Course Careers Exam LATEST 2024-2025 WITH QUESTIONS AND ANSWERS GRADED A+, Exams of Sales Management

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QUESTIONS AND ANSWERS GRADED A+

Who are the four types of people you deal with in sales? Prospects Customers Sales Team (Account Executive) Sales Managers (People in charge of hiring and promoting you) What did Bob Hoover do to the mechanic who made his plane crash and almost got him killed? He told him to service his F- 51 plane tomorrow since he's sure he won't make this mistake again. What's the main difference between mankind and animals? The desire to feel important The only way on earth to influence other people is by. Talking about what they want and showing them how to get it You can make more friends in two months by. Becoming interested in them You should always smile because. It makes people like you, it makes you happier, it costs you nothing The sweetest sound to a person in any language is. That person's name What do people love to talk about the most? Themselves When should you argue with someone? Never because you can't win By telling someone they're wrong you are. Making them feel unintelligent, Making them feel they have a bad sense of judgment, hurting their pride and respect

What should you do if you realize you're wrong? Admit you're wrong When trying to convince someone of something you should. Get them to agree to small things by telling you "Yes" since it gets them in the mode of saying yes and agreeing What do people prefer more? Having others listen to them talk What ideas do people like more? Ideas they feel they came up with themselves What's the best way to see things from the other person's point of view? So you can sympathize with their point of view before helping them understand your point of view What's the length of the Sales Cycle/Sales Process? 1 week - 1 year Sales Cycle Creates a? Sales Funnel What are the four pillars of mental toughness? Desire Mental Resilience Outlearn=Out earn Physical Resilience What are the important Eleven words? When it is time to go home, make one more call. What is Sales Cadence/Sales Sequences? the sequence of outbound sales activities a sales person makes when attempting to make contact with a prospect to move them through the pipeline Why do people do well under competition? They have a desire to excel and feel important

Before telling someone about their shortcomings you should .Tell them how much you appreciate their work and how you also have shortcomings Instead of giving direct orders you should. Make suggestions by asking questions There's never too much sincere. praise When trying to make someone want to do something you should .tell them how important what they're doing is and how they'll benefit What is an Account? The records of all the information associated with a prospective or current customer. What is the difference between a prospect and a lead? Both describe a potential customer and have intertwined meanings that only differ based who you're talking to What is a C-Level executive? The highest level of executives who run the operations of a company. What's CAC stand for? Customer Acquisition Cost What's a Gatekeeper? Someone who is in charge of deciding who talks to the executives. What's a Sales Qualified Lead (SQL)? A prospect who is qualified to buy your product or service. What does SQL stand for? Sales Qualified Lead The difference between Buyer Persona & ICP? Ideal customer profiles are companies. Buyer personas are the people at those companies. The two ways how Buyer Personas Are Used in Sales

Allows you to know which people to target at companies Allows you to qualify quicker and sell better based on what you know about that buyer persona. (Different buyer personas care about different things.) What Is a Sales Cycle/Sales Process? is a set of specific action sales people follow from start to finish to close a new customer. It often includes multiple stages such as "prospect", "connect", "research", "present" and "close." What are the three aspects of a Sales Cycle/Sales Process? Gives sales people a repeatable framework of actions to follow Help sales people lead the buying process for their prospects Creates a baseline for comparison and forecasting What is the Sales Cycle/Sales Process in order? Research, Outreach, Discovery, Present, Follow up, Close Which steps of the Sales Cycle/Sales Process do SDR/BDRs cover? Research, Outreach, Discovery Which steps of the Sales Cycle/Sales Process do Account Executives cover? Present, Follow Up, Close What are the two aspects of Sales Cadence/Sales Sequences? Your repeatable process for getting conversations with prospects Multiple Channels: Emails, Calls, Voicemails, LinkedIn, Texts Why is using a Sales Cadence important (5 reasons) Makes you more efficient Eliminates guesswork Maintains consistency for cross reference Different prospects prefer different channels Always takes multiple touches What's a 7x7 Sales Cadence? 7 touches over 7 daysWhat's a 12x22 Sales Cadence 12 touches over 22 days

