Sales Process 2

Question 1

Which stage of the sales process involves researching and identifying potential customers who match your ideal buyer profile?

Accepted Answer

Prospecting

Answer

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?

Accepted Answer

Pivot to address implementation timelines and support resources

Answer

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?

Accepted Answer

To understand the prospect's needs, challenges, and goals

Answer

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?

Accepted Answer

The economic buyer or decision-maker

Answer

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?

Accepted Answer

The speed at which revenue moves through the pipeline

Answer

Sales velocity measures how quickly deals progress through the pipeline and generate revenue, combining deal count, value, win rate, and cycle length.

Sales Practice Test

Sales Practice Test

Sales Process 2