Sales Process 2 — Questions and Answers
Question 1: Which stage of the sales process involves researching and identifying potential customers who match your ideal buyer profile?
- Closing
- Prospecting (Correct answer)
- Onboarding
- Upselling
Correct answer: Prospecting
Prospecting is the foundational stage where salespeople identify and research leads who fit the target customer profile.
Question 2: A salesperson discovers mid-presentation that the prospect's main concern is implementation time, not price. What should they do?
- Continue the planned presentation unchanged
- Pivot to address implementation timelines and support resources (Correct answer)
- End the meeting and reschedule
- Immediately offer a discount to compensate
Correct answer: Pivot to address implementation timelines and support resources
Adapting the presentation to the prospect's actual concern demonstrates active listening and increases the chance of closing.
Question 3: What is the primary purpose of a discovery call in the sales process?
- To deliver a product demo
- To understand the prospect's needs, challenges, and goals (Correct answer)
- To negotiate contract terms
- To collect payment information
Correct answer: To understand the prospect's needs, challenges, and goals
Discovery calls are designed to gather information about the prospect so the salesperson can tailor their solution accordingly.
Question 4: In a multi-stakeholder B2B sale, which person is typically most important to identify early in the process?
- The end user
- The IT administrator
- The economic buyer or decision-maker (Correct answer)
- The procurement officer
Correct answer: The economic buyer or decision-maker
The economic buyer controls the budget and has final authority, making them critical to identify and engage early.
Question 5: What does 'sales velocity' measure in a sales process?
- How fast a rep types proposals
- The speed at which revenue moves through the pipeline (Correct answer)
- The number of cold calls made per hour
- Customer satisfaction scores
Correct answer: The speed at which revenue moves through the pipeline
Sales velocity measures how quickly deals progress through the pipeline and generate revenue, combining deal count, value, win rate, and cycle length.
Question 6: A prospect says, 'We need to think about it.' Which follow-up approach is most effective?
- Send a generic follow-up email one week later
- Ask what specific concerns remain and set a defined next step (Correct answer)
- Assume they are not interested and move on
- Offer an immediate discount without asking questions
Correct answer: Ask what specific concerns remain and set a defined next step
Uncovering the underlying concern and agreeing on a clear next step keeps the deal alive and moves it forward.
Question 7: Which sales methodology focuses on identifying Pain, Authority, Need, and Timeline before advancing a deal?
- SPIN Selling
- Challenger Sale
- BANT (Correct answer)
- MEDDIC
Correct answer: BANT
BANT (Budget, Authority, Need, Timeline) is a qualification framework used to assess whether a prospect is worth pursuing.
Sales Process 2
Which stage of the sales process involves researching and identifying potential customers who match your ideal buyer profile?