In today’s competitive market, strong sales skills are crucial for success. The Sales Skills Test on Golance offers questions to assess your ability to influence customers and negotiate well. Each question includes the best response to help you handle common sales situations.
Sales Skills Test Questions and Answers at a Glance
Here are all the questions and answers of the Sales Skills Test for Golance. Answers are mentioned in shades of red color.
All sales skills test questions and answers are numbered for your help. Let’s see one by one.
Question 1 / 14
A financial advisor is cold-calling leads. A prospect mentions that he manages his own portfolio and hasn’t used an advisor in the past.
What should the advisor do first?
- Ask if there’s a reason he hasn’t used an advisor in the past
- Tell him about the easy account set-up process
- Ask him what his yearly returns have been
Question 2 / 14
A sales rep is talking to a prospect about his company’s product. The prospect says she’s been buying from a competitor for 10 years and likes their product.
What should the rep do first?
- Offer her a sample and ask her to contact him if she likes the product
- Ask her what she likes and dislikes about the competitor’s product
- Find out the price of the competitor’s product to see if he can offer a special introductory price
Question 3 / 14
An HR software sales rep is talking to a prospect for the first time about a premium software package. At the beginning of the call, the prospect asks, “How will your product help my business?”
What should the rep do first?
- Ask more about their business needs
- Describe how the software has helped other businesses
- Ask what they dislike about their current software
- Explain the software’s unique features relative to the basic software package
Question 4 / 14
A sales rep used to work for a competitor. After a sales presentation, a prospect asks him, “Why should I choose your company over your competitor?”
What should the rep do?
- Guarantee the prospect a better price than they can get from the competitor
- Share problems he personally observed with the competitor’s business model
- Encourage the prospect to choose the company that will better address their needs
- Say something positive about the competitor, but then explain why his current company is a better fit
Question 5 / 14
A rep selling online courses is speaking with a prospect. He would like to buy, but explains that after a bad experience with a similar company, he doesn’t completely trust online course sellers anymore.
What should the rep do?
- Recognize that he said he’d like to buy and move to the next step
- Ask him to share what happened and explain how her company does things differently
- Reassure him that her company is completely different
- Mention how many case studies and satisfied customers her company has
Question 6 / 14
A prospect calls a sales rep at a consulting firm. As the prospect listens to her sales pitch, he keeps pushing back that the price is higher than most.
What should the rep do?
- Agree that her company’s services are expensive but promise that they’ll solve his problems
- Ask him to hold and check with her supervisor if she can offer a discount
- Ask him what price he would consider fair and reasonable
- Ask him to set aside price for now to see if the services are a good fit
- Point out that if he did his research, he knows that her company’s services are better than those of competitors
Question 7 / 14
An inbound sales rep for a digital phone company receives a call from a prospect. The prospect is curious about the company’s service, but satisfied with her current provider and nervous about switching.
What should the rep do first?
- Offer to compare her current bill to an estimated bill for his company’s service to show potential savings
- Direct her to their website with client testimonials about his company’s service
- Reassure her that his company’s service is superior and she’ll be much happier after switching
- Ask her what she likes about her current provider and if there’s anything she would change
Question 8 / 14
A customer tells his current sales rep that another vendor offered him a better contract for the same price. The customer threatens to switch to the other vendor unless the sales rep makes a better counteroffer.
What should the rep do first?
- Tell him the company is always improving its services and ask him to reconsider switching
- Thank him for his transparency and ask how the other vendor’s offer is better
- Promise not to raise the price of his service in the future if he stays
- Ask how much of a price reduction would convince him to stay
- Promise to call him back, and then discuss the situation with a manager
- Tell him that vendors often raise their prices after convincing customers to switch
Question 9 / 14
A sales rep is on a phone call with a prospect who likes to control the conversation. The constant interruptions make it hard for the rep to find out the prospect’s pain points and to pitch.
What should the rep do first?
- Ask the prospect what she hopes to get out of the call to encourage her to re-focus
- Tell the prospect that to work together well, she needs to follow the rep’s call structure
- Offer to set up an in-person appointment to discuss the sales process in more detail
- Incorporate what the prospect says into his own talking points when there’s an opening
Question 10 / 14
A sales rep is displaying his company’s newest smartwatches at a tech show. He’s the only exhibitor offering a discount to those who buy today. A prospect he’s talking to hesitates at the price and asks for some information to take away with her.
What should the rep do?
- Give her a brochure and encourage her to come back before the end of the day to take advantage of the discount
- Ask for her email address to send her information on the next sale
- Ask her to set aside price for now and confirm that the smartwatch meets her needs
- Offer her an additional discount on top of the current promotion
- Give her a brochure and his business card, and ask that she call him directly
Question 11 / 14
A sales rep is showing a customer engagement rings. The customer shows interest in a particular ring, but when the rep mentions its price, he hesitates, saying, “Let me think about it.”
Which response(s) would be effective? Select all that apply.
- Tell him about an available payment plan
- Mention that the prices of the rings in this collection could increase soon
- Agree that he should take his time making this important decision
- Encourage him to come back in a few weeks when the rings are on sale
- Ask him if the price is the only thing holding him back
- Tell him about any free services offered with ring purchase
Question 12 / 14
A sales rep at a store is helping a customer choose a computer. After a brief conversation, he offers her one that best meets her functionality and price needs, but she tells him she’s had bad experiences with that brand’s customer support.
Which response(s) would be effective? Select all that apply.
- Immediately recommend a more expensive brand; acknowledge that it’s above her price range, but at least she won’t worry about its quality
- Acknowledge her past experience and ask what happened
- Call over his supervisor to offer a second opinion on the computer he recommended
- Reconfirm her needs and explain how this computer meets them
- Suggest she buy a low-cost service contract in case the computer has issues
- Remind her that he’s an expert and wouldn’t recommend a bad option
Question 13 / 14
A travel agency specializes in vacation packages that provide the best value. An agent offers a prospect a package that would meet his needs. The prospect claims that he can create his own package online and save money by not using an agent.
Which response(s) would be effective? Select all that apply.
- Thank him for considering her agency and encourage him to call her directly if he can’t find a package to meet his needs
- Ask for an opportunity to show him the savings, trip insurance, and special perks her agency can offer
- Ask him to call her back and tell her if he finds a better deal
- Ask the agency owner if there are any better offers she can provide to save the sale
- Assure him that the agency’s buying power and connections offer the best packages for the lowest price
Question 14 / 14
A sales rep is on a call with a team that makes purchasing decisions for one of her prospects. Each team member summarizes their unique problems. The team manager says that their current provider charges less than what the sales rep is offering.
Which response(s) would be effective? Select all that apply.
- Highlight the unique features her company can offer to address the team’s needs
- Ask how the team would rank their challenges by importance
- Listen to the team’s problems and ask to address the major points on the next sales call
- Point out how their current provider’s solution doesn’t address some of the team’s needs
- Assure them that her company can address all their problems in time, but they need to commit to her company first
- Thank the manager for sharing their objection to the price
Conclusion
Mastering sales skills is essential for handling objections and influencing customer choices. This Sales Skills Test offers useful insights into effective responses for different situations. By learning the best practices here, sales professionals can improve their techniques and achieve better results in their sales efforts. Are you looking to make your career goal in Multi Plan? Then this career section is for you.
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Bhupati Barman is a Co-founder of Mite Art, as well as an Entrepreneur, SEO Optimizer, and Blog Writer, covering a variety of interesting topics.