Industrial Sales Practice Exam

About Industrial Sales
Industrial sales or B2B sales is a touch business due to the inherent nature of industrial sales. Industrial sales is used for bulk products or larger machines which are generally high in value or high in quantity. Typical example of industrial sales includes selling machinery to manufacturing companies or selling a large amount of raw material to chemical companies etc.

Naturally, because of the huge exposure and dependency on the product of industrial sales, the risk rises. If a manufacturing company is buying the manufacturing machines from a vendor, and the machine does not work, the company will suffer huge losses. If there is repeated breakdown in the machinery, that will stop work too. Therefore, there are many considerations which a company takes while buying industrial products. Because of these factors at play, industrial sales becomes difficult and it is very different from B2C sales.

Why is Industrial Sales important?
Sales play a key role in the building of loyalty and trust between customer and business. Trust and loyalty are the main reasons why a customer would choose to recommend your company to a friend or family member or write a great review of your product or service online.

Industrial sales is used for bulk products or larger machines which are generally high in value or high in quantity. Typical example of industrial sales includes selling machinery to manufacturing companies or selling a large amount of raw material to chemical companies etc.

Who should take the Industrial Sales Exam?
•    Sales professionals
•    Business owners or Entrepreneurs
•    Anyone who wants to assess their selling skills
•    B2B or industrial Sales managers and senior executives
•    Sales consultants
•    Any professional with skills and knowledge on sales

Knowledge and Skills required for the Industrial Sales Practice Exam

Candidate should have good knowledge in sales planning, forecasting and sales management including prospecting, objection handling and sales closing

Industrial Sales Practice Exam Objectives

Industrial Sales exam focuses on assessing your selling skills specifically to the industrial customers by assessing prospecting, objection handling and sales closing.

Industrial Sales Practice Exam Pre-requisite

There are no prerequisites for the Industrial Sales exam. Candidate should be well versed  in sales management and industrial sales to clear the exam.


Industrial 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. Industrial Sales Management
6.1 Industrial Products
6.2 Consumer Targeting
6.3 Unique Selling Proposition
6.4 Digital Marketing Models
6.5 Delighting Customers
6.6 E-Commerce and Social Media
6.7 Buyer-Seller relationship
6.8 Closing Techniques

Exam Format and Information
Certification name – Industrial 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