Sales Technical Skills & Application 2

Question 1

A salesperson is using a CRM to track pipeline deals. Which metric best indicates the health of a sales pipeline?

Accepted Answer

Weighted pipeline value based on stage probability

Answer

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?

Accepted Answer

To determine which subject line drives higher open rates

Answer

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?

Accepted Answer

Reference Salesforce integration capabilities of your product as a value driver

Answer

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?

Accepted Answer

Assigning numerical values to leads based on fit and engagement criteria

Answer

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?

Accepted Answer

Upload the recording to a video hosting platform and share a tracked link

Answer

Sharing a tracked video link lets the rep see if and when the prospect watched the demo, enabling timely and informed follow-up.

Sales Practice Test