Sales Assessment Quiz

Assessment #1: Account Targeting

1) When focusing on a new account where you have little presence, generally the best job titles within the account to build relationships are:

• A: Mid level job titles
• B: Senior level job titles
• C: Lower levels to learn about the organization
• D: All of these levels simultaneously
  

Assessment #2: Identification

2) Once a business issue (pain) is identified, the next best step should be to:

• A: Map Capabilities you have to address the issue
• B: See who else is impacted and how they are impacted
• C: Quantify the issue
• D: Provide proof that you can address their issue
• E: Prepare for a pitch of your services

Assessment #3: Qualification

3) To determine how serious a prospect/client is about engaging you, we should appropriately test if they will:

• A: Create an agreed upon action plan with you
• B: Provide you access to the decision maker
• C: Agree to a billable or investment event
• D: All of the above
• E: None of the above

Assessment #4: Validation

4) If the prospect/client suddenly brings up new capabilities they want late in the pursuit process, which cause is most concerning?

• A: There may be new people involved from the prospect’s/client’s account
• B: You missed a key issue in the diagnostic process
• C: Competitors are in the account and trying to differentiate
• D: Your team expanded the scope of sale
• E: None of the above

Assessment #5: Selection/Close

5) Your most powerful negotiating tool(s) is/are:

• A: The justification of value you created
• B: Your proposal documentation that supports the value proposition
• C: The implementation plan that you co-developed with the client
• D: All of the above
• E: None of the above

Assessment #6: Client Relationship Management

6) When you know how most, but not all, key decision makers measure success and expectations, you should:

• A: Use the same measurement from the decision makers at other companies
• B: Ask your internal influencers to share what measurements they think others will be using
• C: Work with your internal influencer to validate your perceived metrics with other key decision makers
• D: Translate your results into a hard dollar return-on-investment
• E: Trust that decision makers would let you know if their goals differed

 

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