COURSE CAREERS FINAL EXAM 100% VERIFIED ANSWERS 2024/2025 CORRECT STUDY SET, Exams of Organization and Business Administration

Download COURSE CAREERS FINAL EXAM 100% VERIFIED ANSWERS 2024/2025 CORRECT STUDY SET and more Exams Organization and Business Administration in PDF only on Docsity! COURSE CAREERS FINAL EXAM 100% VERIFIED ANSWERS 2024/2025 CORRECT STUDY SET Someone horizontal or above your ideal buyer persona Who are you calling with your referral cold call outreach? Their going to stay at you're beach house. Which sentence is incorrect? B2C sales cycles usually have less people involved in the decision. What the correct difference between a B2C and B2B sales cycle? Someone who salespeople love. What's a Champion? A, C, and D Which of the following sentences are incomplete? A. Ran across the field. B. We met downtown. C. Taken aback. D. On the side. A cadence is the sequence of activities you perform in order to make contact with a prospect What's the best definition for a sales cadence? Never because you can't win When should you argue with someone? Need, no need means no reason to buy. Which part of BANT is the most important and why? Intro - Reason - Qualify - Ask What are the steps in the cold calling formula? Lie to them to get directed to the correct contact. What shouldn't you do when talking to a gatekeeper? The buyer persona focuses on the actual employee while the Ideal customer profile focuses on the company. What's the difference between a buyer persona and ICP? It's the fictitious company persona of your ideal customer. What's the definition of an ICP? Both sentences are correct In the following two sentences, are ensure and insure used correctly? A. To ensure that the work would be completed on time, the owner assigned two people to the task. B. To insure the company against unexpected losses, the owner purchased a liability and property damage policy. Singing in the rain Which sentence is incomplete? It's the ideal person at the company you're targeting. What's a buyer persona? You need a cadence since it's very difficult to reach out to a large number of prospects using multiple channels in a consistent manner that can be tracked. Why do you need a sales cadence as a salesperson? All of the above Why are organizational structures valuable? SalesForce and Hubspot Which CRM systems are the most widely used? People The plural of person is I chose sales development because it will push me to master the skills necessary to become a closer aka Account Executive. I have found success in every new challenge I face due to my background in problem solving. Why do you want to work in sales development and how do you think your background will set you up for success? A sales cycle is used by salespeople from start to finish to close a new client. Research -> Outreach -> Discovery -> Present -> Follow Up -> Close 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. It's the ideal company you're targeting. What's an Ideal Customer Profile? During their last visit they had so much fun that they're planning to go there again next summer. In which of the following two sentences are their, there, and they're used correctly? Make it as short as possible since people get too many spam messages on LinkedIn. How should you send a LinkedIn prospecting message? heroes The plural of hero is SPIN stands for situation, problem, implied, need payoff. Spin is used in the discovery part of the sales cycle to find out if product/service is a good fit. Please describe what SPIN stands for along with exactly where in the sales cycle it's used and why. A sales data platform is used for prospecting. What is a sales data platform used for? When you're calling C-level prospects selling a high-value product/service When is spending time doing research in advance to calling a good idea? Both describe a potential customer and have intertwined meanings that only differ based on who you are talking to. What is the difference between a prospect and a lead? Cadence is used during outreach to make contact with a prospect, and a sales cycle is the series of steps a customer goes through from research to close In detail, please describe the main differences between a sales cadence and a sales cycle. The highest level of executives who run the operations of a company. What is a C-Level executive? A questioning model for the investigation stage of the sale and it is used in long complex sales cycles. Can you please describe what SPIN selling is and how you would you use it? Neither Bill or Bob want to go fishing tomorrow. Which of the following sentences use 'or' / 'nor' incorrectly? Need - Authority - Timing - Budget What's the correct order you should use BANT as a salesperson for a discovery call? Length of the sales cycle, size of customer commitment, risk, and the ongoing relationship What factor(s) make a major sale different from a small sale? Set an appointment What's your objective as a B2B sales development rep on the first contact with a new prospect? Prospecting is when you do research, outreach, and discovery to identify new qualified leads How did we define what prospecting is in the course? Mindset. I believe that your mindset is what drives someone to either settle or to have enough grit to keep breaking ceilings and becoming 1% better everyday. What do you think sets the best SDRs apart from the average ones and why?