Course Careers Quiz with Answers, Exams of Advanced Education

Download Course Careers Quiz with Answers and more Exams Advanced Education in PDF only on Docsity! Course Careers Quiz set with correct Answers What is an account? - Answer -The records of all the information associated with a prospective or current customer. What is the difference between a prospect and a lead? - Answer -Both describe a potential customer and have intertwined meanings that only differ based who you're talking to What is a C-Level executive? - Answer -The highest level of executives who run the operations of a company. What's Churn? - Answer -Customers who were on a subscription and stopped using/paying for it. What's CAC stand for? - Answer -1.Customer Acquaintance Cancellation 2.Calendar Annual Cost 3.Customer Acquisition Cost 4.Customer Acceptance Calculation The correct answer is 3.Customer Acquisition Cost What's a GateKeeper? - Answer -Someone who is in charge of deciding who talks to the executives. / The person who answers the corporate phone and decides to let you talk to the decision-maker or not. What's a SQL? - Answer -A prospect who is qualified to buy your product or service. What's an Influencer? - Answer -Someone who influences the decision of a purchase. What's a Champion? - Answer -Someone who salespeople love. Bonus explanation, A prospect within a company that wants to purchase your product or service and is willing to do everything they can to help convince the others in the company to make the purchase. What did Bob Hoover do to the mechanic who made his plane crash and almost got him killed? - Answer -He told him to service his F-51 plane tomorrow since he's sure he won't make this mistake again. What's the main difference between mankind and animals? - Answer -The desire to feel important The only way on earth to influence other people is by_____. - Answer -Talking about what they want and showing them how to get it You can make more friends in two months by ______. - Answer -becoming interested in them You should always smile because ______. - Answer -1.it makes people like you 2.it makes you happier 3.it costs you nothing the answer is All of the above The sweetest sound to a person in any language is ____. - Answer -that person's name What do people love to talk about the most? - Answer -Themselves When should you argue with someone? - Answer -Never because you can't win By telling someone they're wrong you are ____. - Answer -1.making them feel unintelligent 2.making them feel they have a bad sense of judgment 3.hurting their pride and respect the answer is All of the above What should you do if you realize you're wrong? - Answer -Admit you're wrong When trying to convince someone of something you should_____. - Answer -get them to agree to small things by telling you "Yes" since it gets them in the mode of saying yes and agreeing What do people prefer more? - Answer -Having others listen to them talk What ideas do people like more? - Answer -Ideas they feel they came up with themselves What's the best way to see things from the other person's point of view? - Answer -Put yourself in their shoes and think how you would feel or react if you went through the same experiences Should you always use the SPIN model in sequence? - Answer -No, SPIN is a formula that normally works, but should be altered based on different situations Should you plan your questions in advance? - Answer -Yes, it's hard for good questions to spring up in your mind when your talking When shouldn't you use need-payoff questions? - Answer -Both early in the call and when the customer raises a need you can't meet What's the definition of a feature? - Answer -Fact or characteristic of a product or service What's the definition of an advantage? - Answer -Show how a product or service can be used or can help the customer What's the definition of a benefit? - Answer -Show how a product or service meets an explicit need expressed by the customer What is this? Seller: And another thing about the system is that it has balanced voltage stabilization. Buyer: Oh, what does that do? - Answer -1.Feature 2.Advantage 3.Benefit the answer is 1. Feature What is this? Seller: It protects you from current surges so that you won't lose valuable data if you have a voltage fluctuation. Buyer: That isn't necessary here. This building is wired for scientific use, so there's inbuilt voltage protection. - Answer -1.Feature 2.Advantage 3.Benefit the answer is 2.Advantage What is this? Seller: But I'm sure you'll find the backup memory useful. It means that even in the event of an operator error wiping out your main files, you'll always have automatic backup - so you'll never run the risk of losing key data. Buyer: And how much does this configuration cost? - Answer -1.Feature 2.Advantage 3.Benefit the answer is 2.advantage What is this? Seller: The basic core system costs $78,000 Buyer: And is it compatible with our optical readers? I need to be able to read source data straight into memory. - Answer -1.Feature 2.Advantage 3.Benefit the answer is 1.Feature Do more objections result in more sales? - Answer -No, they indicate dissatisfactions with the buyer What's the root cause of most objections? - Answer -Not enough perceived value Are first impressions a large factor with success in large sales? - Answer -No, there are still many other parts of your sales interaction that are much more important Is personal loyalty a large factor for doing business in large sales? - Answer -No, businesses care much more about the value of solutions than they do about personal loyalty to sales people. What's the common factor of most good call openings? - Answer -They get the prospect to agree that you should ask questions What is a sales cadence? - Answer -A sequence of touchpoints you do to attract your prospect to establish a connection to start an engagement or sale. "It's a repeatable process" such as email, phone, voicemail, LinkedIn texts, etc. What is a Sales Process/Sales Cycle? - Answer -The Sales Cycle is a set of specific actions you follow from start to finish to close a new customer. Its comprised of multiple stages that include what the SDR and AE do. Research, than Outreach, than Discovery, than Present, than a Follow Up and Close What is Sales Funnel: - Answer -A visual representation of sales processes with defined stages that every potential client goes through as they are led toward a final decision. -Gives salespeople a repeatable framework of actions to follow -Creates a baseline for comparison and forecasting CRM: Customer Relationship Management - Answer -A centralized database that manages and maintains your relationships and interactions with customers or potential customers CRM tools can now be used to manage customer relationships across the entire customer lifecycle. Examples: Salesforce & HubSpot Sales Engagement / aka Sales Acceleration - Answer -Tracks the interactions and exchanges that occur between you and your prospects or customers. The touchpoints get your foot in the door, keep the conversation flowing, and ultimately lead to a sale.