MEDDPICC exam

12 questions drawn from the lessons. 70% to pass, and you can retake it as many times as you like.

1. A rep has every MEDDPICC field filled in, but cannot quote the customer on the metric. What is the state of the deal? Unqualified on metrics, because the number came from the rep rather than the customer Qualified, provided the champion agrees with the number Qualified, since all fields are complete

2. Which of these is MEDDPICC designed for? Any deal, regardless of size or cycle A two-week transactional deal with a single buyer A complex deal with several stakeholders and a procurement function

3. A prospect says "handling these takes up a lot of the team’s week". What should the rep do next? Present the product’s efficiency benefits Record it as the metric and move on Ask roughly how many come in and how long one takes

4. Whose number is a metric? The customer’s, in their own units The vendor’s published benchmark The rep’s estimate based on similar customers

5. What is the practical test of a champion? They will get you a meeting with the economic buyer They have the word "director" in their title They respond quickly and are friendly on calls

6. Which question is most likely to surface the economic buyer usefully? "Who signs the contract?" "Who has this in their budget, and what else is competing for it?" "Are you the decision maker?"

7. Why does it matter where the decision criteria came from? Because criteria written by procurement are always more reliable It does not, only the list matters A competitor may have helped write them, which shows up as an oddly specific requirement

8. Which is a decision process? "The VP will decide" "We are aiming for Q3" "Technical eval with the platform team, then a written recommendation to the VP, then a two-week security review, then legal"

9. Which competitor wins the most deals? The status quo: doing nothing Whichever vendor is cheapest The best-funded named vendor

10. What is the most useful follow-up to a stated problem? "Would you like to see how we solve that?" "Is that a problem for you?" "What have you tried?"

11. When should you ask about paper process? Only if the deal is above a certain size After the verbal yes, so as not to seem presumptuous Early, framed as avoiding surprises later

12. Which question best replaces a guess with evidence? "Do you have a procurement process?" "Have you onboarded a new vendor recently, and how long did it take end to end?" "Can we get this done this quarter?"

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