Pipedrive Sales Quiz: March 2020
Want to hone your sales knowledge and stay sharp while you are remote working? Take our monthly quiz to test your knowledge of sales terms and techniques. Or share with your colleagues to see 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.
Are these questions not enough? Then check out last month’s quiz for more.
What’s the difference between a solicited and an unsolicited sales proposal?
- A solicited sales proposal is sent by a lawyer
- A solicited sales proposal contains an NDA (non-disclosure agreement)
- A solicited sales proposal has been requested by the prospect
- A solicited sales proposal is sent to someone you know
- Solicited sales proposals are longer than unsolicited sales proposals
- Reveal answer
A solicited sales proposal has been requested by the prospect
If your prospect isn’t expecting your proposal (perhaps they’re a prospect that you know is looking for a solution like yours, but hasn’t had direct contact with your company), then you’re sending an unsolicited proposal.
Find out how you can create the perfect sales proposal with our guide.
Which of the following won’t help your cold email get a response?
- Adding plenty of links and attachments
- Showing your appreciation with a ‘Thanks’ at the end
- Researching the recipient before writing the email
- Personalization
- Reveal answer
Adding plenty of links and attachments
Although you want to include at least one link, potentially to a product page or to some content that you believe the recipient will find interesting, too many links and attachments “could trigger your email being inadvertently marked as spam,” warns Leadfeeder Sales Manager Dipak Vadera.
Find some great cold email templates here.
What does USP stand for?
- Under-Selling Problems
- Uniform Sales Proposal
- Undervalued Salesperson
- Unique Selling Point
- Reveal answer
Unique Selling Point
It could also be Unique Selling Proposition. Either way, your USP is the key benefit about your brand or your product that helps you stand out from the competition.
Read about finding yours in our article about defining sales prospects.
What should you say first when you hear the objection “could you send me an email?” on a cold call?
- “Sure, what is your email address?”
- “Who am I talking to?”
- “Actually, what I have to say is better said over the phone”
- “Absolutely, I just want to ask one question to make sure I’m sending you the right information”
- Reveal answer
“Absolutely, I just want to ask one question to make sure I'm sending you the right information”
Even if you have qualified the prospect before the call, you can never be certain why they would say “could you send me an email?”
The one question you ask should be a qualifying question that connects the main value of your product to the main thing that all business customers care about: revenue.
Watch our video to find out how to tackle the objection, “could you send it to me an email?”
What does SQL stand for?
- Sales Qualified Lead
- Small Quantity Lead
- Status Qualified Lead
- Simple Quality Lead
- Reveal answer
Sales Qualified Lead
An SQL is a lead that came from your sales team. You can also have a Marketing Qualified Lead, or MQL, which is a lead that comes from your marketing team.
Read our article on lead qualification for more information.
If you hear the objection “I need to talk to the team and get back to you” after a sales presentation, which of the following do you need to do?
- Find out who the other decision-makers are
- Make sure you have persuaded the prospects who attended the presentation
- Set up another presentation with the other decision-makers
- Find out what was wrong with the presentation
- Reveal answer
Make sure you persuaded the prospects who attended the presentation
You should have already asked who the decision-makers are before you set up the presentation, and you should make sure that you only present to someone who can make a decision, even if you can’t talk to the whole team.
Don’t try to set up another sales presentation with the rest of the team—you need to have faith that the prospect you presented to is persuaded and can, in turn, persuade their colleagues.
Watch our video on how to handle the objection “I need to talk to the team and get back to you”.
Which of the following best describes an opportunity stage sales forecasting method?
- Forecasting sales based on your previous sales results
- Using the length of your sales cycle to forecast future revenue
- Forecasting sales based on how likely every deal in your pipeline is to close
- Forecasting sales based on the opportunities you see in the market
- Reveal answer
Forecasting sales based on how likely every deal in your pipeline is to close
Opportunity stage forecasting involves taking a close look at what’s in your pipeline and each deal’s probability of closing. The closer to the end of your pipeline, the greater the chance a deal has of closing.
You then assign a probability to each stage of the pipeline. For example, if you see that one in five of the prospects with whom you schedule a demo become customers, you know that this stage of the pipeline has a 20% likelihood to close.
Find out how you can create a solid sales forecasting method in our article.
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