Sales Trivia 3

Question 1

Which famous sales book introduced the concept of 'Always Be Closing' (ABC)?

Accepted Answer

Glengarry Glen Ross

Answer

The phrase 'Always Be Closing' was popularized by the 1992 film Glengarry Glen Ross, based on David Mamet's play.

Question 2

What is a 'sales pipeline'?

Accepted Answer

A visual representation of prospects at each stage of the buying process

Answer

A sales pipeline is a visual framework showing how many deals are at each stage of the sales process at any given time.

Question 3

What does 'MRR' stand for in subscription sales?

Accepted Answer

Monthly Recurring Revenue

Answer

MRR (Monthly Recurring Revenue) is a key metric in subscription businesses, measuring predictable monthly income.

Question 4

In B2B sales, what is a 'champion'?

Accepted Answer

An internal advocate at the prospect company who supports your deal

Answer

In B2B sales, a champion is a stakeholder inside the prospect organization who actively advocates for your solution internally.

Question 5

What is 'price anchoring' in sales negotiation?

Accepted Answer

Presenting a high initial price to make subsequent offers seem more attractive

Answer

Price anchoring involves introducing a high reference price first so that any lower offer seems like a better deal by comparison.

Sales Practice Test