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Which sales quota measurement focuses on the end result rather than the relationship with the customer?
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Question 65 - Certified Sales Representative discussion

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A company uses the BANT model for sales qualification.

What does BANT indicate to sales representatives?

A.
The proposed approach meets the criteria of being Bold, Ambitious, Noteworthy, and Thorough.
Answers
A.
The proposed approach meets 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.
Answers
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.
Answers
C.
The prospective contact has Budget and Authority to buy, has Need for the product, and the Timing is right.
Suggested answer: C

Explanation:

BANT is a sales qualification model that stands for Budget, Authority, Need, and Timing. It helps sales representatives identify and prioritize the most qualified prospects based on four key criteria:

Budget: The prospect has the financial resources to purchase the product or service.

Authority: The prospect has the decision-making power or influence to approve the purchase.

Need: The prospect has a specific problem or pain point that the product or service can solve.

Timing: The prospect has a clear timeline or urgency to buy the product or service. BANT helps sales representatives focus on the most promising opportunities, avoid wasting time on unqualified leads, and align their sales process with the customer's buying journey.Reference: [Cert Prep: Salesforce Certified Sales Representative: Qualify Leads], [Sales Rep Training: Qualify Leads]

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asked 23/09/2024
Stan Nichols
32 questions
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