MBA Sales 4

Question 1

What does 'anchoring' mean in a sales negotiation context?

Accepted Answer

Setting the first price or term to influence the negotiation range

Answer

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?

Accepted Answer

Weighted pipeline forecasting

Answer

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?

Accepted Answer

A specific target account treated as a market of one

Answer

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?

Accepted Answer

Help salespeople systematically uncover and deepen a prospect's awareness of their pain

Answer

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?

Accepted Answer

Closed revenue for the quarter

Answer

Closed revenue is a lagging indicator because it measures outcomes that have already occurred, rather than predicting future performance.

MBA - Degree Master of Business Administration Practice Test

MBA - Degree Master of Business Administration Practice Test

MBA Sales 4