Sales Sales Strategy 2

Question 1

Which sales strategy focuses on selling additional products or services to existing customers?

Accepted Answer

Cross-selling

Answer

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?

Accepted Answer

Account-based selling

Answer

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?

Accepted Answer

Identifying internal strengths and weaknesses alongside external opportunities and threats

Answer

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?

Accepted Answer

Price skimming

Answer

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?

Accepted Answer

Understand the prospect's pain points and gaps in the current solution

Answer

Understanding unmet needs allows the rep to position their solution's unique value rather than simply competing on price.

Sales Practice Test