What are the Sales Cadence Variables? Touches (The Company will normally have a proven cadence for you to follow) Messaging Channels Duration Spacing How to Use a Sales Cadence Always follow without deviation Know your numbers Use sales engagement software What is your "How of selling. How do you Discover, Present, Follow Up, Close?" Sales Methodology What are the two aspects of Sales Methodology? The framework sales people follow and talking to prospects and moving them through the sales cycle What do you say, when do you say it, how do you say it, why do you say it, who do you say it to, where do you say it Are there Many different sales methodologies? Yes What kind of salespeople was SPIN written for? Salespeople who have long, complex sales cycles What's the definition of a small sale? Completed in a single call and involves a low dollar value What are the four stages of a sales call in order? CommitmentPreliminaries Investigating Demonstrating Obtaining Capability Which stage of the sales call is the most important? Investigating What is a good definition for SPIN? A questioning model for the investigation stage of the sale

What does SPIN stand for? Situation, Problem, Implication, Need-payoff What's SPIN selling's definition of closing? A behavior used by the seller which implies or invites a commitment, so that the buyer's next statement accepts or denies commitment Do more closing techniques improve sales success in larger sales? No Do more sophisticated buyers react well to closing techniques? No Is it a failure if you don't get an order during your meeting for a large sale? No What are successful actions of a sales meeting? Investigating and demonstrating capability, Checking that key concerns are covered, Proposing a commitment What's SPIN selling's definition of a need? Any statement made by the buyer which expresses a want or concern that can be satisfied by the seller What are the three differences between B2B & B2C Sales Cycle? B2B sales cycles are longer B2B Sales are worth more money B2B sales cycles include multiple people What is Prospecting? the process of finding and identifying new prospective clients using different outbound methods

• cold calling, cold email, social selling, etc. Research, Outreach, Discovery are? Prospecting What's the #1 reason for failure in sales? Lack of prospecting Is cold calling necessary?

Yes, most companies don't have enough leads to keep their salespeople busy and the best prospects are used to having salespeople go to them The main reason salespeople are afraid of cold calling is because. they don't want to interrupt prospects What's the best prospecting technique? A balance of many different techniques What's the most important daily imperative of a successful salesperson? Keeping a pipeline full of qualified prospects What is the formula for predicting sales? Efficiency + Effectiveness = Performance When is spending time doing research in advance to calling a good idea? When you're calling C-level prospects selling a high-value product/service What are your Golden Hours as a salesperson? The time you use to do sales activities such as prospecting and qualifying Should you schedule your work in time blocks? Yes, salespeople are much more efficient when they focus on a single activity and set one goal at a time. What's your objective as a B2B sales development rep on the first contact with a new prospect? Set an appointment What does your job as a sales development rep consist of? Set appointments with the prospects that are highly qualified and/or in the buying window, Nurture the prospects that you've qualified but are not in the buying window, Gather information on the prospects for which you have some or no data so you can qualify their potential and learn their buying windows Under what conditions does it make sense to set an appointment without qualifying the prospect? You sell a product or service that is non contractual and there is no set budgetary period for making these types of purchases, There is a high probability that most of your prospects will be buyers because your product is something they use all the time, The decision-maker role is fairly consistent or usually a single person

What is a touch? Anything that increases familiarity with a prospect How many touches on average does it take to engage a cold prospect? 20 - 50 touches What quality can you use to organize a prospect list? Qualification level, Potential deal size, Industry vertical What's the primary reason you use social selling? To build familiarity with prospects What's the primary social channel in B2B sales? LinkedIn What do people getting called by a salesperson dislike the most? Salesperson being vague and difficult to understand their intentions What is a value proposition? A clear statement of the tangible results a customer gets from using your products or services. What's the main difference between a targeted bridge and a strategic bridge? Strategic bridges use information custom to each prospect If you could only choose one prospecting method which would be best? In-person What's the correct order for the cold-calling framework? Attention Identify What you want Bridge Ask What shouldn't you say on a cold call? How are you doing? What's the correct order for the voice-mail framework? Identify

Phone number twice Reason for call Reason to call back Phone number twice Should you time your calls based on the best answer rate of your prospects? No What's the correct order for the RBO framework? Anchor Disrupt Ask What is the gatekeeper's most important job? Protect their people's time What's the secret to get past gatekeepers? There is no secret technique Can inside sales reps, such as SDR's, use in person prospecting? No What should you avoid including in a prospecting email? Images, Hyperlinks, Spammy words and Phrases The best emails include. How you can solve a relevant problem they have What's the correct order for the email framework? Hook Relate Bridge Ask What's the most important factor when texting prospects? Your familiarity What should you do when texting? Identify yourself, Be direct, Avoid abbreviations What's an Influencer? Someone who influences the decision of a purchase.

