Advanced Sales quiz

More questions about Advanced Sales

These visible examples show the question style. LearnClash turns the full topic into ranked duels and spaced repetition.

1. 1 Easy

   What main risk arises from offering a price discount too early in sales?

   Answer: It lowers perceived product value

   Why: Early discounts can make an offer seem less valuable and lead buyers to expect future discounts.

2. 2 Medium

   What acronym represents a negotiator's strongest alternative to a failed deal?

   Answer: BATNA

   Why: Roger Fisher and William Ury coined the term in Getting to Yes (1981); the stronger your fallback, the less you need the deal.

3. 3 Hard

   According to the Ben Franklin effect, how do you gain a lead's trust?

   Answer: Ask them for a small favor

   Why: Franklin won over a rival legislator by borrowing a rare book from him, and their friendship lasted until the man's death.

4. 4 Easy

   What principle states 80% of results come from 20% of effort?

   Answer: Pareto Principle

   Why: Pareto found that about 20 percent of Italians owned 80 percent of the land; quality expert Joseph Juran later named the rule after him.

5. 5 Medium

   Why do sales tactics from hostage negotiation prefer 'No' to 'Yes'?

   Answer: It makes the buyer feel safe

   Why: Chris Voss, the FBI's former lead kidnapping negotiator, finds a quick yes is often counterfeit while a no hands the other side control.

6. 6 Hard

   In The Jolt Effect, what behavior overcomes customer indecision?

   Answer: Recommendation

   Why: Dixon's team found 40 to 60% of deals are lost to a customer doing nothing, often from fear of owning a bad choice.