course careers final exam Questions and Answers, Exams of Business Administration

Download course careers final exam Questions and Answers and more Exams Business Administration in PDF only on Docsity! course careers final exam Questions and Answers What is the difference between a prospect and a lead? - ✔B️oth describe a potential customer and have intertwined meanings that only differ based on who you are talking to. What are the four stages of a sale call in order from spin selling? - ✔P️reliminaries - Investigation - Demonstrating Capabilty - Obtaining Commitment How would you respond to the objection: I'm not the right person? - ✔D️o you know who the right person is? What is a C-level executive? - ✔T️he highest level of executives who run the operations of a company Which stage of the sales call is the most important? - ✔I️nvestigation What should you avoid using in a prospecting email? - ✔A️void Bullet points, Images, Attachments What's a SQL? - ✔A️ prospect who is qualified to buy your product or service Where will you be using SPIN the most as an SDR? - ✔D️iscovery How should you send a LinkedIn prospecting message? - ✔M️ake it as short as possible since people get too many spam messages on LinkedIn What's an influencer? - ✔S️omeone who influences the decision of a purchase Why do salespeople use CRM system instead of a spreedsheet or piece of paper? - ✔A️ CRM system helps organize your contacts, companies, and all of the information associated with them and they can be easily searched. What's the correct BANT order for a discovery call? - ✔N️eed - Authority - Timing - Budget The only way on earth to influence other people is by? - ✔T️alking about what they want and showing them how to get it Which CRM systems are the most widely used? - ✔S️alesforce and Hubspot How should you open a discovery call? - ✔S️et the expectations for the call You can make more friends in two months by? - ✔B️ecoming interested in them Why do salespeople use sales engagement software? - ✔A️ sales engagement system helps salespeople execute their cadence with automation What's your ultimate goal at the end of a discovery call? - ✔S️chedule a time on the calendar if they are qualified to purchase What ideas do people like more? - ✔I️deas they feel they came up with themselves Which sales engagement software is the most widely used? - ✔O️utreach and Salesloft Who is the highest ranking in an organizational structure? - ✔B️oard of Directors Why do sales people use sales date software? - ✔S️ales data software gives salespeople data about their prospective contacts Why are organizational structures valuable? - ✔T️hey give titles to employees based on hierarchy, Defines employee job and responsibilities, Defines employees decision making ability Which sales data software is the most widely used? - ✔Z️oomInfo What's the definition of an ICP? - ✔I️t's the fictitious company persona of your ideal customer What are the four research steps in order? - ✔B️uild company lists - Build contacts lists - Find contact info - find relevant and personal information for outreach What's the definition of a buyer persona? - ✔I️t's the fictitious persona of an employee at a prospect company What is a hypothesis of need? - ✔W️hat you hypothesize their problem is that your product or service can solve What's the difference between a buyer persona and ICP? - ✔T️he buyer persona focuses on the actual employee while the ideal customer profile focuses on the company