Presales Practice Exam

About Presales
Presales is a process or a set of activities/sales normally carried out before a customer is acquired, though sometimes presales also extends into the period the product or service is delivered to the customer.

The task of a presales person starts from the initial contact phase and often ends once the customer has been acquired i.e. sale is made. In some cases, pre-sales also will provide some initial or post-sale transitional support.


Why is Presales important?
Pre-sales is not about delivering technical closure for a sales opportunity.  The primary focus of presales is always to deliver far more value to the customer during every stage of their sales journey. The value should contribute to the achievement of the customer’s strategic goals. The likelihood of customer renewing or expanding depends on identifying these value-based outcomes for the customer.

Benefits of Pre-Sales
•    Efficiency in the sales process - Pre-sales support brings their technical expertise and thorough understanding of the potential client’s needs to every step of the sales process.
•    Winning new customers - In B2C sales, pre-sales support is essential to educating consumers about the product, service or SAAS offering they are interested in.
•    Consistent client satisfaction - The involvement of pre-sales support in the sales process increases the likelihood of the product or technology being the right fit for the customer, and also streamlines implementation where applicable.

Who should take the Presales Exam?
•    Sales professionals
•    Technical experts
•    Entrepreneurs or Innovators
•    Anyone who wants to assess their pre-sales skills
•    Sales managers and senior executives
•    Pre-sales consultants
•    Professionals working in outsourced companies responsible for pre-sales
•    Any professional with skills and knowledge on pre-sales

Knowledge and Skills required for the Presales

Good negotiation and communication skills empowers candidate for quick success in Presales career.

Presales Practice Exam Objective

Presales exam validates your skills and knowledge in sales forecasting and presales management.

Presales Practice Exam Pre-requisite

There are no prerequisites for the Presales exam.

Presales 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. Pre-Sales Management
6.1 B2B customers and targeting the right person
6.2 Unique Selling Proposition
6.3 Digital Marketing Models
6.4 Bid Planning and Management
6.5 Proposal Writing
6.6 Delighting Customers
6.7 E-Commerce and Social Media
6.8 Buyer-Seller relationship
6.9 Closing Techniques

Exam Format and Information
Certification name – Presales 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