Sales Sales Fundamentals 2 — Questions and Answers
Question 1: What is the primary goal of a discovery call in B2B sales?
- Close the deal immediately
- Understand the prospect's needs and pain points (Correct answer)
- Deliver a product demo
- Negotiate pricing terms
Correct answer: Understand the prospect's needs and pain points
A discovery call aims to uncover the prospect's challenges, goals, and fit before advancing the sales process.
Question 2: Which metric measures the percentage of leads that convert into paying customers?
- Average deal size
- Customer lifetime value
- Conversion rate (Correct answer)
- Sales velocity
Correct answer: Conversion rate
Conversion rate is the ratio of leads that become customers, used to evaluate sales funnel efficiency.
Question 3: In the BANT framework, what does the 'A' stand for?
- Attitude
- Authority (Correct answer)
- Availability
- Awareness
Correct answer: Authority
BANT stands for Budget, Authority, Need, and Timeline — 'A' refers to whether the contact has decision-making authority.
Question 4: A salesperson who focuses on helping customers solve problems rather than pushing products is using which approach?
- Transactional selling
- Hard selling
- Consultative selling (Correct answer)
- Aggressive closing
Correct answer: Consultative selling
Consultative selling positions the salesperson as an advisor who tailors solutions to the customer's specific needs.
Question 5: What does 'pipeline management' refer to in sales?
- Managing plumbing contracts
- Tracking and advancing deals through each stage of the sales process (Correct answer)
- Hiring and training salespeople
- Setting annual revenue targets
Correct answer: Tracking and advancing deals through each stage of the sales process
Pipeline management involves monitoring all active opportunities and taking action to move them toward a close.
Question 6: Which type of question is MOST effective for uncovering a prospect's underlying problems?
- Closed-ended questions
- Leading questions
- Open-ended probing questions (Correct answer)
- Rhetorical questions
Correct answer: Open-ended probing questions
Open-ended probing questions encourage prospects to elaborate and reveal deeper pain points the salesperson can address.
Question 7: What is 'social proof' in the context of sales persuasion?
- Advertising on social media platforms
- Using customer testimonials and case studies to build credibility (Correct answer)
- Offering social discounts to groups
- Tracking social media engagement
Correct answer: Using customer testimonials and case studies to build credibility
Social proof leverages the experiences of existing customers to reduce skepticism and build trust with new prospects.
Sales Sales Fundamentals 2
What is the primary goal of a discovery call in B2B sales?