Sales Process 5

Question 1

What is 'deal slippage' in sales forecasting?

Accepted Answer

When expected close dates are repeatedly pushed to future periods

Answer

Deal slippage occurs when forecasted deals don't close as expected and their close dates are moved out, harming forecast accuracy.

Question 2

Which question type is most effective for uncovering a prospect's unstated needs?

Accepted Answer

Open-ended questions that invite the prospect to elaborate

Answer

Open-ended questions encourage prospects to share context and concerns they might not volunteer otherwise.

Question 3

What is 'social selling' in the context of a modern sales process?

Accepted Answer

Using social media platforms to research prospects, build relationships, and generate leads

Answer

Social selling leverages platforms like LinkedIn to connect with prospects, share insights, and build credibility before a formal sales conversation.

Question 4

A prospect agrees to all terms but delays signing for two weeks. Which action is most appropriate?

Accepted Answer

Identify if there is a compelling event or deadline that can motivate timely action

Answer

Uncovering a business deadline or consequence tied to inaction creates legitimate urgency without resorting to pressure tactics.

Question 5

What does 'account mapping' help a salesperson do when pursuing a large enterprise deal?

Accepted Answer

Visualize relationships, roles, and influence among stakeholders in the buying organization

Answer

Account mapping reveals the organizational structure and decision-making dynamics so reps can engage the right people effectively.

Sales Practice Test