BUSN160 Introduction to Sales & Business
Development
Final Exam Review (Qns & Ans)
2025
1. Which of the following describes the sales funnel's
"prospecting" stage?
A. Closing the sale
B. Identifying potential leads
C. Following up with existing clients
D. Preparing marketing materials
ANS: B. Identifying potential leads
Rationale: Prospecting is the process of finding and qualifying
potential customers at the top of the sales funnel.
©2025
,2. What is the primary purpose of Key Performance Indicators
(KPIs) in sales?
A. To evaluate personal goals
B. To analyze competitor performance
C. To measure sales team performance against objectives
D. To track customer complaints
ANS: C. To measure sales team performance against
objectives
Rationale: KPIs help monitor and assess the performance of
sales strategies and individuals.
3. In business development, the term "value proposition" refers
to:
A. A competitor's strength in the market
B. The unique value a company offers to customers
C. The pricing model used to generate sales
D. A detailed market analysis
ANS: B. The unique value a company offers to customers
Rationale: A value proposition articulates why customers
should choose a company's product or service.
4. Which of the following is an example of consultative selling?
©2025
, A. Aggressively closing sales
B. Understanding customer needs and offering tailored solutions
C. Promoting only the most expensive products
D. Using scripts with no deviation
ANS: B. Understanding customer needs and offering tailored
solutions
Rationale: Consultative selling focuses on creating customer-
specific solutions.
5. What is the main objective of relationship selling?
A. Maximizing short-term revenue
B. Building long-term partnerships with clients
C. Selling products with the highest profit margins
D. Reducing negotiation times
ANS: B. Building long-term partnerships with clients
Rationale: Relationship selling fosters trust and loyalty,
ensuring long-term success.
---
Fill-in-the-Blank Questions
©2025
, 6. ________ refers to the process of dividing a market into
distinct groups based on characteristics such as demographics or
behaviors.
ANS: Market segmentation
Rationale: Market segmentation helps in targeting specific
customer groups effectively.
7. The ________ model focuses on aligning the marketing, sales,
and customer service processes to create seamless customer
experiences.
ANS: Flywheel
Rationale: The flywheel model emphasizes creating a
continuous cycle of customer attraction, engagement, and delight.
8. In business development, ________ is the process of creating
strategic partnerships to expand market reach.
ANS: Networking
Rationale: Networking involves building valuable
relationships that benefit both parties.
9. ________ selling relies on analyzing customer data to predict
purchasing behavior and offer personalized solutions.
ANS: Data-driven
©2025
Development
Final Exam Review (Qns & Ans)
2025
1. Which of the following describes the sales funnel's
"prospecting" stage?
A. Closing the sale
B. Identifying potential leads
C. Following up with existing clients
D. Preparing marketing materials
ANS: B. Identifying potential leads
Rationale: Prospecting is the process of finding and qualifying
potential customers at the top of the sales funnel.
©2025
,2. What is the primary purpose of Key Performance Indicators
(KPIs) in sales?
A. To evaluate personal goals
B. To analyze competitor performance
C. To measure sales team performance against objectives
D. To track customer complaints
ANS: C. To measure sales team performance against
objectives
Rationale: KPIs help monitor and assess the performance of
sales strategies and individuals.
3. In business development, the term "value proposition" refers
to:
A. A competitor's strength in the market
B. The unique value a company offers to customers
C. The pricing model used to generate sales
D. A detailed market analysis
ANS: B. The unique value a company offers to customers
Rationale: A value proposition articulates why customers
should choose a company's product or service.
4. Which of the following is an example of consultative selling?
©2025
, A. Aggressively closing sales
B. Understanding customer needs and offering tailored solutions
C. Promoting only the most expensive products
D. Using scripts with no deviation
ANS: B. Understanding customer needs and offering tailored
solutions
Rationale: Consultative selling focuses on creating customer-
specific solutions.
5. What is the main objective of relationship selling?
A. Maximizing short-term revenue
B. Building long-term partnerships with clients
C. Selling products with the highest profit margins
D. Reducing negotiation times
ANS: B. Building long-term partnerships with clients
Rationale: Relationship selling fosters trust and loyalty,
ensuring long-term success.
---
Fill-in-the-Blank Questions
©2025
, 6. ________ refers to the process of dividing a market into
distinct groups based on characteristics such as demographics or
behaviors.
ANS: Market segmentation
Rationale: Market segmentation helps in targeting specific
customer groups effectively.
7. The ________ model focuses on aligning the marketing, sales,
and customer service processes to create seamless customer
experiences.
ANS: Flywheel
Rationale: The flywheel model emphasizes creating a
continuous cycle of customer attraction, engagement, and delight.
8. In business development, ________ is the process of creating
strategic partnerships to expand market reach.
ANS: Networking
Rationale: Networking involves building valuable
relationships that benefit both parties.
9. ________ selling relies on analyzing customer data to predict
purchasing behavior and offer personalized solutions.
ANS: Data-driven
©2025
