Sales Assessment 2 — Questions and Answers
Question 1: A prospect says, 'Your price is too high.' Which response best advances the sale?
- Immediately offer a discount
- Ask what budget they had in mind
- Explore what value they expect at that price point (Correct answer)
- Explain all the features included
Correct answer: Explore what value they expect at that price point
Uncovering the value gap lets you reframe ROI rather than automatically discounting.
Question 2: Which metric best measures a salesperson's pipeline health?
- Number of cold calls made per week
- Weighted pipeline value relative to quota (Correct answer)
- Total number of open opportunities
- Average deal size
Correct answer: Weighted pipeline value relative to quota
Weighting pipeline by close probability gives a realistic forecast of revenue relative to target.
Question 3: In a SPIN Selling framework, what does the 'N' stand for?
- Needs-payoff (Correct answer)
- Negotiation
- Next steps
- Net benefit
Correct answer: Needs-payoff
Need-payoff questions help prospects articulate the value of solving the problem, creating urgency.
Question 4: A sales rep has a 20% close rate and needs 10 closed deals per month. How many qualified opportunities must enter the pipeline monthly?
- 20
- 40
- 50 (Correct answer)
- 100
Correct answer: 50
Dividing 10 desired closes by 0.20 close rate requires 50 qualified opportunities.
Question 5: Which buying signal most strongly indicates a prospect is ready to purchase?
- They ask for a product brochure
- They request a detailed implementation timeline (Correct answer)
- They open your email twice
- They connect with you on LinkedIn
Correct answer: They request a detailed implementation timeline
Asking about implementation indicates the prospect is mentally planning ownership, a strong purchase signal.
Question 6: What is 'sandbagging' in a sales context?
- Overestimating pipeline to impress management
- Deliberately understating forecast to make quota easier to beat (Correct answer)
- Rushing deals to close before quarter end
- Padding expense reports
Correct answer: Deliberately understating forecast to make quota easier to beat
Sandbagging means holding back known wins so the rep appears to exceed quota by a comfortable margin.
Question 7: During a discovery call, a rep talks 70% of the time and the prospect talks 30%. What should the rep do differently?
- Send a follow-up email with more information
- Ask more open-ended questions to increase prospect talk time (Correct answer)
- Use slides to keep the conversation structured
- Speed up the pitch to cover more ground
Correct answer: Ask more open-ended questions to increase prospect talk time
Best-practice discovery targets roughly 30/70 rep-to-prospect talk ratio; open questions drive prospect engagement.
Sales Assessment 2
A prospect says, 'Your price is too high.' Which response best advances the sale?