A company uses the BANT model for sales qualification.
What does BANT indicate to sales representatives?

• A.The proposed approachmeets the criteria of being Bold, Ambitious, Noteworthy, and Thorough.
• B.The deal is Beneficial, Acceptable to line management, Narrow in scope, and commercially Tight for sound legal management.
• C.The prospective contact has Budget and Authority to buy,has Need for the product, and the Timing is right.

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How does a sales representative determine if a customer might be a valid prospect for the product?

• A.Review the customer's website and tell the prospect that the product will solve their problems.
• B.Understand the customer's pain points and what they attempted in the past that was unsuccessful.
• C.Uncoverwhat the customer is planning to do and the executive staff's purchasing preferences.

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Which behavior should a sales representative display to establish credibility with a customer?

• A.Be sincere and transparent, even if it means losing a sale.
• B.Review the proposal and potential discount structures.
• C.Reiterate product info when there is hesitancy to move forward.

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A sales representative has a customer who is indecisive about the proposed solution and hesitant to close the contract.
How should the sales rep convince the customer to find the solution invaluable and close the contract?

• A.Offer promotional discounts.
• B.Bundle additional products.
• C.Extend a free trial.

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A forecast is based on the rollup of a set of opportunities.
What are three dimensionsin a forecast rollup?

• A.Contacts, product family, and revenue
• B.Time, categories, and territories
• C.Quotes, contacts, and territories

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