Practice Test Geeks(CSE) Certified Sales Engineer Practice Test
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Pre-Sales Discovery & Requirements Flashcards

7 cards from real CSE practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.

Read the first 7 Pre-Sales Discovery & Requirements flashcards as text

  1. During a discovery call, a prospect mentions they are 'evaluating options' without sharing specifics. What is the best next step?

    Answer: Use open-ended questions to uncover their evaluation criteria and timeline

    Open-ended questions help surface underlying motivations, criteria, and urgency the prospect hasn't yet articulated.

  2. What does 'BANT' stand for in the context of sales qualification?

    Answer: Budget, Authority, Need, Timeline

    BANT (Budget, Authority, Need, Timeline) is a classic framework for qualifying whether a prospect is a viable sales opportunity.

  3. A Sales Engineer receives an RFP with 200 requirements. Which action should be prioritized first?

    Answer: Identify which requirements are mandatory versus nice-to-have

    Differentiating mandatory (must-have) from optional requirements lets the SE focus effort where it will most affect the win.

  4. Which discovery technique involves mapping a prospect's current workflow step-by-step to identify inefficiencies?

    Answer: Process mapping

    Process mapping visually documents each step in a workflow, making pain points and bottlenecks immediately visible.

  5. A champion within a prospect organization is best described as:

    Answer: An internal advocate who sells your solution internally on your behalf

    A champion is an internal ally who believes in your solution and actively promotes it to other stakeholders inside their organization.

  6. When a prospect says 'We just need to check the box on this evaluation,' what risk does this signal?

    Answer: A competitor may already be the preferred vendor

    A 'check the box' evaluation often means the prospect has a preferred vendor and is conducting a perfunctory RFP for compliance or optics.

  7. What is the primary purpose of a discovery questionnaire sent before an initial call?

    Answer: To pre-qualify the prospect and maximize call time on high-value topics

    Pre-call questionnaires surface basic context so discovery time is spent on deeper, more strategic conversations rather than background data collection.