Sales Sales Strategy 2 — Questions and Answers
Question 1: Which sales strategy focuses on selling additional products or services to existing customers?
- Cold calling
- Cross-selling (Correct answer)
- Lead generation
- Prospecting
Correct answer: Cross-selling
Cross-selling involves offering complementary or related products to customers who have already made a purchase.
Question 2: A sales rep is targeting the largest, most complex enterprise accounts. Which strategy best fits this approach?
- Transactional selling
- Account-based selling (Correct answer)
- Inbound selling
- Social selling
Correct answer: Account-based selling
Account-based selling concentrates resources on a defined set of high-value target accounts rather than broad prospecting.
Question 3: What is the primary goal of a SWOT analysis in sales strategy planning?
- Setting quota targets
- Identifying internal strengths and weaknesses alongside external opportunities and threats (Correct answer)
- Scoring leads by purchase intent
- Mapping the customer's decision-making unit
Correct answer: Identifying internal strengths and weaknesses alongside external opportunities and threats
SWOT analysis helps a sales team understand its competitive position by examining internal capabilities and external market factors.
Question 4: Which pricing strategy positions a product at a high price to convey premium quality and then gradually lowers it?
- Penetration pricing
- Value-based pricing
- Price skimming (Correct answer)
- Bundle pricing
Correct answer: Price skimming
Price skimming starts high to capture early adopters willing to pay a premium, then reduces price to attract more price-sensitive buyers.
Question 5: A rep discovers a prospect already uses a competitor's solution. What is the most strategic first step?
- Immediately offer a discount
- Understand the prospect's pain points and gaps in the current solution (Correct answer)
- Criticize the competitor's product
- Walk away from the opportunity
Correct answer: Understand the prospect's pain points and gaps in the current solution
Understanding unmet needs allows the rep to position their solution's unique value rather than simply competing on price.
Question 6: In a land-and-expand sales strategy, what happens after the initial sale?
- The account is handed off to customer service permanently
- The rep pursues new logos only
- The team grows revenue within the account through upsells and expansion (Correct answer)
- The contract is locked for a fixed term with no changes
Correct answer: The team grows revenue within the account through upsells and expansion
Land-and-expand secures an initial deal, then systematically grows the account by adding users, features, or adjacent products over time.
Question 7: Which metric best measures whether a sales strategy is efficiently converting pipeline into revenue?
- Number of outbound calls made
- Win rate (Correct answer)
- Email open rate
- Number of demos scheduled
Correct answer: Win rate
Win rate (deals won ÷ total deals closed) directly reflects how effectively the strategy converts qualified opportunities into revenue.
Sales Sales Strategy 2
Which sales strategy focuses on selling additional products or services to existing customers?