Sales Technical Skills & Application 3

Question 1

A sales rep is preparing for a discovery call and reviews the prospect's recent press releases. This practice is an example of:

Accepted Answer

Pre-call research and account intelligence gathering

Answer

Reviewing press releases before a call gives the rep context on the prospect's priorities, recent events, and potential pain points.

Question 2

Which formula correctly calculates a salesperson's quota attainment percentage?

Accepted Answer

(Actual Sales / Quota) × 100

Answer

Quota attainment is calculated by dividing actual sales achieved by the assigned quota and multiplying by 100 to get a percentage.

Question 3

When conducting a ROI analysis for a prospect, which data point is most critical to establish first?

Accepted Answer

The prospect's current cost or pain associated with the problem being solved

Answer

Without knowing the prospect's baseline cost or pain, it's impossible to calculate meaningful ROI or demonstrate financial value.

Question 4

A SaaS sales rep is using a product-led growth motion. What does this approach rely on primarily?

Accepted Answer

The product itself driving user acquisition, conversion, and expansion

Answer

Product-led growth uses the product experience — often through free trials or freemium tiers — to convert users into paying customers with minimal sales friction.

Question 5

A rep is building a business case and needs to quantify 'soft' benefits like improved employee morale. What is the best approach?

Accepted Answer

Translate soft benefits into estimated monetary impact using proxies like reduced turnover cost

Answer

Converting soft benefits into estimated dollar amounts using recognized proxies (e.g., cost-per-hire) makes the business case more compelling and credible.

Sales Practice Test

Sales Practice Test

Sales Technical Skills & Application 3