Course Careers Final Exam 3rd Attempt, Exams of Business Finance

Download Course Careers Final Exam 3rd Attempt and more Exams Business Finance in PDF only on Docsity! Course Careers Final Exam 3rd Attempt Questions with correct Answers What is a hypothesis of need? What you hypothesize the other person knows about your company. What you hypothesize their problem is that your product or service can solve. What they hypothesize about why you are contacting them and what you need. You hypothesize about what they need to get done that day and when you should contact them. - ✅What you hypothesize their problem is that your product or service can solve. To separate the items in a list that contains three or more items, the punctuation mark to use is: comma colon semicolon dash - ✅comma Which sales data software is the most widely used? D&B Hoovers Seamless.ai LeadIQ ZoomInfo - ✅ZoomInfo A word that shows the action being taken, such as run or eat, is a: adjective adverb noun verb - ✅verb What is a C-Level executive? The CEO is the only C-Level executive. Someone who is an investor in a company. Someone on the board of directors. The highest level of executives who run the operations of a company. - ✅The highest level of executives who run the operations of a company. When is spending time doing research in advance to calling a good idea? When you have some extra time When you need to make more sales When you need to schedule more appointments When you're calling C-level prospects selling a high-value product/service - ✅When you're calling C-level prospects selling a high-value product/service Why do salespeople use a CRM system instead of a spreadsheet or piece of paper? You don't need to use a CRM as a salesperson. Some people are just inexperienced at using a legal pad. A CRM system helps organize your contacts, companies, and all of the information associated with them and they can be easily searched. A CRM system helps salespeople execute their cadence with automation. A CRM system gives salespeople data about their prospective contacts. - ✅A CRM system helps organize your contacts, companies, and all of the information associated with them and they can be easily searched. Salespeople normally don't use sales data software since the information isn't that valuable. Sales data software gives salespeople data about their prospective contacts. Sales data software helps organize your contacts, companies, and all of the information associated with them so they can be easily searched. Sales data software helps salespeople execute their cadence with automation. - ✅Sales data software gives salespeople data about their prospective contacts. What's an Ideal Customer Profile? It's the ideal person at the company you're targeting. It's the ideal company you're targeting. It's a person at a company who's already doing business with you. It's the person at a company who loves what you're doing so much they're willing to sell it internally to the rest of their team. - ✅It's the ideal company you're targeting. Why are organizational structures valuable? They give titles to employees based on hierarchy Defines employees job and responsibilities Defines employees decision making ability All of the above None of the above - ✅All of the above Words that join phrases and clauses into a sentence, such as or, and, but, are: conjunctions prepositions articles interjections - ✅conjunctions What's the primary social channel in B2B sales? Facebook Twitter LinkedIn Instagram - ✅LinkedIn Where will you be using SPIN the most as an SDR? Research Outreach Discovery All of the above - ✅Discovery Which sentence is correct? They are going to the store where his mother are working. They is going to the store where their mother is working. They're going to the store where their mother is working. There going to the store where there mother is working. - ✅They're going to the store where their mother is working. Who are you calling with your referral cold call outreach? Someone horizontal or above your ideal buyer persona Someone below your ideal buyer persona Someone who is your ideal buyer persona All of the above - ✅Someone horizontal or above your ideal buyer persona When should you argue with someone? When you know you can win When you know they are wrong When it's an important matter Never because you can't win - ✅Never because you can't win Why does a sales cycle create a funnel? Because there are multiple stages to a sales cycle. Because salespeople are bad at selling and can't close their prospects. Because there are multiple stages to a sales cycle and salespeople loose prospects at each stage. - ✅Because there are multiple stages to a sales cycle and salespeople loose prospects at each stage. Words, such as I, he, she, him, and her are: adjectives adverbs nouns pronouns - ✅pronouns Why do salespeople use sales engagement software? Salespeople normally don't use sales engagement software since they are only for new inexperienced salespeople. A sales engagement system helps organize your contacts, companies, and all of the information associated with them so they can be easily searched. A sales engagement system helps salespeople execute their cadence with automation. Only sentence A is correct Only sentence B is correct Both sentences are correct Both sentences are incorrect - ✅Both sentences are incorrect What are your Golden Hours as a salesperson? The time you use to learn more about your product The time you use to do sales activities such as prospecting and qualifying The time you use to research your prospects The time you use to improve your sales skills and knowledge - ✅The time you use to do sales activities such as prospecting and qualifying How do you predict your performance as a salesperson? By logically thinking about how