Sales Technical Skills & Application 2 — Questions and Answers
Question 1: A salesperson is using a CRM to track pipeline deals. Which metric best indicates the health of a sales pipeline?
- Total number of leads in the system
- Weighted pipeline value based on stage probability (Correct answer)
- Number of calls logged this week
- Average deal size across all accounts
Correct answer: Weighted pipeline value based on stage probability
Weighted pipeline value multiplies deal amount by close probability at each stage, giving a realistic revenue forecast.
Question 2: When setting up an automated email sequence in a sales engagement platform, what is the primary purpose of A/B testing subject lines?
- To comply with CAN-SPAM regulations
- To determine which subject line drives higher open rates (Correct answer)
- To reduce email bounce rates
- To segment the contact list automatically
Correct answer: To determine which subject line drives higher open rates
A/B testing subject lines reveals which phrasing resonates with recipients, directly improving open rates and top-of-funnel engagement.
Question 3: A rep discovers that a prospect's company recently implemented Salesforce. Which sales technique best leverages this technical knowledge?
- Pitch a lower price to win the deal quickly
- Reference Salesforce integration capabilities of your product as a value driver (Correct answer)
- Avoid discussing technology to keep the conversation simple
- Ask the prospect to switch CRMs before purchasing
Correct answer: Reference Salesforce integration capabilities of your product as a value driver
Referencing compatibility with the prospect's existing tech stack demonstrates relevance and reduces perceived switching risk.
Question 4: Which of the following best describes 'lead scoring' in a sales technology stack?
- Ranking leads alphabetically for outreach order
- Assigning numerical values to leads based on fit and engagement criteria (Correct answer)
- Tracking the number of follow-up emails sent to a lead
- Calculating commission owed on each closed lead
Correct answer: Assigning numerical values to leads based on fit and engagement criteria
Lead scoring uses behavioral and demographic data to prioritize prospects most likely to convert, improving rep efficiency.
Question 5: A sales rep needs to share a product demo recording with a prospect who missed the live call. Which tool is most appropriate?
- Fax the demo script to the prospect
- Upload the recording to a video hosting platform and share a tracked link (Correct answer)
- Resend the calendar invite and hope they join next time
- Email a screenshot of key slides only
Correct answer: Upload the recording to a video hosting platform and share a tracked link
Sharing a tracked video link lets the rep see if and when the prospect watched the demo, enabling timely and informed follow-up.
Question 6: What does 'data hygiene' mean in the context of CRM management?
- Encrypting all customer financial records
- Regularly cleaning and updating records to ensure accuracy and completeness (Correct answer)
- Deleting inactive leads every quarter
- Backing up the CRM database to a cloud server
Correct answer: Regularly cleaning and updating records to ensure accuracy and completeness
Data hygiene involves ongoing processes to remove duplicates, correct errors, and update outdated information so the CRM remains reliable.
Question 7: A B2B salesperson wants to identify new prospects using technographic data. What does this type of data reveal?
- The technical skills listed on employee LinkedIn profiles
- The software and technology tools a company currently uses (Correct answer)
- The geographic location of a company's data centers
- The technical qualifications of the buying committee
Correct answer: The software and technology tools a company currently uses
Technographic data shows which technologies a company has adopted, helping reps target accounts where their solution complements or replaces existing tools.
Sales Technical Skills & Application 2
A salesperson is using a CRM to track pipeline deals.
Which metric best indicates the health of a sales pipeline?