What's a Champion? Someone who salespeople love. What Is an Organizational Structure? a system that outlines how certain activities are directed in order to achieve the goals of an organization. These activities can include rules, rolls, and responsibilities. What are the three aspects of an Organizational Structure? Gives titles to employees based on hierarchy Defines employees jobs and responsibilities Defines employees decision making ability How are Organizational Structures Are Used in Sales? Allows you to know who is responsible for using your product or service Allows you to know who is responsible for managing or implementing your product or service Allows you to know who will benefit from using your product or service Allows you to know who makes the decision to buy your product or service In B2B sales there will likely be multiple people involved in making the purchasing decision. People who use it, people who manage and implement it, people who will benefit from it, and decision-makers who care about how it will make or save the company money. You'll need to map out all of these people involved in the decision-making process and satisfy them all What does ICP stand for? Ideal Customer Profile What is an Ideal Customer Profile (ICP)? commonly referred to as an ideal buyer profile, defines the perfect customer for what your organization solves for. This is a fictitious company that has all of the qualities that would make them the best fit for the solutions you provide. Alternate titles for an ICP Ideal Company profile or Target Market. Ideal customer profiles are defined by: Company Size - how many people work at the company Revenue - how much money the company generates every year Industry - the products/ services a company sells Geography - location where the company is

Technology - what technology the company uses Process - business process they use and how your product or service will work within that process How to come up with which characteristics to use to define ICP: previous customers you found that had the most success with your product or service, paid you the most money, and are likely the quickest to buy. The two ways Ideal Customer Profiles Are Used in Sales Allows you to know which companies to target for your sales outreach Allows you to qualify quicker and sell better based on what you know about different customer profiles. (Different company profiles care about different things.) What is a Buyer Persona? a semi fictional, generalized representation of your customers that account for the demographics, goals, motivators, and challenges they are facing. Alternate titles for Buyer Persona? Stakeholders or Contacts. Are there multiple buyer persona since multiple people are involved in a B2B purchase? Yes Who is the Buyer Persona? A person at a company who is able to influence or make the best decision to purchase your product or service. The person who benefits the most from the purchase and has the most influence is likely the most valuable buyer persona. How are explicit needs different from implied needs? Explicit needs are strong wants or desires Why is Cold Emailing Important? Cold emails allow you to get in front of very important and hard to reach people that you would never had a chance of getting a message to through the phone. They can be structured so you can send off a mass number of great emails every day to maintain a consistent flow of hot leads. What is Value proposition?

A Business or marketing statement that summarizes why a consumer should buy a product or use a service. This statement should convince a potential consumer that one particular product or service will add more value or better solve a problem than other similar offerings. You should use your Hypothesis of Need to create? Your main value proposition. The is your most powerful sales tool? Phone Why is Cold Calling Important? You can qualify and schedule a meeting for your kind executive in a single phone call compared to using email which requires three steps. Email Pitch - Discovery Meeting Scheduling - Discovery call What is the Cold Calling Formula? Intro - Who you are Reason - Why you're calling & why they care Qualify - Do they care Ask- What you want What are our minimum qualifications during a Cold Call? Are they the right person to talk to about this? Is there even a chance they could use whatever you're selling? Cold Email is? Copywriting What is Copywriting? the art and science of writing to promote a product, a business, a person or an idea. Also, carefully selecting, editing, weaving, and constructing those words in a way that they'll persuade the reader into taking a specific and measurable action. What is the goal of a subject line in a Cold Email? Open the email What is the goal of the first line in a Cold Email? Open the email and read the body What is the goal of a Cold Email? Get a meeting or introduction.

