Module 7 — 100 Multiple‑Choice Questions
Advanced Sales & Negotiation • Search • Part Filter • Instant Feedback
1
People primarily buy…
Buying decisions are driven by emotion first, then justified by logic.
2
Which trigger increases urgency best?
Limited time/quantity moves buyers to act.
3
Social proof works because…
Testimonials/case studies reduce perceived risk.
4
Reciprocity lever in sales is…
Free value creates a natural tendency to give back.
5
Authority increases conversion by…
Expert positioning lowers uncertainty and friction.
6
Consistency principle suggests…
Micro‑yes (newsletter, quiz) ladders to purchase.
7
Apple’s lines for new releases illustrate…
Belonging and status drive demand beyond specs.
8
A buyer persona should capture…
Deep insight enables targeted messaging.
9
Emotion vs. logic in sales means…
Start with desire, close with ROI/proof.
10
Ethical sales psychology aims to…
Long‑term trust beats short‑term tricks.
11
Consultative selling positions the seller as…
Guide clients to the right solution with insight.
12
Discovery in consultative sales focuses on…
Understand context before prescribing.
13
Diagnosis leads to…
Map solution to specific pains and outcomes.
14
Value demonstration should show…
Translate features → outcomes and metrics.
15
Active listening includes…
Make clients feel heard and understood.
16
Customization matters because…
Relevance sells; generic pitches miss the mark.
17
A strong prescription contains…
Clear path to value and commitment.
18
Partnership framing helps by…
Trust grows when you invest beyond the sale.
19
A discovery call should end with…
Keep momentum with a documented next action.
20
A red flag in discovery is…
Qualify or nurture until real ownership appears.
21
High‑ticket sales differ by…
Authority and relationships drive big deals.
22
Positioning for premium price requires…
Own a category and signal quality.
23
Authority marketing includes…
Visible expertise attracts executive buyers.
24
Risk reversal helps by…
Lower perceived risk to unlock commitment.
25
Personal touch closes because…
Big deals are human and bespoke.
26
For enterprise deals, you must map…
Identify champions, blockers, and approvers.
27
A useful asset for high‑ticket proof is…
Specific results build credibility.
28
Premium brands rarely…
Discounting erodes premium perception.
29
A land‑and‑expand plan means…
Reduce friction then scale usage and ACV.
30
Enterprise sales cycles typically require…
Plan timeline and resources for formal steps.
31
BATNA represents…
Knowing your alternative sets your walk‑away point.
32
Anchoring is…
First credible number can shape the zone of possible agreement.
33
Win‑win negotiation aims to…
Trade on variables beyond price where interests differ.
34
Concessions should be…
Signal movement and ask for reciprocal value.
35
Value expansion includes…
Broaden issues to find trades.
36
Preparation includes…
Plan scenarios before you enter the room.
37
Legitimacy in negotiation leverages…
Use market data and norms to justify terms.
38
A common error is…
Premature compromise can leave value on table.
39
MESO strategy means…
Present several packages to reveal preferences.
40
Endgame discipline requires…
Prevent drift by writing agreements clearly.
41
First step when facing an objection is…
Understand before responding.
42
After listening, you should…
Validation lowers resistance.
43
Reframing works by…
Translate concerns into outcomes that matter.
44
Confirm resolution by…
Close the loop to move forward.
45
‘Too expensive’ best response is…
Anchor price to outcomes and payback.
46
‘Bad timing’ can be met with…
Frame impact of inaction.
47
Competitor objection invites…
Highlight unique value and proof.
48
‘Need approval’ suggests…
Help sponsor navigate internal steps.
49
A red flag objection is…
Vagueness may mask lack of intent.
50
Handling objections mindset:
Objections show interest and risk awareness.
51
Assumptive close sounds like…
Speak as if the decision is made; confirm logistics.
52
A trial close tests…
Ask how solution feels so far to gauge gaps.
53
Scarcity close relies on…
Use ethically when real constraints exist.
54
Value close compares…
Show payback and economic logic.
55
Summary close is…
Tie benefits to decision criteria.
56
Silence in closing can…
After asking, stay quiet and let them answer.
57
Next‑step close asks for…
Concrete commitments move deals forward.
58
‘Puppy dog’ close refers to…
Trials reduce risk through first‑hand experience.
59
Ethical closing means…
Seek fit and long‑term trust.
60
When a deal stalls, you should…
Diagnose friction; reset with mutual plan.
61
B2B cycles are typically…
More people and processes extend timelines.
62
B2C decisions are more…
Storytelling and lifestyle matter.
63
A B2B strategy emphasizes…
Logic, proof, and enablement.
64
A B2C strategy emphasizes…
Speed and resonance at scale.
65
High ticket is more common in…
Enterprise contracts can be very large.
66
B2B stakeholders often include…
Map the committee to avoid surprises.
67
B2C scale relies on…
Economics favor conversion and retention engines.
68
Demo vs. free trial: B2B often…
Show fit and build consensus.
69
B2C pricing tactics include…
Optimize perceived value and ease.
70
Messaging tone:
Adapt tone to buyer psychology.
71
A classic funnel sequence is…
Move prospects stage by stage toward purchase and beyond.
72
Optimization starts by…
Find friction points with data.
73
A/B testing should…
Isolate impact and ensure significance.
74
Personalization in funnels…
Relevance boosts conversion and LTV.
75
Automation helps by…
Nurture leads based on actions.
76
Attribution clarifies…
Shift budget to effective sources.
77
Cart abandonment best fix is…
Recover revenue with timely reminders and easier flow.
78
Social proof on landing pages…
Use reviews, counts, and logos credibly.
79
Post‑purchase stage aims to…
Retention compounds economics.
80
North‑star funnel metric could be…
Tie funnel to true value creation.
81
LTV increases with…
Keep, grow, and multiply customers.
82
Retention is usually…
Costs less to keep than to acquire anew.
83
A key habit for loyalty is…
Be helpful beyond the invoice.
84
VIP programs work by…
Make customers feel valued and special.
85
Education content helps because…
Teach them to win with your product.
86
A good QBR (quarterly business review) includes…
Re‑earn the right to renew and expand.
87
Churn early warning is…
Act before it’s too late.
88
Net Revenue Retention >100% means…
Existing base is growing net of churn.
89
Referrals grow when…
Happy clients will introduce you when prompted.
90
Relationship mindset is…
Think lifetime, not one time.
91
Hiring for scale favors…
Mindset beats resume alone.
92
Onboarding should include…
Standardize success from day one.
93
A CRM is used to…
Visibility enables coaching and forecasting.
94
Comp plans should…
Pay for outcomes you want (e.g., multi‑year, margin).
95
Enablement cadence includes…
Reps need reps: practice regularly.
96
Territory design aims to…
Design for capacity and opportunity.
97
Leading indicators for managers are…
Coach earlier with pipeline hygiene metrics.
98
Culture in sales teams should be…
Sustainable performance beats burnout.
99
Global scaling requires…
Adapt to local norms and laws.
100
Manager time should focus on…
Spend time where you create the most leverage.