B2B Sales Manager

Real-Time Assessment

2024

The aim of this assessment is to gauge the applicant’s proficiency in the skills and competencies required for the role of a B2B Sales Manager at Regent Business School.

You have 30 minutes to complete this assessment. Please provide your answers in a clear and concise manner. The assessment is worth 42 marks in total.

Instructions:

1. Ensure you have a stable internet connection

2. Read each question carefully.

3. Answer all questions

4. Time Management: Allocate your time wisely to ensure you can answer all sections.

5. Specific Examples: Where applicable, use specific examples to support your answers.

6. Use real-world examples where applicable.

7. Do not use external help.

SECTION 1: MULTIPLE CHOICE QUESTIONS (8 marks)

1. When conducting market research, it is important to….. (1 mark)*

Only focus on current market trends

Analyse competitors and sales strategy efficiency

Ignore customer feedback

Solely rely on historical data

2. Which strategy is most effective in identifying new B2B clients? (1 mark)*

Focusing solely on large corporations

Using a broad, undefined market approach

Targeting specific industries based on research

Limiting the search to current customer recommendations

3. Preparing sales forecasts involves…. (1 mark)*

Guesswork and assumptions

Relying only on historical data

Analysing market trends and performance metrics

Copying competitor’s forecasts

4. For a B2B manager, what does brand image and positioning primarily involve? (1 mark)*

Personal branding of the manager

Creating a compelling price structure

Developing a consistent and appealing business identity

Focusing exclusively on product quality

5. An advertising model in which advertisers bid on keywords or phrases relevant to their target market, with sponsored/paid search engine listing to drive traffic to a website is called: (1 mark)*

Search engine optimisation

Contextual advertising

Digital asset optimisation

Pay per click

SECTION 2: TECHNICAL QUESTIONS (15 marks)

1. Describe how you would manage and develop a B2B sales team in alignment with best practices. (5 marks)*

2. Explain how you would manage and enhance relationships with existing customers while exploring new client leads. (5 marks)*

3. Describe how you would approach a local government client differently from a corporate client. [5 marks]*

SECTION 3: TECHNICAL QUESTIONS (20 marks)

1. Describe how you would manage and oversee the daily operations of the B2B sales and support departments at Regent Business School. Include aspects of team management, performance metrics, and solution delivery. (10 marks)

2. Develop a brief B2B sales strategy for Regent Business School focusing on local government clients. Include key steps and justifications for each. (10 marks)

Full Name*

Email Address*

Acknowledgement: By submitting this assessment, you consent to the collection, processing, and storage of your personal information for the purpose(s) of this application