Sales Assessment 4

Question 1

Which of the following is a lagging indicator of sales performance?

Accepted Answer

Closed-won revenue for the quarter

Answer

Closed-won revenue reflects results already achieved; it lags the activities that drove those outcomes.

Question 2

A prospect agrees to every point during negotiation without pushback. What risk does this signal?

Accepted Answer

The prospect may lack authority to actually approve the purchase

Answer

Zero resistance often means the contact has no real decision-making power and is not the economic buyer.

Question 3

What does 'MEDDIC' stand for in enterprise sales qualification?

Accepted Answer

Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, Champion

Answer

MEDDIC is a qualification framework ensuring reps understand the financial case, buyer map, and internal champion.

Question 4

A territory manager wants to increase revenue without adding headcount. Which approach has the highest leverage?

Accepted Answer

Expanding wallet share in existing accounts through upsell and cross-sell

Answer

Existing customers have lower acquisition cost and higher trust, making upsell and cross-sell the most capital-efficient growth lever.

Question 5

Which element of a value proposition directly addresses competitive differentiation?

Accepted Answer

Unique value statement explaining why you vs. alternatives

Answer

The unique value statement explicitly articulates what you offer that competitors cannot, closing the differentiation gap.

Sales Practice Test