Sales Process and Fundamentals Questions

Covers the stages and mechanics of the sales cycle and metrics used to manage and evaluate sales performance. Topics include prospecting and lead generation, qualification frameworks, discovery and needs assessment, solution presentation and value articulation, objection handling, negotiation techniques, closing strategies, post sale relationship management, and key metrics such as pipeline size, conversion rates, average deal size, and sales cycle length. Candidates should be able to describe consultative versus transactional selling approaches, how to qualify opportunities, and how to measure and improve sales performance.