Sales Sales Fundamentals 3

Question 1

What is the difference between a 'lead' and a 'prospect' in sales?

Accepted Answer

A lead has expressed interest; a prospect has been qualified as a potential buyer

Answer

A lead is any potential contact, while a prospect has been evaluated and meets the criteria for a likely purchase.

Question 2

Which closing technique involves summarizing the agreed-upon benefits before asking for the sale?

Accepted Answer

The Summary Close

Answer

The Summary Close recaps the key value points the prospect agreed with, reinforcing the decision to buy.

Question 3

When a prospect says 'your price is too high,' what is the BEST first response?

Accepted Answer

Ask clarifying questions to understand their budget and priorities

Answer

Asking clarifying questions reveals whether the objection is about budget, perceived value, or a negotiating tactic.

Question 4

What is 'upselling' in a sales context?

Accepted Answer

Encouraging a customer to purchase a higher-end version of a product they're considering

Answer

Upselling involves guiding customers toward a more premium or feature-rich option that better meets their needs.

Question 5

Which of the following BEST describes 'cold outreach' in sales?

Accepted Answer

Contacting potential customers who have had no prior interaction with you

Answer

Cold outreach targets people or businesses with no prior relationship, making the initial contact unsolicited.

Sales Practice Test