Sales Assessment 5

Question 1

Which closing technique involves summarizing agreed-upon benefits before asking for the order?

Accepted Answer

Summary close

Answer

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?

Accepted Answer

Counter by offering a smaller discount tied to a buyer concession such as expanded scope or faster contract execution

Answer

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?

Accepted Answer

Budget, Authority, Need, Timeline

Answer

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?

Accepted Answer

Analyzing stage-by-stage conversion rates per rep

Answer

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?

Accepted Answer

20 months

Answer

Average customer lifespan equals 1 divided by churn rate; 1 / 0.05 = 20 months.

Sales Practice Test