Sales Assessment 5 — Questions and Answers
Question 1: Which closing technique involves summarizing agreed-upon benefits before asking for the order?
- Assumptive close
- Summary close (Correct answer)
- Urgency close
- Alternative close
Correct answer: Summary close
The summary close recaps the value points the prospect accepted, reinforcing buy-in before requesting commitment.
Question 2: A rep is asked to cut price by 15% with no concession from the buyer. What is the best negotiation response?
- Agree immediately to save the deal
- Decline and walk away from the deal
- Counter by offering a smaller discount tied to a buyer concession such as expanded scope or faster contract execution (Correct answer)
- Escalate to the VP of Sales to decide
Correct answer: Counter by offering a smaller discount tied to a buyer concession such as expanded scope or faster contract execution
Trading concessions maintains deal value and sets a healthy precedent that price moves require something in return.
Question 3: What does 'BANT' stand for in sales qualification?
- Business, Authority, Need, Timeline
- Budget, Authority, Need, Timeline (Correct answer)
- Buyer, Alignment, Negotiation, Terms
- Budget, Accounts, Negotiation, Tactics
Correct answer: Budget, Authority, Need, Timeline
BANT assesses whether a prospect has the Budget, decision Authority, a confirmed Need, and a buying Timeline.
Question 4: Which CRM activity most directly helps a sales manager coach individual reps?
- Reviewing total pipeline dollar value by territory
- Analyzing stage-by-stage conversion rates per rep (Correct answer)
- Tracking company-wide win rates
- Monitoring website traffic from sales outreach
Correct answer: Analyzing stage-by-stage conversion rates per rep
Per-rep stage conversion data pinpoints exactly where in the process each rep loses deals, enabling targeted coaching.
Question 5: A SaaS company has a 5% monthly churn rate. Approximately how many months will the average customer stay?
- 5 months
- 10 months
- 20 months (Correct answer)
- 50 months
Correct answer: 20 months
Average customer lifespan equals 1 divided by churn rate; 1 / 0.05 = 20 months.
Question 6: In a complex B2B sale, who is typically the 'economic buyer'?
- The procurement specialist who processes purchase orders
- The end user who will operate the product daily
- The executive with final budget authority and financial accountability for the decision (Correct answer)
- The IT manager who evaluates technical fit
Correct answer: The executive with final budget authority and financial accountability for the decision
The economic buyer owns the budget and will be held accountable for the ROI of the decision, making their approval essential.
Question 7: What is the risk of relying solely on 'gut feel' rather than data when assessing deal probability?
- It speeds up forecasting but reduces accuracy
- It leads to overconfident forecasts and quota misses when patterns are not recognized (Correct answer)
- It is preferred by most sales managers for its flexibility
- It eliminates the need for CRM updates
Correct answer: It leads to overconfident forecasts and quota misses when patterns are not recognized
Intuition-based forecasting is subject to optimism bias and ignores historical stage-conversion patterns, reducing forecast accuracy.
Sales Assessment 5
Which closing technique involves summarizing agreed-upon benefits before asking for the order?