Outbound Sales MCQs

Outbound Sales MCQs

Our team has conducted extensive research to compile a set of Outbound Sales MCQs. We encourage you to test your Outbound Sales knowledge by answering these 80+ multiple-choice questions provided below.
Simply scroll down to begin!

1: What does CRM stand for?

A.   Customer Relationship Management

B.   Common Response Match

C.   Cost Reduction Management

D.   Core Rival Market

2: What is the definition of "Primacy Effect"?

A.   People tend to avoid sales pitches and advertisements

B.   People tend to make their purchase decisions on impulse

C.   People tend to ask many questions during sales pitches

D.   People tend to remember the first things they hear/read

3: What is the key point to emphasize when recommending a product to a prospect?

A.   How much the prospect will pay for the product

B.   How advanced the technology is behind the product

C.   How many in his/her network would be interested

D.   How the product solves his/her pain points

4: When making phone calls you should:

A.   Identify yourself.

B.   All of these

C.   Ask to speak with the department that can help you.

D.   Identify the purpose of your call.

5: Providing the best possible customer service and building customer loyalty are traits of what type of selling?

A.   Team

B.   Direct

C.   Solution

D.   Relationship

6: Telling a customer that prices will increase in the coming week is a __________.

A.   deal close

B.   direct close

C.   time-driven close

D.   qualifying close

7: True or false? When making a sales call you should always do most of the talking.

A.   True

B.   False

8: What is upselling?

A.   Emphasizing the quality of a product

B.   None of these

C.   Selling a customer premium upgrades

D.   Moving a qualified lead up the chain of command

9: The process of calling potential clients without an introduction is called _________.

A.   cold calling

B.   guerilla calling

C.   blank calling

D.   ambush calling

10: What do you call the pre-sales activity of identifying potential customers and their willingness to pay?

A.   Prospecting

B.   Project Review

C.   Margin Calculation

D.   Pareto Analysis

11: An acceptable closing outcome from a customer meeting can be another meeting?

A.   True

B.   False

12: What is the best time to call the customer’s home?

A.   Call them according to your time zone.

B.   You can call them anytime you want as you need to complete your job.

C.   Do not call a customer's home before 8:00 AM or after 9:00 PM, unless they've given you permission to do so.

D.   You can start calling at 6:00 AM the soonest and 11:00 PM the latest.

13: The first step of sales is to __________.

A.   understand customer needs

B.   to negotiate prices with the customer

C.   to pitch the customer

D.   present the customer with the product

14: True or false? You should never follow up a cold email with a phone call.

A.   True

B.   False

15: Which of the following is MOST effective for a buyer with an analytical personality type?

A.   Quick deadlines

B.   Detailed explanations

C.   Recognition and Praise

D.   Conflict Avoidance

16: To build a sustainable business, which of the following should a salesperson invest the most efforts in?

A.   Getting the customer to sign a contract

B.   Establishing a long-term relationship with the customer

C.   Email Marketing

D.   Pitching customers the product's features

17: When first engaging with a prospect, it is best to use _______ questions.

A.   open-ended

B.   financial

C.   close-ended

D.   simple

18: When qualifying your prospect, how can you test to determine how engaged he/she is with you?

A.   Create a mutually agreed followup action plan

B.   Agreeing to a purchase or billable event

C.   Giving you the contact info of the decision maker

D.   (All of these)

19: True or false? There is no need for the marketing and the sales department to communicate.

A.   True

B.   False

20: The process of helping a customer reach their strategic goals is what type of selling?

A.   Personal

B.   Consultative

C.   Direct

D.   Cold

21: When qualifying a prospect, what are the most effective types of questions to ask?

A.   Probing only

B.   Open-ended and probing

C.   Yes or No only

D.   Open-ended only

22: _______ selling is a methodology that focuses on solving a customer's pains or needs.

A.   Direct

B.   Solution

C.   Simple

D.   Holistic

23: Generally, you can think of _______ as the strategy and ______ as the execution.

A.   sales; marketing

B.   marketing; sales

C.   email: phone

D.   business development; sales

24: Which of the following communication skills is, in general, the most important for sales people to develop?

A.   Listening

B.   Persuading

C.   Presenting

D.   Promoting

25: _____ a lead is the process of making sure a lead is a viable candidate.

A.   Prospecting

B.   Exploring

C.   Examining

D.   Qualifying

26: In the customer problem identification process, what is the next best step once a pain point is revealed?

A.   None of these

B.   Immediately pitch your services

C.   Find other customers with the same pain

D.   Quantify the pain

27: What is a commission?

A.   A sales representative that is hired on a contract basis

B.   An active marketing campaign

C.   A percentage of a sale that goes to the sales representative

D.   A closed deal

28: What does the 80-20 rule indicate?

