Section 1: Sales Knowledge Quiz

1. What is the difference between a lead and a prospect?

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Multiple choice. Please select the correct answer.

A lead is a potential customer who has expressed interest, while a prospect is a qualified lead.
A lead is a customer who has made a purchase, while a prospect is a potential customer.
A lead is a qualified customer, while a prospect is an unqualified customer.
A lead and a prospect are synonymous terms.

2. How do you handle objections during a sales pitch?

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This is a multiple-choice question. Please select the most appropriate answer.

Ignore objections and continue with your pitch.
Acknowledge the objection, empathize with the prospect, and address it with relevant information or solutions.
Interrupt the prospect and provide a counterargument immediately.
Dismiss the objection and focus on highlighting the features of your product or service.

3. What is the sales funnel?

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Multiple choice. Select the best response.

A visual representation of the sales process, illustrating the journey from prospecting to closing deals.
A metaphorical device for filtering out unqualified leads and focusing efforts on high-value prospects.
A tool used by salespeople to pour potential clients into their database.
A physical funnel used in sales presentations to demonstrate the flow of information.

4. Scenario: Addressing Client Specific-Needs and Concerns

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A potential client in a high-risk industry, such as banking or healthcare, has unique security requirements and strict confidentiality concerns. How do you tailor your approach to address their specific needs, reassure them of your company’s expertise and reliability, and gain their trust as a trusted security partner?

Candidate Assessment: Sales/Biz Dev

1. What is the difference between a lead and a prospect?

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2. How do you handle objections during a sales pitch?

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3. What is the sales funnel?

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4. Scenario: Addressing Client Specific-Needs and Concerns

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