Sales Department Processes Practice Exam

About Sales Department Processes
A sale determines that the seller provides the buyer with a good or service in exchange for a specific amount of money or specified assets. To complete a sale, both the buyer and the seller have to be considered to be competent enough to make the transaction. They also have to be in agreement regarding the specific terms of the sale.

A sales process is a set of repeatable steps that a sales person takes to take a prospective buyer from the early stage of awareness to a closed sale.

Typically, a sales process consists of 5-7 steps: Prospecting, Preparation, Approach, Presentation, Handling objections, Closing, and Follow-up.

Why Sales Department is Processes important?
It's sales people who generate revenue when they sell a product or service. That, in turn, allows a company to pay its numerous expenses and keep growing. As it grows, it can attract more talent, reach into new markets, and generate even more revenue thanks to the sales team.
The following are the benefits of sales
•    Realizes Organizational Objectives: Sales management is practised to attain the pre-defined organizational goals or objectives which can be increasing profitability, customer satisfaction, market acquisition, and so on.
•    Manages Sales Force: The sales team includes personnel performing various sales-related tasks; the activities of the sales force are hence monitored and regulated through sales management.
•    Better Planning: Planning is an essential function of sales management; it includes the formulation of goals, strategies, programmes and budget.
•    Sales Maximization: It also helps the management in setting sales target, which are though higher than the previous goals but are possibly attainable.

Who should take the Sales Department Processes Exam?
•    Sales professionals
•    Business owners
•    Entrepreneurs
•    Innovators
•    Anyone who wants to assess their sales skills
•    Sales managers and senior executives
•    Sales consultants
•    Anyone interested in sales

Knowledge and Skills required for the Sales Department Processes

Critical thinking and good communication skills helps candidate to gain quick success for career in sales department processes.

Sales Department Processes Practice Exam Objectives

Sales Department Processes exam focuses on assessing your skills and knowledge in prospecting, objection handling and closing.

Sales Department Processes Practice Exam Pre-requisite

There are no prerequisites for the Sales Department Processes exam.

Sales Department Processes 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. Sales Forecasting
4.1 Analyzing Market Potential
4.2 Market Indexes
4.3 Sales Potential and Sales Forecasting
4.4 Sales Forecasting Methods
4.5 Qualitative Forecasting Methods
4.6 Moving Average Method
4.7 Regression Analysis
4.8 Econometric Model Building and Simulation
4.9 Converting Industry Forecast to Company Sales Forecast

5. Functions of Salesperson
5.1 The Effective Sales Executive
5.2 Nature of Sales Management Positions
5.3 Position Guide-Sales Manager
5.4 Functions Of The Sales Executive
5.5 Qualities of Effective Sales Executives
5.6 Relations with Top Management
5.7 Relations with Managers of Other Marketing Activities

6. Types of Sales Organisation Structure
6.1 Basic Types of Sales Organizational Structures
6.2 Functional Sales Organization
6.3 Committee Sales Organization
6.4 Field Organization of the Sales Department
6.5 Centralization versus Decentralization in Sales Force Management
6.6 Schemes For Dividing Line Authority in the Sales Organization
6.7 Dividing Line Authority on More than One Basis

7. Concept of Sales Territory
7.1 Sales Territories    
7.2 The Sales Territory Concept    

8. Marketing Channel
8.1 The Nature of Marketing Channels
8.2 Types of Intermediaries
8.3 Contemporary Channel Scenario in India
8.4 Firms Go in for Non-traditional Channel Arrangement
8.5 Firms Embrace Non store Retailing
8.6 Direct Selling/Home Selling
8.7 Multi-level Marketing (MLM)
8.8 Network Marketing
8.9 Independent Direct Selling Outfits

9. Marketing Intermediaries
9.1 Objectives of Marketing Intermediaries    
9.2 Channel Objectives Differ from Firm to Firm; Consequently, their Channel Designs Differ    

10. Physical Distribution Concepts and Objective
10.1 Physical Distribution, Marketing Logistics, and Supply Chain Management
10.2 The Physical Distribution Concept
10.3 Supply Chain Management (SCM)
10.4 Materials Management
10.5 A Promising Area for Cost Reduction

11. Transportation    
11.1 Assessment of the Transportation Requirement
    
12. Warehousing
12.1 Designing a Warehousing System
12.2 Improving Warehousing Effectiveness

Exam Format and Information
Certification name – Sales Department Processes 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