Sales Customer Relationship 2

Question 1

A long-term client suddenly reduces their order volume by 60%. What is the BEST first step a salesperson should take?

Accepted Answer

Schedule a meeting to understand the underlying reason

Answer

Understanding the root cause is essential before offering solutions, as the issue may be budget, competition, or dissatisfaction.

Question 2

Which metric BEST measures the overall strength of a customer relationship over time?

Accepted Answer

Customer Lifetime Value (CLV)

Answer

CLV captures the total projected revenue from a customer, reflecting loyalty, repeat business, and relationship depth.

Question 3

A prospect says, 'We already work with your competitor and are happy.' How should a salesperson respond?

Accepted Answer

Ask what they value most about that relationship

Answer

Asking what they value reveals gaps your solution might fill and shows genuine interest rather than a hard sell.

Question 4

What is the primary purpose of a post-sale follow-up call?

Accepted Answer

To ensure customer satisfaction and address any early concerns

Answer

Post-sale follow-up confirms value delivery, builds trust, and catches issues before they become churn risks.

Question 5

In consultative selling, the salesperson's primary role during the relationship-building phase is to:

Accepted Answer

Act as a trusted advisor by understanding business needs

Answer

Consultative selling centers on understanding customer problems deeply before recommending solutions.

Sales Practice Test