Sales Assessment 2

Question 1

A prospect says, 'Your price is too high.' Which response best advances the sale?

Accepted Answer

Explore what value they expect at that price point

Answer

Uncovering the value gap lets you reframe ROI rather than automatically discounting.

Question 2

Which metric best measures a salesperson's pipeline health?

Accepted Answer

Weighted pipeline value relative to quota

Answer

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?

Accepted Answer

Needs-payoff

Answer

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?

Accepted Answer

50

Answer

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?

Accepted Answer

They request a detailed implementation timeline

Answer

Asking about implementation indicates the prospect is mentally planning ownership, a strong purchase signal.

Sales Practice Test