Sales Strategies Practice Exam

About Sales Strategies
A sales strategy is defined as a documented plan for positioning and selling your product or service to qualified buyers in a way that differentiates your solution from your competitors. Sales strategies are meant to provide clear objectives and guidance to your sales organization.

Sales strategies are meant to provide clear objectives and guidance to your sales organization. They typically include key information like growth goals, KPIs, buyer personas, sales processes, team structure, competitive analysis, product positioning, and specific selling methodologies.

Most of these guidelines are helpful for communicating goals and keeping your sales reps on the same page. Where most sales strategies fall short, however, is that they’re too focused on the internal workings of your organization. The actual skills needed to have winning conversations with buyers—along with the messages reps need to be successful—are merely an afterthought.

When you boil it down, the goal of every sales strategy is to make sure your salespeople hit their quota, right? And it’s the messaging element— what salespeople say, do and write in order to create perceived value—that wins or loses the deal.

Why is Sales Strategies important?
A sales strategy is fundamentally the most vital requirement of an organization in order to sell its products and gain profits. This strategy is usually formulated by the aforesaid sales team. But for a strategy to be derived, the manager of the team has to provide insights and essentially indulge in the activity.

Sales strategy is important as it provides
•    A sales strategy allows you to address the needs of customers at every stage.
•    A sales strategy improves the ROI of your sales team.
•    A sales strategy enables you to hire the right people.
•    Increased closing ratio by knowing clients hot buttons.
•    Improved client loyalty by understanding needs.
•    Shorten the sales cycle with outside recommendations.
•    Outsell competitors by offering the best solution.

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

Knowledge and Skills required for the Sales Strategies

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

Sales Strategies Practice Exam Objectives

Sales Strategies exam focuses on assessing your skills and knowledge in sales forecasting and strategies.

Sales Strategies Practice Exam Pre-requisite

There are no prerequisites for the Sales Strategies exam.

Sales Strategies Certification Course Outline

1. Sales Strategies
1.1 What is Strategy
1.2 Strategic Management Processes
1.3 Environmental Analysis
1.4 Pestle Analysis
1.5 SWOT Analysis
1.6 Value Chain Analysis
1.7 Competitor Analysis
1.8 Demand Estimation
1.9 Sales Planning

2. Theories of Selling
2.1  “Right Set of Circumstances” Theory Of Selling
2.2  “Buying Formula” Theory of Selling
2.3  “Behavioral Equation” Theory

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 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. 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. Sales Management
6.1 Sales Budget
6.2 Sales Territories    
6.3 Building Customer Loyalty
6.4 Marketing Channels and Intermediaries
6.5 Physical Distribution, Marketing Logistics, and Supply Chain Management

Exam Format and Information
Certification name – Sales Strategies 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