Sales Sales Fundamentals 4

Question 1

What is 'cross-selling' and how does it differ from upselling?

Accepted Answer

Cross-selling recommends complementary products; upselling suggests a higher-tier version

Answer

Cross-selling offers related or complementary products while upselling promotes a premium version of the item being considered.

Question 2

What does CRM stand for, and what is its primary purpose in sales?

Accepted Answer

Customer Relationship Management; organizes and tracks interactions with prospects and customers

Answer

CRM systems centralize contact data, communication history, and deal stages to help salespeople manage relationships effectively.

Question 3

Which behavior is a sign that a prospect is ready to buy (a 'buying signal')?

Accepted Answer

They ask detailed questions about implementation, delivery, or onboarding

Answer

Questions about logistics and next steps indicate the prospect is mentally preparing for ownership, a strong buying signal.

Question 4

What is the 'assumptive close' technique?

Accepted Answer

Acting as though the sale is already agreed upon and asking about next steps

Answer

The assumptive close uses confident, forward-looking language that presupposes a 'yes,' such as 'When would you like us to start?'

Question 5

In a typical sales funnel, which stage comes AFTER 'interest' and BEFORE 'decision'?

Accepted Answer

Consideration

Answer

The standard funnel progresses: Awareness → Interest → Consideration → Decision → Purchase, with Consideration being the evaluation stage.

Sales Practice Test