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Quizzes > Quizzes for Business > Marketing

Take the Sales Skills Assessment Quiz

Assess Your Sales Performance and Strategy

Difficulty: Moderate
Questions: 20
Learning OutcomesStudy Material
Colorful paper art depicting elements related to Sales Skills Assessment Quiz

Ready to elevate your selling game? The Sales Skills Assessment Quiz offers a quick, interactive way to benchmark abilities and pinpoint growth opportunities. Perfect for sales reps and managers seeking a concise sales training quiz, this assessment covers pitching, objection handling, and closing strategies. You can freely modify it in our editor to match any learning goal. Get started now, compare results with the Sales Training Knowledge Assessment, try our Sales Fundamentals Quiz, or explore more quizzes.

Which of the following is a common customer buying signal?
Leaning forward and asking follow-up questions
Entering the building
Asking about unrelated topics
Requesting employee credentials
Leaning forward and asking follow-up questions are classic verbal and nonverbal signals that indicate interest. Other options are not reliable indicators of buying intent.
What is the typical first element of a structured sales pitch?
Opening statement or hook
Feature deep dive
Price justification
Closing question
A strong opening statement or hook captures the prospect's attention at the start. Feature details and closing come later in the pitch structure.
What defines a sales objection?
A marketing brochure
An order confirmation
A concern or hesitation a prospect expresses
A positive testimonial
A sales objection is a verbal or nonverbal expression of hesitation or concern by the prospect. It differs from confirmations or marketing materials.
Active listening primarily involves:
Talking more than listening
Focusing on closing techniques
Reflecting and paraphrasing the speaker's words
Interrupting to clarify
Reflecting and paraphrasing show you understand the speaker's message. Interrupting or dominating the conversation contradicts active listening.
Which closing technique asks for action by summarizing benefits?
Summary close
Hard close
Assumptive close
Ben Franklin method
The summary close reinforces key benefits before asking for commitment. Other techniques rely on assumptions or pressure rather than benefit recap.
Which verbal buying signal indicates a prospect is close to purchasing?
Discussing unrelated personal matters
Asking about payment process
Commenting on the weather
Requesting company brochures
Asking about payment details shows the prospect is considering the purchase. Requesting brochures or chatting about the weather are less directly associated with buying intent.
In a sales pitch structure, after presenting features you should next:
Offer a discount immediately
State your closing question
Compare competitor pricing
Explain the benefits of each feature
Linking features to clear benefits helps the prospect understand value. Closing questions come after benefits, and immediate discounts can undermine perceived value.
A prospect says, "It's too expensive." What is the best immediate response?
Ignore the comment and move on
Acknowledge the cost concern and highlight key value
End the presentation
Offer a bigger discount right away
Acknowledging concerns and reinforcing value helps overcome price objections. Ignoring or ending the presentation fails to address the customer's hesitation.
Which question type encourages prospects to elaborate on their needs?
Yes/no questions
Projective questions
Open-ended questions
Leading questions
Open-ended questions require more than a yes/no answer and invite prospects to share information. Yes/no or leading questions restrict responses.
Which negotiation tactic builds mutual trust in a sales discussion?
Starting with the highest possible price
Exploring underlying interests before proposing trade-offs
Using silent treatment to pressure
Claiming there is no flexibility
Focusing on underlying interests and creating value builds trust and leads to win-win outcomes. Highball pricing or silence can damage rapport.
Upselling is best described as:
Suggesting unrelated complementary items
Encouraging purchase of a higher-end or premium product
Bundling products at a lower price
Offering discounts on future orders
Upselling involves moving the customer to a more expensive option or upgrade. Suggesting complementary items is cross-selling.
Cross-selling refers to:
Increasing the price of the main product
Upgrading a customer to a higher plan
Applying aggressive closing tactics
Recommending additional complementary products
Cross-selling offers related or complementary items that add value to the main purchase. Upgrades describe upselling rather than cross-selling.
Which of these is a non-verbal buying signal?
Requesting a product demo
Talking about budget constraints
Asking about shipping options
Leaning in while you talk
Leaning in is a nonverbal cue that shows engagement. Asking questions about shipping or budget is verbal rather than non-verbal.
What element enhances credibility in a sales pitch?
Focusing solely on pricing
Using overly technical jargon
Including customer testimonials or case studies
Providing only internal product opinions
Customer testimonials and case studies provide social proof and real-world validation. Internal opinions or jargon do not carry the same weight.
Which is an effective way to overcome a price objection?
Ignore it and push for a decision
Switch to a competitor's offering
Lower the price without justification
Demonstrate the product's ROI or total cost savings
Showing return on investment helps justify the price and shifts focus to value. Ignoring or arbitrarily lowering price fails to address the underlying concern.
A prospect nods while you outline benefits but crosses arms and says "I'm unsure about the cost." What combination of signals and next step is best?
Negative buying signal and disinterest; end the pitch
Positive buying signal and price objection; address cost through value - cost analysis
Uncertainty signal only; switch to features discussion
Positive signal only; proceed directly to close
Nodding shows interest while crossed arms and cost concern signal a price objection. The seller should reinforce value relative to cost before closing.
In a negotiation where the prospect wants extra features but budget is fixed, which tactic creates mutual value?
Include unrelated free products instead
Immediately reduce the base price by 20%
Refuse any feature changes under budget constraints
Offer a phased implementation of extra features with a deferred premium
Phasing extra features defers cost and meets prospect's needs while preserving budget. Unrelated freebies add little perceived value.
When is the most effective time to introduce an upsell recommendation?
During casual social conversation
At the very start of the first call
After the sale is fully completed and delivered
After addressing objections and before final agreement
Introducing an upsell after resolving objections but before final commitment leverages peak interest. Early or post-delivery suggestions miss the optimal decision window.
Which metric best measures cross-sell success across product lines?
Total number of cold calls made
Percentage of leads contacted
Attach rate (number of add-ons per transaction)
Average call duration
Attach rate directly tracks how often additional products are sold alongside the primary sale. Call metrics do not measure cross-selling outcomes.
Using storytelling to illustrate ROI in a pitch exemplifies which part of the structure?
Opening hook
Feature listing
Closing question
Proof or social proof stage
Storytelling with ROI figures provides proof and social proof that validates claims. It comes after features and benefits but before the close.
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Learning Outcomes