The best Cold Emails are? relevant and personal Which type of sale do implied needs work the best for? Small Which type of need works best for large, complex sales? Explicit What's the purpose of questions in a large sale? To uncover implied needs and develop them into explicit needs Which type of question is the least related to a successful sales call? Situation Questions What's the purpose of problem questions? To uncover implied needs What are the steps in creating a Cold Call Script? Clearly address them and state who you are. Assume you know it's them. Don't ask is this (their name)? Say hey (their name) it's (your name) Clearly state your reason for calling at the beginning Ask questions early and often to get dialogue going Be concise. Don't expect someone to talk to you for 20 minutes on a Cold Call Your reason, value prop, and qualification should be based on your hypothesis of need How should you talk while reading a Cold Call Script Talk how you would to a colleague or someone at a bar. Friendly and Casual What's the strategy when dealing with a Gatekeeper? Confidence and Familiarity Make the gatekeeper think you know the person and they know you, but don't lie to them What are the four steps of a Voicemail strategy in Cold Calling? Write out your voicemail script so it's prepared Give them a reason to call you back Keep it short, under 30 seconds So your phone number twice at the beginning and end What is your goal in objection? is to always get to their real objections to not meeting by understanding why they don't want to meet.

What's the purpose of implication questions? To take a problem that the buyer perceives to be small and build it up into a large enough problem to justify action Which questions do decision-makers respond best to? Implication Questions Should you always use the SPIN model in sequence? No, SPIN is a formula that normally works, but should be altered based on different situations Should you plan your questions in advance? Yes, it's hard for good questions to spring up in your mind when your talking When shouldn't you use need-payoff questions? Both early in the call and when the customer raises a need you can't meet What's the definition of a feature? Fact or characteristic of a product or service What are the steps in creating a Cold Call Script? Clearly address them and state who you are. Assume you know it's them. Don't ask is this (their name)? Say hey (their name) it's (your name) Clearly state your reason for calling at the beginning Ask questions early and often to get dialogue going Be concise. Don't expect someone to talk to you for 20 minutes on a Cold Call Your reason, value prop, and qualification should be based on your hypothesis of need How should you talk while reading a Cold Call Script Talk how you would to a colleague or someone at a bar. Friendly and Casual What's the strategy when dealing with a Gatekeeper? Confidence and Familiarity Make the gatekeeper think you know the person and they know you, but don't lie to them What are the four steps of a Voicemail strategy in Cold Calling?

Write out your voicemail script so it's prepared Give them a reason to call you back Keep it short, under 30 seconds So your phone number twice at the beginning and end What is your goal in objection? is to always get to their real objections to not meeting by understanding why they don't want to meet. What's the definition of an advantage? Show how a product or service can be used or can help the customer What's the definition of a benefit? Show how a product or service meets an explicit need expressed by the customer Do more objections result in more sales? No, they indicate dissatisfactions with the buyer What's the root cause of most objections? Not enough perceived value Are first impressions a large factor with success in large sales? No, there are still many other parts of your sales interaction that are much more important Is personal loyalty a large factor for doing business in large sales? No, businesses care much more about the value of solutions than they do about personal loyalty to sales people. What's the common factor of most good call openings? They get the prospect to agree that you should ask questions What does CRM stand for? Customer Relationship Management What is Customer Relationship Management (CRM)? a technology for managing all your company's relationships and interactions with customers and potential customers. It helps with contact management, sales management, agent productivity, and more. CRM tools can now be used to managed customer relationships

across the entire customer lifecycle, spanning marketing, sales, digital commerce, and commercial Service interactions What are the two aspects of CRM? Centralized database for all of your company's relationships from beginning to end Every time the sales, marketing, or customer service has ever interacted with a customer or prospect What are the four benefits of using a CRM? Centralized Data Pipeline Management Automation Analytics What are the three best practices of a CRM? All information lives in the CRM Standardized information Automate manual tasks What is the most popular CRM? Salesforce Are leads used in inbound sales effects? Yes Do you use leads in outbound sales? No What is Sales Engagement Software/Sales Acceleration? Sales engagement refers to the interactions and exchanges that occur between sales reps and their prospects or customers. It's the touch points that get your foot in the door, keep the conversation flowing, and ultimately lead to a sale. Sales engagement encompasses how you communicate, at what frequency, and the substance of your interactions. What are the benefits of using Sales Engagement Software (3 reasons) Cadence Management - more efficient never forget what you need to do next More Automation - Send emails/ set up harder tasks More Analytics

What are the Sales Engagement Software Basics? (4 reasons) Cadence Automation Phone Dialer Email Templates & Tracking A/B Testing What are the three parts of a CRM? Sales Engagement Tools Sales Data What are the top three Sales Engagement Systems? Salesloft Outreach Hubspot Sales What is Sales Data Software/Sales Intelligence? works around the clock to collect and make sense of company information from millions of data sources. What are the two types of sales data market: Company Data Contact Data is about the contextual information surrounding these contacts, such as purchase history, current contracts, business objectives, and digital footprints? Sales Data What gives sales people the valuable data they need to figure out which companies and contacts they should sell to? Sales Data Benefits of Using Sales Data Software (3 reasons) Speed of Gathering Information Direct Dials Buying Signals What are the Sales Data Software Basics? (4 reasons)

