Sales Assessment Quiz

Test your sales knowledge with this free sales assessment quiz. Results will emailed to you immediately after submitting.

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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