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Question 1

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Which foundation of sales psychology describes the ability to understand and share the feelings of another person — a key skill for discovery conversations?

Empathy

Assertiveness

Skepticism

Apathy

to track

2026 Statistics

Key Facts: CPSP Exam

150

Exam Questions

NASP

80%

Passing Score

NASP

$695

Exam Fee

NASP

2 years

Recertification

Continuing education required

Untimed

Exam Duration

Typical completion 120-180 min

B2B

Focus

Full professional sales cycle

The NASP CPSP exam has 150 questions with an 80% passing score and a $695 fee. Recertification every 2 years. Administered by the National Association of Sales Professionals. Covers sales psychology, prospecting, qualifying, discovery, presenting, objection handling, closing, negotiation, relationship selling, sales tech, metrics, SaaS sales, ABM, and ethics.

Sample CPSP Practice Questions

Try these sample questions to test your CPSP exam readiness. Each question includes a detailed explanation. Start the interactive quiz above for the full 100+ question experience with AI tutoring.

1Which foundation of sales psychology describes the ability to understand and share the feelings of another person — a key skill for discovery conversations?

A.Empathy

B.Assertiveness

C.Skepticism

D.Apathy

Explanation: Empathy is the ability to understand and share another person's feelings. In sales, empathy builds rapport, surfaces unspoken concerns, and enables a true consultative approach. Emotional intelligence research (Daniel Goleman) treats empathy as a core competency alongside self-awareness, self-regulation, motivation, and social skills.

2Active listening during a sales discovery call primarily involves:

A.Thinking about your next question while the prospect speaks

B.Fully attending, paraphrasing, and asking clarifying questions

C.Interrupting to correct misperceptions

D.Dominating the conversation to showcase expertise

Explanation: Active listening means fully attending to the speaker, suspending judgment, paraphrasing to confirm understanding, and asking clarifying questions. It signals respect, surfaces real pain, and dramatically improves discovery quality compared to reps who are 'listening to respond.'

3Building rapport early in a sales relationship is important because:

A.It replaces the need for product knowledge

B.It establishes trust that accelerates honest conversation and decisions

C.It guarantees a closed deal

D.It allows the seller to skip discovery

Explanation: Rapport creates psychological safety. Buyers who feel heard and respected share real pain and concerns, which lets the seller craft a relevant solution. Rapport does not replace discovery or product expertise — it enables them.

4Which prospecting activity involves reaching out to someone who has shown no prior interest in the product?

A.Warm outreach

B.Cold outreach

C.Referral selling

D.Account expansion

Explanation: Cold outreach contacts prospects who have had no prior interaction with the brand — through cold calls, cold emails, or direct LinkedIn messages. Warm outreach follows prior engagement (downloads, webinar attendance, referrals). Referral selling leverages existing relationships for introductions.

5Which platform is most commonly used for B2B social selling and ICP research?

A.TikTok

B.Snapchat

C.LinkedIn Sales Navigator

D.Pinterest

Explanation: LinkedIn Sales Navigator is the leading B2B social selling platform. It offers advanced search, lead and account lists, TeamLink for warm intros, and real-time buyer signals. Reps use it to identify decision-makers, research accounts, and craft personalized outreach.

6BANT stands for:

A.Budget, Authority, Need, Timing

B.Brand, Awareness, Need, Target

C.Buyer, Advocate, Negotiator, Trainer

D.Budget, Approval, Need, Technology

Explanation: BANT — Budget, Authority, Need, Timing — is a classic IBM qualification framework. Reps confirm the prospect has funds, authority (or access to a decider), a genuine need, and a timeline. While dated, BANT remains widely used as a baseline qualifier.

7MEDDIC is a qualification framework where the 'M' stands for:

A.Motivation

B.Metrics

C.Marketing

D.Momentum

Explanation: MEDDIC = Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, Champion. It is common in complex enterprise sales and emphasizes quantifying impact ('Metrics') and building a Champion who sells internally. Extensions add C for Competition or P for Paper process (MEDDPICC).

8The CHAMP framework prioritizes which element over Budget (unlike BANT)?

A.Challenges

B.Calendar

C.Credibility

D.Closing

Explanation: CHAMP = CHallenges, Authority, Money, Prioritization. It leads with Challenges (customer pain) rather than Budget, reflecting modern selling where uncovering and quantifying pain comes first — budget and prioritization follow a compelling business case.

9Neil Rackham's SPIN Selling framework stands for:

A.Situation, Problem, Implication, Need-payoff

B.Selling, Pitching, Inviting, Negotiating

C.Source, Pipeline, Income, Numbers

D.Strategy, Plan, Insight, Narrative

Explanation: SPIN (Neil Rackham, research on high-value B2B selling) is a question framework: Situation (context), Problem (pain), Implication (consequences if not solved), Need-payoff (value of solving). Implication and Need-payoff questions separate top sellers from average ones in complex sales.

10In SPIN Selling, 'Implication' questions are designed to:

A.Ask about the weather

B.Help the buyer see the consequences of the problem

C.Close the deal immediately

D.Discuss competitor pricing

Explanation: Implication questions probe the consequences of a problem ('If this continues, what happens to your team's capacity?'). They make the pain felt, moving the buyer from 'interesting issue' to 'urgent problem we must solve' — which raises willingness to invest.

