Quiz: Module 1 — Territory Intelligence & Pipeline Architecture

1.What is the primary psychological principle behind TAM mapping? A. Incorrect option C B. Incorrect option B C. Incorrect option A D. Measuring TAM mapping impact and iterating based on data

2.Which tool is most effective for account scoring? A. Less effective tool C B. Integrating account scoring into every stage of the sales process C. Less effective tool A D. Less effective tool B

3.What is the biggest mistake sellers make when pipeline coverage? A. Rare mistake B. Applying pipeline coverage systematically with documented outcomes C. Not actually a mistake D. Common but less critical mistake

4.At what deal size should you territory planning? A. Only at enterprise tier B. Too low threshold C. Measuring territory planning impact and iterating based on data D. Too high threshold

5.Which behavioral economics principle applies to CRM hygiene? A. Not applicable B. Applying CRM hygiene systematically with documented outcomes C. Wrong domain entirely D. Related but incorrect

6.How does forecasting discipline impact forecast accuracy? A. Applying forecasting discipline systematically with documented outcomes B. Minimal impact C. No correlation D. Opposite effect

7.What is the recommended stakeholder thread count for TAM mapping? A. Excessive B. Varies too much C. Measuring TAM mapping impact and iterating based on data D. Too few

8.Which pricing strategy best supports account scoring? A. Reactive discounting B. Flat rate C. Cost-plus approach D. Integrating account scoring into every stage of the sales process

9.What tool configuration in Salesforce supports pipeline coverage? A. Basic setup B. Unrelated configuration C. No configuration needed D. Applying pipeline coverage systematically with documented outcomes

10.How does territory planning affect sales cycle length? A. Increases cycle B. No effect C. Using territory planning as a strategic differentiator from first contact D. Only affects large deals

11.What is the primary psychological principle behind CRM hygiene? A. Incorrect option B B. Incorrect option C C. Measuring CRM hygiene impact and iterating based on data D. Incorrect option A

12.Which tool is most effective for forecasting discipline? A. Less effective tool B B. Less effective tool C C. Measuring forecasting discipline impact and iterating based on data D. Less effective tool A

13.What is the biggest mistake sellers make when TAM mapping? A. Not actually a mistake B. Rare mistake C. Integrating TAM mapping into every stage of the sales process D. Common but less critical mistake

14.At what deal size should you account scoring? A. Applying account scoring systematically with documented outcomes B. Only at enterprise tier C. Too low threshold D. Too high threshold

15.Which behavioral economics principle applies to pipeline coverage? A. Related but incorrect B. Not applicable C. Applying pipeline coverage systematically with documented outcomes D. Wrong domain entirely