CTC Sales Strategy & Pipeline Management 2 — Questions and Answers
Question 1: A travel consultant notices a prospect has opened their proposal email three times but hasn't responded. What is the most appropriate next step?
- Send an immediate follow-up email referencing the opens
- Wait two more weeks before any contact
- Make a personalized phone call referencing the proposal details (Correct answer)
- Remove them from the pipeline as uninterested
Correct answer: Make a personalized phone call referencing the proposal details
A phone call referencing the proposal shows attentiveness and gives the prospect a direct channel to ask questions without feeling tracked.
Question 2: Which metric best indicates the health of a travel consultant's sales pipeline?
- Total number of leads contacted this month
- Average deal size multiplied by number of active opportunities (Correct answer)
- Number of social media followers gained
- Total hours spent on client calls
Correct answer: Average deal size multiplied by number of active opportunities
Weighted pipeline value (average deal size × active opportunities) gives the clearest picture of potential revenue in the pipeline.
Question 3: A client requests a group tour quote for 45 people but has a budget far below typical pricing. The best sales approach is to:
- Decline immediately to avoid wasting time
- Present a scaled-down itinerary that fits their budget while showing upgrades (Correct answer)
- Quote full price and offer no alternatives
- Refer them to a competitor without further engagement
Correct answer: Present a scaled-down itinerary that fits their budget while showing upgrades
Presenting a budget-aligned option with visible upgrades preserves the relationship and opens the door to upselling once trust is established.
Question 4: In a CRM system, what does 'pipeline stage progression rate' measure?
- How fast an agent answers client emails
- The percentage of prospects moving forward from one sales stage to the next (Correct answer)
- Total revenue closed in a quarter
- Number of new leads added each week
Correct answer: The percentage of prospects moving forward from one sales stage to the next
Stage progression rate shows how effectively a consultant converts prospects through each step of the sales funnel.
Question 5: A travel consultant is managing 60 active leads simultaneously. Which strategy best prevents leads from going cold?
- Contact all 60 leads daily
- Segment leads by priority and set automated follow-up reminders (Correct answer)
- Focus only on the top 5 leads and ignore the rest
- Send one mass email to all leads weekly
Correct answer: Segment leads by priority and set automated follow-up reminders
Segmenting by priority and using CRM reminders ensures timely, relevant follow-up without overwhelming the consultant.
Question 6: When qualifying a corporate travel account, which factor is most critical to assess first?
- The client's preferred airline loyalty program
- Annual travel spend and decision-making authority (Correct answer)
- Whether the client has traveled internationally before
- The number of employees at the company
Correct answer: Annual travel spend and decision-making authority
Annual travel spend determines account profitability and decision-making authority confirms you are speaking with the right contact.
Question 7: A consultant's closing ratio drops from 40% to 22% over a quarter. The first step in diagnosing the issue should be to:
- Immediately discount all future quotes by 15%
- Review at which pipeline stage prospects are most commonly dropping off (Correct answer)
- Stop accepting new leads until ratios improve
- Change the CRM software to a different platform
Correct answer: Review at which pipeline stage prospects are most commonly dropping off
Identifying the stage with the highest drop-off rate pinpoints where the sales process is breaking down before prescribing solutions.
CTC Sales Strategy & Pipeline Management 2
A travel consultant notices a prospect has opened their proposal email three times but hasn't responded.
What is the most appropriate next step?