A.   That salesperson should spend 20% of his time with 80% of the most qualified prospects

B.   That a salesperson should convert 80% of their prospective sales

C.   That a salesperson should convert 20% of their prospective sales

D.   That salesperson should spend 80% of his time with 20% of the most qualified prospects

29: The more often you call a client, eventually the incremental value is worth less than the costs of making the calls. This is an example of ________ .

A.   The Sales Trap

B.   Down selling

C.   Purchasing Power

D.   The Law of Diminishing Returns

30: ______ is the process of acquiring information to ensure that clients will benefit from a product.

A.   Correlating

B.   Prospecting

C.   None of these

D.   Pre-Purchase

31: What is a common cause of a "sales trap"?

A.   Mismatched Marketing and Sales alignment

B.   Overselling inventory

C.   Sales overload

D.   Understaffed sales team

32: What is the main benefit of qualifying questions during the sales process?

A.   (none of these)

B.   Discover competing products in the market

C.   Discover the customer's pain points

D.   Discover how the customer plans to spend his budget

33: What is the definition of "the Recency Effect"?

A.   As time passes, people tend to become annoyed with your followups

B.   As time passes, people tend to rethink their purchase decision with doubts

C.   As time passes, people tend to recall the last thing they’ve seen/read

D.   As time passes, people tend to have more questions about the product

34: Which of the following is not an example of Outbound Selling?

A.   Cold Calling

B.   Blogging

C.   Direct Mail

D.   Trade Show Sponsorship

35: Who enforces the National Do Not Call Registry?

A.   Individual States

B.   Federal Trade Commission

C.   IRS

D.   FCC

36: True or false? A sale contract is only official when it is written in document form.

A.   False

B.   True

37: Are oral agreements legally binding?

A.   No

B.   Yes

C.   Sometimes

38: Telemarketing is a form of ______ sales.

A.   outside

B.   inside

C.   external

D.   technical

39: Solution selling is a form of _______ selling.

A.   holistic

B.   direct

C.   adaptive

D.   reactive

40: What are three phases of the product cycle?

A.   Call, sell, buy

B.   Sell, sell, sell

C.   Prospect, call, sale

D.   Growth, maturity, decline

41: A buyer that likes to focus on the big picture over details has what type of buyer personality?

A.   Controller

B.   Decision-Maker

C.   Expressive

D.   Analytical

42: What are the radical qualities which a teleselling agent needs to have to perform

A.   Proficiency in the spoken language

B.   Ability to connect with the prospect

C.   Confidence in his product

D.   All of the above

E.   None of the above

43: Which part of an outbound sales script needs to be recorded?

A.   Fronter Script

B.   Verification Script

C.   Closure Script

D.   Whole Script

44: What does sign-posting mean in an outbound sales scenario?

A.   The practice of letting the customer know what format the sales conversation is going to take before starting the sales talk

B.   The practice of letting the customers know about the benefits and unique features of the product that the telecalling executive aims at selling

C.   The practice of building a rapport with the potential customer before commencing with the sales talk

D.   The practice of erecting signposts to advertise the product to increase sales

45: Which of the following are some of the effective skills that an agent should possess in order to achieve the target?

A.   Making only a few calls over a long period of time

B.   Being confident while making a call

C.   Ability to increase the number of contacts

D.   Ability to take the cold sweat out of cold calling

46: What is the main aim of a sales executive in an outbound sales process?

A.   To tell the prospective customer about the features of his company's product

B.   To get the prospective customer to buy his product or solution

C.   To force the prospective buyer to understand the benefits of buying the service he's trying to sell

D.   All of the above

47: Suppose you are a TME for a telecom company and you call a prospective customer to sell your company's product. However, during the conversation, you realize that the customer is not interested as he clearly says "I don't need one". What will be your next statement?

A.   Mobile phones give you the freedom which you might be looking for.

B.   Try and buy our product, it's one of the best in the market.

C.   Are you using a mobile phone currently and to which telecom operator do you subscribe to?

D.   We have some special offers for you, please listen to me.

48: What does EST mean in outbound sales?

A.   Eastern Standard Type

B.   Eastern Standard Technology

C.   Efficient Sales Team

D.   Eastern Standard Time

49: Which of the following statements would be appropriate for establishing the need for a particular product (e.g. a credit card) during an outbound sales pitch?

A.   How many times have you realized that you are not able to buy your son the latest version of computer he has desired?

B.   Have you realized that of late, you might have compromised on your essential needs and that of your family?

C.   Have the sighting of valuable products in show windows made you feel helpless because of no/low cash in your pocket?

D.   All of the above

50: Which of the following are important ways to contact the decision maker in an outbound sales scenario?

A.   Cold Calling

B.   Product promotion campaigns

C.   Written correspondence

D.   A strategy combining cold calling and written correspondence