MBA Sales 4 — Questions and Answers
Question 1: What does 'anchoring' mean in a sales negotiation context?
- Setting the first price or term to influence the negotiation range (Correct answer)
- Refusing to move from the initial offer
- Matching a competitor's lowest price
- Deferring price discussion until the final meeting
Correct answer: Setting the first price or term to influence the negotiation range
Anchoring leverages cognitive bias—the first number introduced in a negotiation disproportionately influences the final outcome.
Question 2: Which sales forecasting method relies on the probability of closing assigned to each deal in the pipeline?
- Weighted pipeline forecasting (Correct answer)
- Historical trend analysis
- Bottom-up forecasting
- Market potential forecasting
Correct answer: Weighted pipeline forecasting
Weighted pipeline forecasting multiplies each deal's value by its assigned close probability to produce an expected revenue figure.
Question 3: In account-based selling (ABS), what is the primary unit of focus?
- A specific target account treated as a market of one (Correct answer)
- Individual buyer personas across a broad market
- High-volume inbound leads
- Geographic territories
Correct answer: A specific target account treated as a market of one
ABS concentrates resources on a defined set of high-value accounts, customizing outreach and engagement for each as if it were its own market.
Question 4: What is the 'Sandler Pain Funnel' designed to do?
- Help salespeople systematically uncover and deepen a prospect's awareness of their pain (Correct answer)
- Qualify leads based on budget availability
- Automate follow-up sequences after initial contact
- Identify upsell opportunities in existing accounts
Correct answer: Help salespeople systematically uncover and deepen a prospect's awareness of their pain
The Sandler Pain Funnel uses layered questions to move prospects from surface-level problem awareness to emotional recognition of their pain's impact.
Question 5: Which of the following is an example of a lagging sales indicator?
- Closed revenue for the quarter (Correct answer)
- Number of discovery calls scheduled this week
- Proposals currently in review
- Pipeline value added in the last 30 days
Correct answer: Closed revenue for the quarter
Closed revenue is a lagging indicator because it measures outcomes that have already occurred, rather than predicting future performance.
Question 6: A sales rep successfully sells additional products to an existing customer who originally bought a basic package. This is an example of:
- Upselling
- Cross-selling (Correct answer)
- New logo acquisition
- Renewal management
Correct answer: Cross-selling
Cross-selling introduces complementary or additional products to an existing customer, while upselling moves the customer to a higher-tier version of what they already have.
Question 7: Which of the following CRM activities most directly improves sales forecast accuracy?
- Consistently updating deal stages and close dates based on recent buyer activity (Correct answer)
- Logging all inbound marketing leads
- Tracking competitor mentions in prospect notes
- Recording call recordings in the CRM
Correct answer: Consistently updating deal stages and close dates based on recent buyer activity
Forecast accuracy depends on real-time deal data; reps who update stages and close dates based on actual buyer behavior produce the most reliable forecasts.
MBA Sales 4
What does 'anchoring' mean in a sales negotiation context?