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Pipedrive Sales Quiz: February 2020

Think you’re a sales expert? Take our monthly quiz to test your knowledge of sales terms and techniques. Or test your colleagues on how much they know.

Click ‘Reveal answer’ to find out if you got the question right and for a link to a relevant article if you would like to find out more.


According to Matthew Dixon and Brent Adamson’s best-selling 2011 sales book, which of these sales personalities has the most success?

  1. The Hard Worker
  2. The Relationship Builder
  3. The Lone Wolf
  4. The Problem Solver
  5. The Challenger
  • Reveal answer

    The Challenger

    According to their book, “The Challenger Sale”, Salespeople should have a different view of the world, understand the customer’s business, love to debate and push the customer to get out of their comfort zone.

    Find out how you can adopt the Challenger sales model in our in-depth guide.


Which commission structure compensates a rep based on how much of their quota they sell?

  1. A tiered commission structure
  2. A straight-line commission structure
  3. A draw against commission structure
  4. A gross profit margin commission structure
  • Reveal answer

    A straight-line commission structure

    For example, if a rep has a quota of $10,000 in monthly sales and they only sell $8,000, they would have only made 80% of their quota. Therefore, they’ll only get paid 80% of their commissions.

    You can read about commission structures and compensation plans in our guide.


What does the ‘R’ stand for in SMART objectives?

  1. Realistic
  2. Relatable
  3. Relevant
  4. Repeatable
  • Reveal answer

    Relevant

    Here are all the SMART objectives:

    • Specific: A clear explanation of the objective and its steps
    • Measurable: Ensure there are metrics in place to measure the objective’s success
    • Achievable: The objective should be realistic, but still challenging
    • Relevant: Make sure that the objective is consistent with your business’s and team’s goals and strategy
    • Time-based: Set out an accurate and clear timescale for the objective

    For guidance on creating objectives for your team, read our article on sales objectives.


Which of these activities usually comes first in a sales process?

  1. Lead qualification
  2. Prospecting
  3. Objection handling
  4. Cold calling
  5. A product presentation
  • Reveal answer

    Prospecting

    Before you start qualifying or contacting your customers, you need to find them.

    Read more about these stages in our article about creating a sales process.


What is a CRM tool?

  1. A Customer Relationship Management tool
  2. A Customer Relationship Maintainance tool
  3. A Customer Retention Management tool
  4. A Client Relationship Management tool
  • Reveal answer

    A Customer Relationship Management tool

    In reality, it could be any of these answers. With the right CRM tool, you can monitor, measure, maintain and retain customers, clients, prospects and leads.

    Read our article on CRM for more information.


Which of these sales methodologies focuses on acknowledging how little time the average prospect has to make a decision?

  1. SPIN Selling
  2. Solution Selling
  3. Conceptual Selling
  4. SNAP Selling
  • Reveal answer

    SNAP Selling

    As the name suggests, SNAP Selling is all about keeping the sales process short and sweet.

    • Keep It Simple: Make your proposal and process as simple as possible for customers
    • Be iNvaluable: Make sure that your customers rely on you
    • Always Align: Always link back to your customers’ objectives, challenges and needs
    • Raise Priorities: Ensure that they focus on what’s most important

    Read our guide to sales methodologies to find the right one for your business.


What term describes an automated messenger tool that you can add to a web page in order to engage and qualify visitors?

  1. Webhook
  2. Chatbot
  3. Lead scorer
  4. Widget
  • Reveal answer

    Chatbot

    A chatbot is a program that uses text, and occasionally voice, to conduct conversations in a friendly, human-like manner.

    Read our article to find out how a website chatbot could help boost your sales.


What does the ‘B’ in BANT framework stand for?

  1. Behavior
  2. Benefit
  3. Budget
  4. Buyer
  5. Build
  • Reveal answer

    Budget

    You can use the BANT framework to assess and qualify potential customers. Ask them (and yourself) these questions:

    • Budget: Do they have the resources allowing them to buy?
    • Authority: Do they have the ability to make the final decision?
    • Need: Can you solve their problem(s)?
    • Timeline: When are they planning to invest in a solution?

    Read our sales strategy article for guidance on how to find, qualify, contact and convert potential customers.


What is a closed question?

  1. A question intended to end a sales conversation
  2. A question that only has a ‘yes’ or ‘no’ response
  3. A question that you ask just after closing a deal
  4. A question you ask when you already know the answer
  • Reveal answer

    A question that only has a ‘yes’ or ‘no’ response.

    Closed questions are a powerful tool for salespeople on a sales call. Read our guide to cold calling article for tips and 25 cold calling scripts you can try.

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