Sales Sales Fundamentals 2

Question 1

What is the primary goal of a discovery call in B2B sales?

Accepted Answer

Understand the prospect's needs and pain points

Answer

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?

Accepted Answer

Conversion rate

Answer

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?

Accepted Answer

Authority

Answer

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?

Accepted Answer

Consultative selling

Answer

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?

Accepted Answer

Tracking and advancing deals through each stage of the sales process

Answer

Pipeline management involves monitoring all active opportunities and taking action to move them toward a close.

Sales Practice Test