About the CPSP Exam

The NASP Certified Professional Sales Person (CPSP) credential validates professional sales competence across the full B2B sales skill set. The exam covers sales psychology (rapport, active listening, emotional intelligence), prospecting (cold/warm outreach, social selling on LinkedIn Sales Navigator), qualifying (BANT, MEDDIC, CHAMP, SPIN), discovery, presenting (FAB, value selling, Challenger Sale), objection handling (LAARC, feel-felt-found), closing (assumptive, alternative, summary, trial, Ben Franklin), negotiation (BATNA, ZOPA, anchoring, concessions), relationship selling (NPS, referrals, customer success), sales technology (Salesforce, HubSpot, Outreach, Salesloft, ZoomInfo, Gong), sales metrics, SaaS sales (ARR/MRR, churn, NRR), ABM (ICP, multi-threading), and professional sales ethics.

Questions

150 scored questions

Time Limit

Untimed (120-180 min typical)

Passing Score

80%

Exam Fee

$695 (National Association of Sales Professionals (NASP))

CPSP Exam Content Outline

10-15%

Sales Psychology & Rapport

Emotional intelligence (Goleman), active listening, rapport building, mirroring, cognitive biases, elevator pitch

10-15%

Prospecting & Social Selling

Cold and warm outreach, cold email, video prospecting, LinkedIn Sales Navigator, follow-up cadences

10-15%

Qualifying & Discovery

BANT, MEDDIC, CHAMP, SPIN (Rackham), open-ended and diagnostic questions, economic buyer, Champion, mutual action plans, disqualification

15-20%

Presenting & Value Selling

FAB, value selling, Challenger Sale, solution selling, consultative selling, storytelling, social proof

10-15%

Objection Handling & Closing

LAARC, feel-felt-found, reframing, preempting objections, assumptive/alternative/summary/trial/Ben Franklin/silent closes

10-15%

Negotiation

BATNA, ZOPA, anchoring, trading concessions, procurement negotiation, price-sensitive buyers

10-15%

Relationship Selling & Sales Metrics

Cross-sell/upsell, NPS, referrals, customer success, QBRs, conversion, deal size, win rate, pipeline coverage, sales velocity, SaaS (ARR, MRR, churn, NRR), ABM (ICP, multi-threading)

5-10%

Sales Technology & Ethics

Salesforce, HubSpot, Outreach, Salesloft, ZoomInfo, Gong/Chorus, NASP Code of Ethics, refusing unethical practices, case study ethics

How to Pass the CPSP Exam

What You Need to Know

Passing score: 80%
Exam length: 150 questions
Time limit: Untimed (120-180 min typical)
Exam fee: $695

Keys to Passing

Complete 500+ practice questions
Score 80%+ consistently before scheduling
Focus on highest-weighted sections
Use our AI tutor for tough concepts

CPSP Study Tips from Top Performers

1Memorize the major qualification frameworks — BANT, MEDDIC, CHAMP, SPIN (Rackham) — and know when each applies

2Master the closing techniques: assumptive, alternative, summary, trial close, Ben Franklin, and silent close

3Know the key negotiation terms: BATNA, ZOPA, anchoring, and the principle of trading concessions

4Study the sales technology landscape: CRM (Salesforce, HubSpot), engagement (Outreach, Salesloft), data (ZoomInfo), conversation intelligence (Gong, Chorus)

5Memorize core metrics formulas: sales velocity, win rate, pipeline coverage, LTV:CAC, NRR

6Understand SaaS-specific metrics: ARR vs. MRR, gross vs. net churn, why NRR above 100% matters

7Practice recognizing ethical dilemmas — refusing unethical practices and following the NASP Code of Ethics is heavily tested

8Complete 100+ practice questions and target consistent 85%+ scores before scheduling the exam

Frequently Asked Questions

What is the NASP CPSP certification?

The Certified Professional Sales Person (CPSP) is a professional sales credential from the National Association of Sales Professionals. It validates expertise across the full B2B sales skill set — sales psychology, prospecting, qualifying, discovery, presenting, objection handling, closing, negotiation, relationship selling, technology, metrics, and ethics.

How many questions are on the CPSP exam?

The CPSP exam has 150 multiple-choice questions and typically takes 120-180 minutes to complete. An 80% passing score is required, making it one of the more rigorous sales credentials on the market.

What does the CPSP exam cost?

The CPSP exam fee is $695 USD. The fee typically includes course materials and the exam attempt. Candidates should verify the most current pricing on NASP's website when registering.

How often must I recertify the CPSP?

The CPSP credential is valid for 2 years. Recertification requires completing continuing education credits through NASP-approved activities to demonstrate ongoing sales professional development.

What topics does the CPSP exam cover?

The exam covers sales psychology (rapport, listening, emotional intelligence), prospecting (cold/warm outreach, LinkedIn Sales Navigator, cold email), qualifying (BANT, MEDDIC, CHAMP, SPIN), discovery, presenting (FAB, value selling, Challenger Sale, solution selling), objection handling (LAARC, feel-felt-found), closing techniques, negotiation (BATNA, ZOPA, anchoring), relationship selling (NPS, referrals, customer success), sales technology (Salesforce, HubSpot, Outreach, Salesloft, ZoomInfo, Gong), sales metrics, SaaS sales (ARR/MRR, churn, NRR), ABM, and ethics.

Who should earn the CPSP?

CPSP is ideal for B2B sales professionals — SDRs, AEs, Account Managers, Sales Managers — looking to validate their skills with a recognized credential. The curriculum's emphasis on modern tools (Gong, Salesforce, LinkedIn Sales Navigator) and frameworks (MEDDIC, Challenger, SPIN) makes it particularly relevant for SaaS and enterprise sellers.