needs
5.4 Customer Feedback and Reviews
5.5 Listening
5.6 Creating Concepts

Exam Format and Information
Certification name – Concept Sales Certification
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