COURSE CAREERS LATEST Exam 2025 (questions with verified answers) GRADED A+, Exams of Career Counseling

Download COURSE CAREERS LATEST Exam 2025 (questions with verified answers) GRADED A+ and more Exams Career Counseling in PDF only on Docsity! SCORE MORE COURSE CAREERS LATEST Exam 2025 (questions with verified answers) GRADED A+ What’s a Champion? Someone who salespeople love. How should you open a discovery call? Set the expectations for the call 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 should you avoid using in a prospecting email? Images, Bullet Points, Attachments A sentence is generally incomplete when It lacks a subject and a verb SCORE MORE Definition of an ICP? It's the fictitious company persona of your ideal customer Which of the following capitalization rules is incorrect? Capitalize pronouns, such as Her and Him. What are the two types of needs talked about in the book SPIN Selling and what is the difference between the two? Implied Needs-are problems and frustrations expressed by the customer —for instance, "I'm not happy with the quality our press is producing," or "Our system creates too much waste." Explicit Needs-Explicit needs are strong wants or desires "We need a more efficient system," or "We have to cut our procurement costs." Please describe what a sales cycle is along with all of the different stages of a sales cycle in order based on A sales Cycle is a set of specific actions salespeople follow from start to finish to close a new customer. It often includes multiple stages such as 'prospect, connect'' research' 'present' and close. What factor(s) make a major sale different from a small sale? Only the length of the sales cycle and size of customer commitment and their risk SCORE MORE What is A Sales Cadence ? Aka Sales Sequence - is the sequence of outbound sales activities a salesperson makes when attempting to make contact with a prospect to move them through the pipeline. Questions on "How to Win Friends & Influence People " 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 When should you argue with someone? Never because you can't win 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 SCORE MORE 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 SDR Incentive Flow 7 Steps Why is Cold Calling Important? The Phone is your most powerful sales tool . Period It will deliver better results fill your pipeline faster and help you cover more ground in less time . Cold Calling Formula Intro, Reason, Qualify, Ask Cold Calling Formula Intro, Reason, Qualify, Ask SCORE MORE Sales, Development Tools Email, Calendar, Scheduling, Meeting What is CRM? Customer relationship management (CRM) is a technology for managing all your company's relationships and interactions with customers and potential customers. The goal is simple: Improve business relationships to grow your business. A CRM system helps companies stay connected to customers, streamline processes, and improve profitability. What are the four stages of SPIN selling? The four stages of SPIN technique: Opening Investigation Demonstrating Ability Attaining Commitment Quiz on SPIN: Chapters 1-2 What kind of salespeople was SPIN written for? Salespeople who have long, complex sales cycles Quiz on SPIN: Chapters 1-2 What’s the definition of a small sale? SCORE MORE on SPIN: Chapters 1-2 Is it a failure if you don’t get an order during your meeting for a large sale? No on SPIN: Chapters 1-2 What are the successful outcomes in a large sale? Order or Advance on SPIN: Chapters 1-2 What’s the most common objective in a large sale? Advance on SPIN: Chapters 1-2 What are successful actions of a sales meeting? Investigating and demonstrating capability Checking that key concerns are covered SCORE MORE Proposing a commitment on SPIN: Chapters 3-5 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 on SPIN: Chapters 3-5 How are explicit needs different from implied needs? Explicit needs are strong wants or desires on SPIN: Chapters 3-5 Which type of sale do implied needs work the best for? Small on SPIN: Chapters 3-5 Which type of need works best for large, complex sales? Explicit on SPIN: Chapters 3-5 What's the purpose of questions in a large sale? To uncover implied needs and develop them into explicit needs on SPIN: Chapters 3-5 SCORE MORE Which type of question is the least related to a successful sales call? Situation Questions on SPIN: Chapters 3-5 What's the purpose of problem questions? To uncover implied needs on SPIN: Chapters 3-5 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 on SPIN: Chapters 3-5 Which questions do decision-makers respond best to? Implication Questions on SPIN: Chapters 3-5 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 on SPIN: Chapters 3-5 Should you plan your questions in advance? Yes, it's hard for good questions to spring up in your mind when your talking SCORE MORE Not enough perceived value on SPIN: Chapters 6-8 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 on SPIN: Chapters 6-8 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. on SPIN: Chapters 6-8 What’s the common factor of most good call openings? They get the prospect to agree that you should ask questions What is Sales Engagement? Sales engagement refers to the interactions and exchanges that occur between sales reps and their customers. It's the touchpoints 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 SCORE MORE What is Prospecting? the first step in the sales process that consists of any activities used to identify potential customers on Fanatical: Chapter 1-6 What’s the #1 reason for failure in sales? Lack of prospecting on Fanatical: Chapter 1-6 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 on Fanatical: Chapter 1-6 What’s the best prospecting technique? A balance of many different techniques Cold Call, Email, Social SCORE MORE on Fanatical: Chapter 1-6 What’s the most important daily imperative of a successful salesperson? Keeping a pipeline full of qualified prospects on Fanatical: Chapter 1-6 What is the formula for predicting sales? Efficiency + Effectiveness = Performance on Fanatical: Chapters 7-13 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 on Fanatical: Chapters 7-13 What are your Golden Hours as a salesperson? The time you use to do sales activities such as prospecting and qualifying SCORE MORE on Fanatical: Chapters 7-13 What’s the primary reason you use social selling? To build familiarity with prospects on Fanatical: Chapters 7-13 What’s the primary social channel in B2B sales? LinkedIn on Fanatical: Chapters 14-17 Completed What do people getting called by a salesperson dislike the most? Salesperson being vague and difficult to understand their intentions on Fanatical: Chapters 14-17 What is a value proposition? A clear statement of the tangible results a customer gets from using your products or services. SCORE MORE on Fanatical: Chapters 14-17 What’s the main difference between a targeted bridge and a strategic bridge? Strategic bridges use information custom to each prospect on Fanatical: Chapters 14-17 If you could only choose one prospecting method which would be best? Phone on Fanatical: Chapters 14-17 What’s the correct order for the cold-calling framework? Attention-Identify-What you want-Bridge-Ask on Fanatical: Chapters 14-17 What shouldn’t you say on a cold call? How are you doing? SCORE MORE on Fanatical: Chapters 14-17 What’s the correct order for the voice-mail framework? Identify-Phone number twice-Reason for call-Reason to call back-Phone number twice on Fanatical: Chapters 14-17 Should you time your calls based on the best answer rate of your prospects? No on Fanatical: Chapters 14-17 What’s the correct order for the RBO framework? Anchor-Disrupt-Ask on Fanatical: Chapters 14-17 What is the gatekeeper's most important job? Protect their people's time