Sales Sales Strategy 5

Question 1

Which of the following best describes a 'pull' sales strategy?

Accepted Answer

Marketing creates demand so customers seek out the product themselves

Answer

A pull strategy generates consumer demand through brand building, content, and marketing so buyers initiate contact rather than being pushed by sales.

Question 2

What role does sales enablement play in executing a sales strategy?

Accepted Answer

It equips reps with content, training, and tools needed to execute the strategy effectively

Answer

Sales enablement bridges strategy and execution by ensuring reps have the right knowledge, assets, and processes to engage buyers effectively.

Question 3

In territory sales strategy, which approach maximizes coverage efficiency when geographic regions have uneven account density?

Accepted Answer

Assign territories based on account potential and workload balance rather than geography alone

Answer

Balancing territories by potential and workload ensures no rep is overwhelmed or underutilized, maximizing overall revenue output.

Question 4

A startup is entering a crowded market. Which sales strategy reduces buyer risk and lowers barriers to trial?

Accepted Answer

Offer a freemium or free-trial model to demonstrate value before asking for commitment

Answer

Freemium and free trials let prospects experience value firsthand, reducing perceived risk and accelerating trust-building in competitive markets.

Question 5

What is 'dark funnel' activity and why does it matter to sales strategy?

Accepted Answer

Buyer research and peer conversations that happen outside trackable digital channels

Answer

Dark funnel activity represents real buying intent that analytics cannot capture, meaning buyers may be much further along than CRM data suggests.

Sales Practice Test

Sales Practice Test

Sales Sales Strategy 5