Sales Technical Skills & Application 4

Question 1

A rep wants to send a compliant cold email under CAN-SPAM regulations. Which element is legally required?

Accepted Answer

A clear and functional unsubscribe mechanism

Answer

CAN-SPAM requires every commercial email to include an easy way for recipients to opt out, and that opt-out requests are honored within 10 business days.

Question 2

Which of the following is an example of 'social selling' using LinkedIn Sales Navigator?

Accepted Answer

Saving leads, monitoring job changes, and engaging with prospect content before outreach

Answer

Social selling involves building relationships and staying informed about prospects via their social activity, which Sales Navigator facilitates through alerts and saved lead lists.

Question 3

A rep is mid-cycle and the prospect's technical evaluator raises a concern about API integration. What is the best next step?

Accepted Answer

Schedule a technical deep-dive call with your solutions engineer and the evaluator

Answer

Bringing in a solutions engineer to address specific technical concerns demonstrates expertise and keeps the deal moving without leaving objections unresolved.

Question 4

What is the purpose of setting 'mutual action plans' (MAPs) in enterprise sales cycles?

Accepted Answer

To align both buyer and seller on steps, owners, and timelines needed to reach a decision

Answer

A mutual action plan creates shared accountability by specifying what each party must do to advance the deal, reducing stalls and improving forecast accuracy.

Question 5

A salesperson is calculating their average sales cycle length. They closed 4 deals in the past quarter, taking 30, 45, 60, and 45 days respectively. What is the average cycle length?

Accepted Answer

45 days

Answer

(30 + 45 + 60 + 45) / 4 = 180 / 4 = 45 days is the average sales cycle length.

Sales Practice Test

Sales Practice Test

Sales Technical Skills & Application 4