Course Careers practice Quiz (30 out of 30) Questions and Verified Solutions, Exams of Project Management

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Course Careers practice Quiz (30 out of 30) Questions

and Verified Solutions

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 Only the length of the sales cycle and size of customer commitment and their risk Only the length of the sales cycle and and the ongoing relationship Only the size of customer commitment and their risk and the ongoing relationship What should you avoid using in a prospecting email? Bullet points Images Attachments Avoid all of the above What's the best definition for a sales cadence? A cadence is the stages you take a prospect through from start to close A cadence is the sequence of activities you perform in order to make contact with a prospect A cadence is the activities you perform in randomized order to make contact with a prospect A cadence is a framework you use for asking questions in a sales meeting What does BANT stand for and what part of the sales cycle is it used? Budget Authority Need Timing Used in the Discovery part of Sales Cycle 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

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. Make small talk about the weather. What's a Champion? Someone who salespeople love. Someone who salespeople hate. Someone salespeople should ignore. Someone who hates salespeople. Which of the following capitalization rules is incorrect? Capitalize pronouns, such as Her and Him. Capitalize book and movie titles, such as "Zero To One" or "Star Wars". Capitalize the names of languages, such as English, French, and German. Capitalize the names of cities, such as Seattle and Miami. 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 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. Sales cycle is the actions sales people follow from start to finish to close a new customer. research, outreach, discovery, present, follow-up, close

What are the two types of needs talked about in the book SPIN Selling and what is the difference between the two? Explicit and Implied Explicit needs are strong wants or desires Implied needs are problems or frustrations SPIN Situation Problem Implication Need-payoff