  1. Analyse customer buying signals and behaviors
  2. Evaluate sales pitch structure for maximum impact
  3. Identify and overcome common sales objections
  4. Apply active listening and questioning techniques
  5. Demonstrate effective negotiation and closing skills
  6. Master upselling and cross-selling strategies

Cheat Sheet

  1. Recognize Customer Buying Signals - Tuning into verbal questions like "Does it come in red?" or spotting body language such as nodding and leaning forward can skyrocket your sales game. These telltale signs are goldmines for offering exactly what the customer craves. Train yourself to spot them instantly for a dynamic, personalized pitch! Experience KU Blog
    2. KU Online MBA Blog: Sales & Negotiation Techniques
  2. Structure Your Sales Pitch for Impact - Kick off with an attention-grabbing opener that ties directly into what your buyer cares about most. Paint a clear picture of benefits, and wrap up with a powerful call to action that leaves zero guesswork. This three-act structure makes your pitch unforgettable and action-packed! Experience KU Blog
    3. KU Online MBA Blog: Sales & Negotiation Techniques
  3. Overcome Common Sales Objections - Objections aren't roadblocks - they're signposts guiding you to deeper value. Anticipate concerns like pricing and craft value-focused comebacks that highlight ROI and long-term perks. With a little prep, objections become stepping stones to "Yes!" Allbound Marketing: Sales & Negotiation Techniques
    4. Allbound Marketing: Sales & Negotiation Techniques
  4. Apply Active Listening Techniques - Listening is your secret weapon - really focus on what the customer is saying, skip the multitasking, and sprinkle in affirmations like "I see" or "Great point!" This level of engagement builds trust faster than a handshake. Plus, you'll uncover hidden needs you can solve on the spot! Fiveable Library: Prof. Selling Unit 5
    5. Fiveable Library: Prof. Selling Unit 5
  5. Demonstrate Effective Negotiation Skills - Be the first to name a number and you'll set the anchor - your secret weapon in negotiation. Then stay flexible and swap concessions strategically so everyone leaves happy. Negotiation is a dance, not a battle, so lead with confidence and rhythm! Allbound Marketing: Sales & Negotiation Techniques
    6. Allbound Marketing: Sales & Negotiation Techniques
  6. Master Upselling and Cross-Selling Strategies - When a customer bites, offer them fries with that! Suggest related add-ons or premium bundles to boost both their satisfaction and your average ticket size. It's all about enhancing their experience, like tossing a charger with that shiny new phone. FasterCapital: Upselling & Cross-selling Strategies
    7. FasterCapital: Upselling & Cross-selling Strategies
  7. Build Rapport with Customers - Nothing beats a genuine connection! Find common ground - maybe a favorite hobby or hometown pride - and keep the vibe positive and friendly. This rapport turns casual chats into loyal relationships that outlast any one sale. Experience KU Blog
    8. KU Online MBA Blog: Sales & Negotiation Techniques
  8. Understand the Psychology of Persuasion - Tap into human triggers like reciprocity (freebies!) and social proof (everyone's doing it!) to nudge decisions your way. When people see others loving your product, they'll want in on the fun too. It's like having a persuasive sidekick in every conversation. Experience KU Blog
    9. KU Online MBA Blog: Sales & Negotiation Techniques
  9. Develop Emotional Intelligence - Sales isn't just logic - it's also about feelings. Hone your ability to read and manage emotions (yours and theirs) to smooth over hiccups and forge stronger bonds. A little empathy goes a long way in sealing the deal with a smile. Allbound Marketing: Sales & Negotiation Techniques
    10. Allbound Marketing: Sales & Negotiation Techniques
  10. Utilize Effective Closing Techniques - Seal the deal with the assumptive close - talk as if the purchase is already happening, like "When should we schedule delivery?" This confident move steers the convo toward a wrap-up without pressure. It's the friendly nudge customers secretly love! Fiveable Library: Sales & Negotiation Tactics
    11. Fiveable Library: Sales & Negotiation Tactics
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