MBA Sales 5

Question 1

What is 'sales velocity' and what four factors determine it?

Accepted Answer

Revenue generated per unit of time, driven by number of opportunities, win rate, deal size, and sales cycle length

Answer

Sales velocity = (Opportunities × Win Rate × Average Deal Size) / Sales Cycle Length, quantifying how fast revenue flows through the pipeline.

Question 2

Which approach does the Challenger Sale methodology argue is most effective for complex B2B sales?

Accepted Answer

Teaching prospects new insights, tailoring the pitch, and taking control of the sale

Answer

The Challenger model, based on CEB research, found that reps who teach, tailor, and take control outperform relationship builders in complex sales environments.

Question 3

In enterprise sales, what is the purpose of a mutual action plan (MAP)?

Accepted Answer

To align buyer and seller on shared milestones, responsibilities, and timelines toward a deal close

Answer

A MAP creates shared accountability by listing every step both parties must complete, making the path to close transparent and collaborative.

Question 4

What does a high 'Sales Accepted Lead' (SAL) to 'Sales Qualified Lead' (SQL) conversion rate indicate?

Accepted Answer

Marketing is generating leads that align well with the sales team's qualification criteria

Answer

A high SAL-to-SQL rate means that leads marketing hands off are genuinely progressing through qualification, indicating strong marketing-sales alignment.

Question 5

Which ethical issue arises when a salesperson overpromises product capabilities to close a deal?

Accepted Answer

It creates expectation gaps that damage customer trust and increase churn

Answer

Overpromising closes the deal but destroys trust when reality falls short, leading to dissatisfied customers, churn, and reputational damage.

MBA - Degree Master of Business Administration Practice Test

MBA - Degree Master of Business Administration Practice Test

MBA Sales 5