Cross Sell Practice Exam

About Cross Sell
Cross-selling involves selling related, supplementary products or services based on the customer’s interest in, or purchase of, one of your company’s products.

The objective of cross-selling can be either to increase the income derived from the client or to protect the relationship with the client or clients. The approach to the process of cross-selling can be varied.

In practice, large businesses usually combine cross-selling and up-selling techniques to increase revenue.

Cross-selling and upselling are two distinct practices that involve approaching existing customers and convincing them to purchase additional products or services. In the case of upselling, your goal is to sell a more expensive, more advanced product to the customer than they had planned by conveying its added benefits.

Examples of cross-selling include:  
•    A sales representative at an electronics retailer suggests that the customer purchasing a digital camera also buy a memory card.
•    The cashier at a fast-food restaurant asks a customer, “Would you like fries with that?”
•    The check-out form at an ecommerce site prompts the customer to add a popular related product or a required accessory not included in the product being purchased.
•    A new car dealer suggests the car buyer add a cargo liner or other after-market product when making the initial vehicle purchase.
•    A clothing retailer displays a complete outfit so the shopper sees how pieces fit together and buys all the pieces instead of just one.
Cross Sell has gained immense popularity across the globe resulting in huge demand for certified professionals.

Why is Cross Sell important?
Benefits of Cross-selling for organization are
•    Increases conversion rates of customers
•    Offers convenience and flexibility to customers
•    Balances the relationship between new and existing customers
•    Generates lead and convert them into loyal customers
•    Helps, improve customer service
•    Promotes innovation
•    Discourages churn and improves customer loyalty and experience

Certified Cross Sell professionals, executives and managers are in high demand in companies across the globe.

Important Concepts for Cross Sell Practice Exam

• Prospecting, Objection Handling and Closing
• Sales Forecasting
• Sales Management
• Cross Selling
• Creating the buyer journey
• Using customer data

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

Cross Sell Practice Exam Objectives

Cross Sell exam focuses on assessing your skills and knowledge in making cross-selling.

Cross Sell Practice Exam Pre-requisite

There are no prerequisites for the Cross Sell exam. Candidate should be well versed  in cross-selling to clear the exam.

Cross Sell 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. Functions of Salesperson
3.1 The Effective Sales Executive
3.2 Nature of Sales Management Positions
3.3 Position Guide-Sales Manager
3.4 Functions Of The Sales Executive
3.5 Qualities of Effective Sales Executives
3.6 Relations with Top Management
3.7 Relations with Managers of Other Marketing Activities

4. Sales Forecasting
4.1 Market Potential
4.2 Sales Potential and Sales Forecasting
4.3 Sales Forecasting Methods
4.4 Qualitative Forecasting Methods
4.5 Projection of Past Sales
4.6 Moving Average Method
4.7 Regression Analysis
4.8 Econometric Model Building and Simulation

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. Cross Selling
6.1 What is Cross Selling
6.2 Cross-selling versus upselling
6.3 Benefits and Value of cross-selling
6.4 Understanding the customer
6.5 Quantifying customer potential
6.6 Maximizing revenue opportunities
6.7 Creating the buyer journey
6.8 Using customer data

Exam Format and Information
Certification name – Cross Sell 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