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SAAS GLOCAL
Sales & Marketing Internship | Online Assessment
This assessment consists of 5 sections and evaluates situational judgement, written communication, GTM strategy, and self-awareness. Read each question carefully. The differences in multiple-choice options are subtle.
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Section 1: Situational Judgement (MCQ)
Q1. You've been asked to build a cold outreach list of B2B SaaS companies in the US. Which is the MOST effective starting point?
A. Search Crunchbase for 'Software' and scrape all founders' emails to maximize top-of-funnel reach.
B. Use LinkedIn Sales Navigator or Apollo.io to filter SaaS companies by specific size, funding stage, and geography.
C. Export the attendee list from a major US SaaS conference and add them all to an automated email sequence.
D. Purchase a verified ZoomInfo list of "companies expanding to the US" and email their general contact addresses.
Q2. A prospect replies to your cold email saying 'Not interested at this time.' What is the BEST response?
A. Reply asking them for quick feedback on *why* they aren't interested so you can improve your pitch.
B. Pause their current sequence and automatically place them in a monthly marketing newsletter drip.
C. Reply politely, acknowledge their response, and ask if you can follow up in 90 days when circumstances may have changed.
D. Wait two weeks and try reaching out to a different stakeholder in the exact same department.
Q3. Your SaaS client wants to enter the US market. They have a ₹0 marketing budget but a strong product and 10 Indian customers. FIRST action?
A. Set up an automated cold email engine to blast 1,000 US prospects a week to generate immediate awareness.
B. Rewrite their current Indian sales deck to use US spelling and pricing, then immediately start cold calling.
C. Leverage existing Indian customers for referrals and case studies to build social proof for the US market.
D. Offer the product completely free to the first 50 US companies to quickly build a localized user base.
Q4. What does 'ICP' stand for in a B2B sales context?
A. Inbound Conversion Path — mapping the journey a buyer takes from website visitor to booked demo.
B. Ideal Customer Profile — it defines the type of company most likely to buy and retain your product.
C. Initial Contact Point — the primary stakeholder you target when breaking into a new enterprise account.
D. Intent Criteria Profile — the specific behavioral signals that indicate a prospect is ready to buy.
Q5. You're on a discovery call. The prospect keeps interrupting and dominating the conversation. What do you do?
A. Let them talk and wait for them to finish — take detailed notes on everything they say.
B. Gently interject by saying, "Those are great points, but I want to make sure I show you the platform today."
C. Remind them of the initial meeting agenda and steer them back to your predetermined qualification questions.
D. Ask a highly specific technical question to force them to pause and think, regaining conversational control.
Q6. Which metric is MOST important when evaluating whether a SaaS company's sales motion is working?
A. Total Pipeline Value (TPV) generated by the SDR team this quarter.
B. Number of Sales Qualified Leads (SQLs) handed over to Account Executives.
C. Monthly Recurring Revenue (MRR) growth and conversion rate from demo to paid.
D. Average email open and reply rates across all outbound outbound sequences.
Q7. A B2B prospect asks: 'Can you give us a 60% discount? Your competitor charges half your price.' BEST response?
A. Offer a 30% discount as a compromise to save the deal while still maintaining some profit margin.
B. Ask them to share the competitor's quote in writing so you can ask your VP of Sales to match it.
C. Acknowledge the concern, ask what outcome they are trying to achieve, and anchor on value rather than price.
D. Explain the specific technical features your product has that the competitor lacks to justify the premium.
Q8. What is the correct order of stages in a typical B2B SaaS sales process?
A. Discover → Prospect → Qualify → Pitch → Propose → Close → Onboard
B. Prospect → Qualify → Discover → Demo → Propose → Close → Onboard
C. Prospect → Discover → Qualify → Propose → Demo → Close → Onboard
D. Qualify → Prospect → Demo → Discover → Propose → Close → Onboard
Q9. Which of the following is the MOST significant challenge SaaS Glocal helps a client overcome?
A. Time zone differences and lack of a local presence or trust signals for international buyers.
B. Navigating the complex regulatory and tax compliance laws of incorporating a business entity in the US.
C. Redesigning their software architecture to handle US data privacy laws like HIPAA or CCPA.
D. Translating their product UI and marketing collateral from Indian regional languages into English.
Q10. Pipeline has 50 leads: 30 unresponsive, 10 'maybe later', 10 actively engaged. Where do you spend your time this week?
A. On the 30 unresponsive leads — writing highly personalised emails to wake them up, as they represent the largest volume.
B. On finding a new list of 50 fresh leads, since the majority of the current pipeline is stalled or dead.
C. On the 10 actively engaged leads while running a light, automated sequence for the 10 'maybe later' leads.
D. Splitting time equally between calling the 10 engaged leads and the 10 'maybe later' leads to maximize immediate meetings.
Section 2: Written Sales Pitch
Q11. Cold Email Challenge (Max 150 words): Write an outreach email for 'HireFlow' (Indian HR-tech) targeting a Head of HR at a mid-size US tech company to book a 15-min discovery call.
Q12. Objection Handling (Max 120 words): A prospect demo'd HireFlow and says: 'This looks interesting but we already use Workday for this. I don't see why we'd need another tool.' Write your response.
Section 3: GTM Strategy Brief
Q13. GTM Strategy (Max 400 words): 'DocuSend' competes with DocuSign. Indian SMB base, $29/mo, wants 50 US customers in 6 months. Define: (1) Target Customer, (2) Channel Strategy, (3) Messaging, (4) One Risk & Mitigation.
Section 4: Research & Prospecting
Q14. Identify 3 real Indian B2B SaaS companies ready for global expansion. For each provide: (a) Company & Product, (b) Rationale for expansion, (c) Target Decision-Maker Name/URL, (d) Personalised Hook.
Q15. Signal Recognition: A founder posts 'Excited to announce our $3M Series A... The US is next.' What are your exact actions in the next 15 minutes?
Section 5: Self-Awareness & Cultural Fit
Q16. Tell us about a time you had to figure things out completely on your own with no guidance. (Max 150 words)
Q17. What kind of environment do you do your best work in, and what kind of environment do you struggle in? (Max 120 words)
Q18. Why build a career in Sales/Marketing? And why SaaS Glocal specifically? (Max 150 words)
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