good you are as a salesperson and making an educated guess By measuring how much activity you are putting into your prospecting By measuring what your conversion rate it between the stages of your prospecting By measuring both your activity and conversion rates using the formula E+E=P - ✅By measuring both your activity and conversion rates using the formula E+E=P In which of the following two sentences are their, there, and they're used correctly? At Lake Lanier their is a beautiful sandy beach where Frank and Jan love to go swimming. During their last visit they had so much fun that they're planning to go there again next summer. Both sentences are correct Both sentences use their, there, and they're incorrectly - ✅During their last visit they had so much fun that they're planning to go there again next summer. If a reply is expected from the reader a sentence should end with: period question mark exclamation mark colon - ✅question mark A sentence is generally incomplete when: It lacks a subject It lacks a verb It lacks a subject and a verb None of the above - ✅It lacks a subject and a verb What's the definition of an ICP? It's the fictitious persona of an employee at a prospect company. It's the fictitious company persona who is your competitor. It's the fictitious company persona of your ideal customer. All of the above None of the above - ✅It's the fictitious company persona of your ideal customer. What the correct difference between a B2C and B2B sales cycle? B2C sales cycles are usually longer B2B sales cycles usually are for less overall money, especially for ARR contracts. B2B sales cycles are less risky for the buyer. B2C sales cycles usually have less people involved in the decision. - ✅B2C sales cycles usually have less people involved in the decision. What's the best prospecting technique? Cold call Email Social A balance of many different techniques - ✅A balance of many different techniques What's an Ideal Customer Profile? It's the ideal person at the company you're targeting. It's the ideal company you're targeting. It's a person at a company who's already doing business with you. It's the person at a company who loves what you're doing so much they're willing to sell it internally to the rest of their team. - ✅It's the ideal company you're targeting. What are the steps in the cold calling formula? Intro - Ask - Question - Close Ask - Intro - Question - Close Intro - Reason - Qualify - Ask Reason - Intro - Qualify - Ask - ✅Intro - Reason - Qualify - Ask How should you open a discovery call? Tell me about your company. Dig right into the problem since they don't like salespeople who waste time. Set the expectations for the call. Because salespeople are bad at selling and can't close their prospects. Because there are multiple stages to a sales cycle and salespeople loose prospects at each stage. - ✅Because there are multiple stages to a sales cycle and salespeople loose prospects at each stage. In the book How to Win Friends and Influence People, What's the main difference it describes between mankind and animals? The desire to be loved The desire to feel important The desire for food The desire for sex - ✅The desire to feel important What is an account? The person who's a prospective or current customer. The records of all the information associated with a prospective or current customer. The amount of money a prospective customer plans to spend. The history of customer service for a current customer. - ✅The records of all the information associated with a prospective or current customer. What's the correct order you should use BANT as a salesperson for a discovery call? Budget - Authority - Need - Timing Need - Authority - Timing - Budget Budget - Need - Authority - Timing Need - Budget - Authority - Timing - ✅Need - Authority - Timing - Budget How would you respond to the objection: I'm not the right person? Connect me to the right person then. Do you know who the right person is? OK. Thank you. Goodbye. That sucks. I never get the right person. - ✅Do you know who the right person is? Why do sales people use sales data software? Salespeople normally don't use sales data software since the information isn't that valuable. Sales data software gives salespeople data about their prospective contacts. Sales data software helps organize your contacts, companies, and all of the information associated with them so they can be easily searched. Sales data software helps salespeople execute their cadence with automation. - ✅Sales data software gives salespeople data about their prospective contacts. What's your objective as a B2B sales development rep on the first contact with a new prospect? Set an appointment Gather information and qualify Close a sale Build familiarity - ✅Set an appointment 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. Only sentence A is correct Only sentence B is correct Both sentences are correct Both sentences are incorrect - ✅Both sentences are correct When should you argue with someone? When you know you can win When you know they are wrong When it's an important matter Never because you can't win - ✅Never because you can't win You can make more friends in two months by ______ . trying to get them interested in you showing them how cool of a person you are becoming interested in them getting them to try your hobbies - ✅becoming interested in them What's a Champion? Someone who salespeople love. Someone who salespeople hate. Someone salespeople should ignore. Someone who hates salespeople. - ✅Someone who salespeople love. When is spending time doing research in advance to calling a good idea? When you have some extra time When you need to make more sales When you need to schedule more appointments When you're calling C-level prospects selling a high-value product/service -