Institutional Sales Practice Exam

About Institutional Sales
Institutional sales mean all those sales which are done to institutions. Institutions have their own captive audience or dedicated customers e.g. School ,college canteens or stores run by famous chains like Fast track or WHSmith, Canteen Stores Deptt et al.
Institutions buy in bulk and this bulk purchasing power helps them negotiate competitive prices from sellers.

Why is Institutional 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.

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

Knowledge and Skills required for the Institutional Sales Practice Exam

Skills needed to excel in institutional sales includes communication and negotiation skills as well as sales planning and management skills.

Institutional Sales Practice Exam Objectives

Institutional Sales exam focuses on assessing your selling skills and knowledge in sales management for institutional clients of the organization.

Institutional Sales Practice Exam Pre-requisite

There are no prerequisites for the Institutional Sales exam.

Institutional 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. Institutional Sales Management
6.1 Institutional Products and Services
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 – Institutional 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