Company Filtering Contact Filtering Contact Email & Direct Dials CRM Integration for Data Enrichment What are the top three Sales Data Companies? LinkedIn Sales Navigator Zoominfo/ Discover Dun & Bradstreet How to use LinkedIn Sales Navigator? Use Search bar and filter Search for Leads or Accounts What are the four Sales Development Tools? Email Calendar Scheduling Meeting What are the four best email practices? Dedicate time blocks to checking and answering emails If you get an email thats not important, archive/delete it immediately Respond during your dedicated time block or star it for later Respond within 24hrs, the sooner the better What do you use to set up dedicated time blocks? Google Calendar If it's not in their calendar...? The meeting doesn't exist What is the triple touch? Call Email LinkedIn Connection What's Step #1 in the Research Steps? Building company lists based on ICP

When starting with your ICP, you should...? (2 reasons) Always start with companies, not contacts Batch companies together based on ICP What's Step #2 in the Research Steps? Building Contact Lists Based on Buyer Personas (BP) When starting with your Buyer Persona, you should...? Use your buyer personas to identify the correct contacts All of these companies should have the same buyer personas since you batch them by their ICP, T/F? True What's Step #3 in the Research Steps Finding Contact Information for Each Contact When finding an Email, what are the two best ways? Sales Data Provider Email Guessing What are two email guessing sources? Neverbounce Hunter.io What can get you Direct Dials? Sales Data Provider What gets you a corporate number? Google & Company Website What's Step #4 in the Research Steps Finding Relevant Ways to Personalize Outreach When personalizing outreach, what are you looking for? (3 reasons) Information that is relevant to your product or service

Information that proves you're a real person and did your homework Could be about the company or the contact or both What are some alternative methods to find information? Sales Data Software Alerts Google Alerts LinkedIn Company Blog Personal Blog or Social Media Posts Google - Press Releases, News Mention, Award Won, Public Company - 10k, Earnings Call What are the three main Outreach Strategy? Direct, Referral, Intelligence What is involved in a Direct Outreach Strategy? Target your idea buyer persona a.k.a., the main influencer or decision maker This is your default strategy What is the goal of Direct Outreach Strategy? Qualify them and set up a meeting for the account executive. What is involved in a Referral Outreach Strategy? Target someone above or horizontal to your ideal buyer persona A.k.a., their boss or their boss's boss or their colleague Strategic, but time consuming What is the goal of Referral Outreach Strategy? Get an introduction to your ideal buyer persona What is involved in an Intelligence Outreach Strategy? Target someone below your buyer persona A.k.a., the people at the bottom doing the work or using what you're selling. Strategic, but time consuming. Phone only. What is the goal of Intelligence Outreach Strategy?

Figure out the contact, get their contact info, get some inside information into the challenge they are having that your product or service console so you can better pitch your ideal buyer persona. Rational Mindset when it comes to Cold Calling? Talking to strangers is not natural Rejection is scary Cold calling anxiety is very real Why should you call? You're doing them a favor by calling them. You could even say you're doing them a disservice by not calling them since you know there's a good chance you can help them improve their business. How should you think when Cold Calling? (4 answers) Optimistic and Enthusiastic Logical (Sales Numbers, Fears) Confident Curious How should you talk on a Cold Call? (4 answers) Excited Energetic Happy & Smiling Friendly What's the goal with your tone when cold calling? Make them feel happy and be smiling after talking with you. What is Hypothesis of Need? The hypothesis of need in the sales process allows the seller to prepare prior to the first call using customer profiles to form a hypothesis about what problems they can solve for the customer. This preparation allows the seller to have the answers ready before even speaking with the customer. What is the basic way to explain Hypothesis of Need?

Hypothesizing what your prospect will care about and when they will say When creating your hypothesis you're going to want to...? Put yourself in your prospects shoes to figure out what problems they are likely having, the challenges they face, and why they should care about your product or service. How do you create your Hypothesis of Need? Using your Ideal Customer Profile (ICP) & Buyer Persona