Selling Strategy Practice Exam

About Selling Strategy
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.

A sales strategy allows you to address the needs of customers at every stage. Assisting a new customer requires a different approach than helping current customers. New customers need education about the product features and functionality, while existing customers mostly need assistance or technical support.

Why is Selling Strategy 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.

An effective sales strategy creates a competitive advantage
•    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 Selling Strategy 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
•    Students

Knowledge and Skills required for the Selling Strategy

Specific skills are needed to excel in career of selling strategy which includes analytical bent of mind and quick learning skills.

Selling Strategy Practice Exam Objectives

Selling Strategy exam focuses on assessing your skills and knowledge in prospecting, objection handling and closing.

Selling Strategy Practice Exam Pre-requisite

There are no prerequisites for the Selling Strategy exam.

Selling Strategy Certification Course Outline

1. Sales Strategy
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 – Selling Strategy 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