MBA Sales 2 — Questions and Answers
Question 1: A salesperson uses the SPIN selling technique. What does the 'N' in SPIN stand for?
- Need-payoff (Correct answer)
- Negotiation
- Nurturing
- Next steps
Correct answer: Need-payoff
SPIN stands for Situation, Problem, Implication, and Need-payoff questions, a framework developed by Neil Rackham.
Question 2: Which pricing strategy involves setting a high initial price and gradually lowering it over time?
- Price skimming (Correct answer)
- Penetration pricing
- Value-based pricing
- Competitive pricing
Correct answer: Price skimming
Price skimming captures maximum revenue from early adopters before lowering prices to attract more price-sensitive customers.
Question 3: In a B2B sales context, what is a 'champion' in the buying organization?
- An internal advocate who promotes your solution to decision-makers (Correct answer)
- The executive with final purchase authority
- The procurement officer managing the RFP
- A competitor's top sales rep
Correct answer: An internal advocate who promotes your solution to decision-makers
A champion is an internal stakeholder who believes in your solution and actively advocates for it within the buying organization.
Question 4: Which sales compensation model best aligns salesperson incentives with long-term customer retention?
- Commission tied to customer lifetime value (Correct answer)
- One-time commission on initial sale
- Flat salary with no variable pay
- Commission on gross revenue only
Correct answer: Commission tied to customer lifetime value
Tying commissions to customer lifetime value incentivizes salespeople to focus on customer success and retention rather than just closing deals.
Question 5: A sales team consistently loses deals in the final stage. What is the most likely root cause?
- Failure to uncover or address key objections early in the process (Correct answer)
- Insufficient prospecting volume
- Poor initial cold outreach messaging
- Weak social media presence
Correct answer: Failure to uncover or address key objections early in the process
Late-stage deal losses typically indicate unresolved objections or concerns that were not surfaced and addressed during earlier sales stages.
Question 6: What is the primary purpose of a sales pipeline review meeting?
- To assess deal health, identify risks, and coach reps on advancing opportunities (Correct answer)
- To celebrate recently closed deals
- To assign new leads to sales representatives
- To review marketing campaign performance
Correct answer: To assess deal health, identify risks, and coach reps on advancing opportunities
Pipeline reviews help sales managers evaluate the health of current opportunities, forecast accurately, and coach reps on next steps.
Question 7: Which concept describes a salesperson's ability to understand and share the feelings of a prospect?
- Empathy (Correct answer)
- Assertiveness
- Persuasion
- Mirroring
Correct answer: Empathy
Empathy in sales allows salespeople to genuinely understand a prospect's pain points and emotional drivers, building deeper trust.
MBA Sales 2
A salesperson uses the SPIN selling technique.
What does the 'N' in SPIN stand for?