Course Careers Exam Questions and Verified Answers (100% Correct) Grade A (2024 Update), Exams of Advertising and Sales Promotion

Download Course Careers Exam Questions and Verified Answers (100% Correct) Grade A (2024 Update) and more Exams Advertising and Sales Promotion in PDF only on Docsity! Course Careers Exam Questions and Verified Answers (100% Correct) Grade A (2024 Update) What's the definition of an ICP? It's the fictitious company persona of your ideal customer. What should you avoid using in a prospecting email? Bullet points Images Attachments How should you open a discovery call? Set the expectations for the call. A sentence is generally incomplete when: It lacks a subject and a verb What's a Champion? Someone who salespeople love. What's the best definition for a sales cadence? A cadence is the sequence of activities you perform in order to make contact with a prospect. What factor(s) make a major sale different from a small sale? Length of the sales cycle, size of customer commitment, risk, and the ongoing relationship. What are the two types of needs talked about in the book SPIN Selling and what is the difference between the two? Implied Need—a statement of a buyer's problem, dissatisfaction, or difficulty with the current situation. image Explicit Need—a clear statement of a buyer's want, desire, or intention. Please describe what a sales cycle is along with all of the different stages of a sales cycle in order based on what was taught in the course. The sales cycle is a set of activities an SDR/BDR uses to move a prospect through the sales process. These steps include Research, Outreach, Discovery, Present, Follow-Up, and Close. Which part of BANT is the most important and why? In BANT, need is the most important because without it there is less of a reason to do business. What the correct difference between a B2C and B2B sales cycle? B2C sales cycles usually have less people involved in the decision. What is a value proposition? A clear statement of the tangible results a customer gets from using your products or services. Please describe what an organization structure is, how it's used as an SDR, and all of the titles in order from the very top to the very bottom of a large org structure. An organizational structure is a chart that shows the various positions, titles, and roles throughout a company. From top to bottom. It starts with the Board of Directors, Vice Presidents, sales directors, and managers. Lastly, the individual contributors, like the account executives and the sales development reps at the bottom. An SDR would use this to determine who to contact within a company. Which sentence is incomplete? Donkeys bray. Correct Answer: Singing in the rain. I went swimming. Your Answer: All the sentences are incomplete. What's an Ideal Customer Profile? It's the ideal company you're targeting. What does BANT stand for and what part of the sales cycle is it used? BANT stands for budget, authority, needs, and timing. BANT is used during the investigation stage of the discovery stage. What's the main difference between a targeted bridge and a strategic bridge? Strategic bridges use information custom to each prospect. What's the correct order for the cold-calling framework? Attention-Identify-What you want-Bridge-Ask What's the correct order for the voice-mail framework? Identify-Phone number twice-Reason for call-Reason to call back-Phone number twice. What's the correct order for the RBO framework? Anchor-Disrupt-Ask Implied Needs A clear statement of a buyer's problem, dissatisfaction, or difficulty with the current situation Explicit Needs A clear statement of a buver's want, desire, or intention to act. Should you time your calls based on the best answer rate of your prospects? No 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 All of the above 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 are the 4 pillars of mental toughness? Desire, Mental Resilience, Outlearn=Outearn, Physical Resilience What are the four stages of a sales call in order? Preliminaries - Investigating - Demonstrating Capability - Obtaining Commitment Feature Fact or characteristic of a product or service Benefit Show how a product or service meets an explicit need expressed by the customer Advantage Show how a product or service can be used or can help the customer 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 is this? Seller: But I'm sure you'll find the backup memory useful. It means that even in the event of an operator error wiping out your main files, you'll always have automatic backup - so you'll never run the risk of losing key data. Buyer: And how much does this configuration cost? Advantage What is this? Seller: And another thing about the system is that it has balanced voltage stabilization. Buyer: Oh, what does that do? Feature How are explicit needs different from implied needs? Explicit needs are strong wants or desires Which type of question is the least related to a successful sales call? Situation Questions What is this? Seller: It protects you from current surges so that you won't lose valuable data if you have a voltage fluctuation. Buyer: That isn't necessary here. This building is wired for scientific use, so there's inbuilt voltage protection. Advantage What is this? Seller: The basic core system costs $78,000 Buyer: And is it compatible with our optical readers? I need to be able to read source data straight into memory. Feature Which questions do decision-makers respond best to? Implication Questions