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

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

Sea Plane

Ship

Hovercraft

Submarine

2 / 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

Small Business

Mid-Market

3 / 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

Relentless Attitude In Networking

Relax, Acknowledge, Initiate, Neutralize

4 / 12

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

True

False

5 / 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?

SPIN Selling

Solution Selling

Strategic Selling with Perspective

Value Selling

6 / 12

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

1942

1928

1954

1936

7 / 12

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

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

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

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

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

8 / 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?

Gartner

Sandler Systems

Miller Heiman Group

RAIN Group

9 / 12

Published in 2010 who is the author of SNAP Selling?

Neil Rackham

Jill Konrath

Adam Dixon

Michael Port

10 / 12

The SPIN in the SPIN Selling method stands for?

Standardize, Pipeline, Initiatives, Now

Spot, Prior, Industry, News

Situation, Problem, Implication, Need

Solution, Present, Impact, Notify

11 / 12

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

Rackhams experience with his own clients

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

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

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

12 / 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?

False

True

Your score is

The average score is 41%