eSkill Sales Skills and Techniques

Question 1

What is the main purpose of asking open-ended questions during a sales conversation?

Accepted Answer

To encourage the customer to share needs and information

Answer

Open-ended questions invite detailed answers, which helps the salesperson uncover the customer's needs and priorities.

Question 2

A prospect says, "Your product is too expensive." Which response is the best first step?

Accepted Answer

Acknowledge the concern and ask what they are comparing the price to

Answer

Acknowledging the concern and asking questions shows what is behind the objection, so you can respond with value instead of giving up margin.

Question 3

Which of the following is a customer BENEFIT rather than a product feature?

Accepted Answer

The tool saves your team five hours of manual work each week

Answer

A benefit describes what the feature does for the customer, here time saved. The other options describe features of the product.

Question 4

A salesperson says, "Shall I set up the delivery for Monday or Tuesday?" instead of asking whether the customer wants to buy. Which closing technique is this?

Accepted Answer

Assumptive close

Answer

An assumptive close treats the purchase as already decided and moves on to the details.

Question 5

In the BANT lead-qualification framework, what do the letters stand for?

Accepted Answer

Budget, Authority, Need, Timeline

Answer

BANT checks whether a lead has the Budget, the Authority to decide, a genuine Need and a Timeline for buying.

eSkill - eSkill Assessment Test Practice Test

eSkill - eSkill Assessment Test Practice Test

eSkill Sales Skills and Techniques