The Sales Methodology Quiz

A company’s sales methodology framework defines how that business wants their products or services to be sold. The right methodology creates an environment for the salesperson and buyer that facilitates the sales and decision-making process.

Our quiz will test your knowledge of different sales methodologies. All the answers and many more can be found in our articles The Right Sales Methodology and A Brief History of Modern Sales Methodology.

Test your knowledge: what do you know about sales methodologies?

Created by

Ben James

The Sales Methodology Quiz

Sales professionals have had individual effective tactics for improving win rates as far back as the 1800’s, but how well do you know sales methodologies? Test yourself with our quiz and then share with your colleagues to see who comes out on top!

1 / 12

Published in 2010 who is the author of SNAP Selling?

Jill Konrath

Adam Dixon

Neil Rackham

Michael Port

2 / 12

True of False? The MEDDIC sales methodology stands for: Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion

False

True

3 / 12

Miller Heiman Group combine both methodology and technology in their selling method. The methodology was originally developed by Robert Miller and Stephen Heiman in 1985. Can you name this methodology?

Value Selling

Strategic Selling with Perspective

SPIN Selling

Solution Selling

4 / 12

The Challenger Sale methodology breaks sellers down into five profiles, but what are they?

Challenger, Lazy Worker, Lone Ranger, Relationship Expert, Objection Solver

Hard Worker, Relationship Builder, Lone Wolf, Problem Solver, Challenger

Cold Caller, Social Seller, Email Expert, Face to Face Fanatic, Challenger

Objection Handler, Commission Cowboy, Relationship Guru, Challenger, Problem Solver

5 / 12

CEB, a world leading information technology research and advisory company who published three books including the best-selling “Challenger Sale” was acquired by which company in 2016?

Miller Heiman Group

Sandler Systems

RAIN Group

Gartner

6 / 12

At the heart of the RAIN Selling methodology is their acronym RAIN, but what does this stand for?

Remember Always Include New-Trade

Rapport, Aspirations & Afflictions, Impact, New Reality

Relax, Acknowledge, Initiate, Neutralize

Relentless Attitude In Networking

7 / 12

The SPIN in the SPIN Selling method stands for?

Spot, Prior, Industry, News

Situation, Problem, Implication, Need

Standardize, Pipeline, Initiatives, Now

Solution, Present, Impact, Notify

8 / 12

In 1988 Neil Rackham developed the SPIN Selling method. His book was based on research from?

No research was done. The method is based on Rackhams theory’s

35,000 calls by 10,000 salespeople in 23 countries

120,000 sales calls by 50,000 salespeople in the United States

Rackhams experience with his own clients

9 / 12

The MEDDIC methodology is ideal for complex sales cycles when dealing with sales in the B2B space. But which sales process would it be more applicable to?

Enterprise

All of the above

Mid-Market

Small Business

10 / 12

The Sandler Selling System uses which watercraft to outline their seven compartments for successful selling?

Hovercraft

Ship

Submarine

Sea Plane

11 / 12

The first major development in professional sales methodology is said to have happened in 1968 when the Xerox Corporation pioneered ‘Needs Satisfaction Selling. True or False?

True

False

12 / 12

In what year did Dale Carnegie write the first best-selling self-improvement book, How to Win Friends and Influence People?

1928

1942

1936

1954

Your score is

The average score is 42%