Course Careers Sales Technology Final Exam Questions with Verified Answers, Exams of Business Ethics

Download Course Careers Sales Technology Final Exam Questions with Verified Answers and more Exams Business Ethics in PDF only on Docsity! 1 / 41 Course Careers - Sales Technology Final Exam Questions with Verified Answers 2024 1. What is a Sales Cadence ANS A sequence of touch-points you do to attract your prospect to establish a connection to start an engagement or sale. 2. What is the Sales Process (Sales Cycle) ANS A set of Specific actions you follow from start to finish to close a new customer. 3. What are the stages of the Sales Cycle ANS Research > Outreach > Discovery > Present > Follow Up > Close 4. What is a Sales Funnel ANS A visual representation of sales processes with defined stages that every potential client goes through as they are led toward a final decision. 2 / 41 - Give salespeople a repeatable framework of actions to follow - Creates a baseline for comparison and forecasting 5. What is a CRM ANS A Centralized database that manages and maintains your relationships and interactions with customers and potential customers. Ex. Salesforce and Hubspot 6. What is Sales Engagement? (Sales Acceleration) ANS Tracks the interactions and exchanges that occur between you and your prospects or customers. Ex. Salesloft, Hubspot Sales, Outreach 7. What is Sales Data Software? (Sales Intelligence) ANS Collects and makes sense of company info from millions of data sources to help you understand things like organization structure. It provides on two parts of the sales data market, Company Data and Contact Data. 5 / 41 15. What do the acronyms in SPIN stand for ANS Situation, Problem, Implication, Need-payoff 16. What does the S in SPIN stand for ANS Situation - Questions focus on gathering facts and background 17. What does the P in SPIN stand for ANS Problem - Questions explore customers problems, difficulties, and dissatisfaction's in areas where the sellers products can help 18. What does the I in SPIN stand for ANS Implication - Questions take the customers problems and explores its effects or consequences. They also help customers understand a problems seriousness or urgency. 19. What does the N in SPIN stand for 6 / 41 ANS Need - Questions help the customer focus their attention on the solution rather than the problem. They get the customer to tell you the benefits of fixing their problems. 20. When in the four stages of discovery calls do you use SPIN ANS The Investi- gation stage 21. What is BANT ANS A sales qualification methodology that lets salespeople deter- mine whether a prospect is a good fit based on this. 22. What does the acronyms in BANT stand for ANS Budget, Authority, Need (Using SPIN), Timeline. 23. What is the most important part of BANT and why should you always start with it ANS Need, this determines if the customer has the need for your product and is 7 / 41 asked in the order of NATB 24. What is a Cold Email ANS Part of your outreach cadence. These allow you to get in front of very important and hard-to-reach people that you would have a hard time getting a message through with another method. 25. What is the Cold Email Formula ANS Intro (Address Them) > Reason > Value Prop (Solution to their problem, challenge, or difficulty and why they care) > Ask (What you want, meeting or introduction) > Closing (Sign off) 26. What is a SQL ANS A prospect who is qualified to buy your product or service 27. What is an account ANS The records of all the information associated with a prospective or current customer 10 / 41 Making them feel bad for you Showing them how much something they can do will help you Using reverse psychology to tell them they don't need something ANS Talking about what they want and showing them how to get it 38. You can make more friends in two months by doing what? 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 ANS Showing interest in them 39. You should always smile because of what reason? it makes people like you it makes you happier it costs you nothing All of the above ANS All of the above 11 / 41 40. The sweetest sound to a person in any language is what? a lady singing that person's name that person's favorite song a bird singing ANS That person's name 41. What do people love to talk about the most? Themselves Other people Politics All of the above ANS Themselves 42. 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 ANS Never because you can't win 43. By telling someone they're wrong you are... making them feel unintelligent making them feel they have a bad sense of judgment hurting their pride and respect All of the above 12 / 41 ANS All of the above 44. What should you do if you realize you're wrong? Find someone you can blame Defend your position by trying to convince them you're not wrong Admit you're wrong Avoid talking to the person who is right ANS Admit you're wrong 45. When trying to convince someone of something you should... try to push hard for an agreement where they must start telling you "No" since it brings all the objections to the surface get them to agree to small things by telling you "Yes" since it gets them in the mode of saying yes and agreeing ANS Get them to agree to small things by telling you "Yes" since it gets them in the mode of saying yes and agreeing. 46. What do people prefer more? 15 / 41 as bad in comparison ANS Tell them how much you appreciate their work and how you also have shortcomings 52. Instead of giving direct orders you should Use body language to show what you want Make suggestions by asking questions Tell one of their friends or co-workers to tell them the order Actually you should be very direct and assertive when giving orders ANS Make suggestions by asking questions 53. There's never too much sincere criticism shame confidence praise ANS Praise 54. When trying to make someone want to do something you should tell them how much you want them to do it be very direct where there is no room for them to question your authority tell them how important what they're doing is and how they'll benefit tell them the consequences if they don't do it ANS Tell them how important what they're doing is and how you'll benefit 55. What's the #1 reason for failure in sales? Lack of closing skills 16 / 41 Lack of prospecting Inferior product Subpar presentation skills ANS Lack of prospecting 56. Is cold calling necessary? No, companies generate enough leads through marketing No, cold calling is outdated because prospects can do their own research on the internet 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 Yes, salespeople need more practice talking to prospects that don't matter ANS - Yes, most companies don't have enough leads to keep their salespeople busy and the best prospects are used to having salespeople go through to them 17 / 41 57. The main reason salespeople are afraid of cold calling is because they don't know their product well enough the prospect doesn't know who they are they think they'll be rejected they don't want to interrupt prospects ANS They don't want to interrupt prospects 58. What's the best prospecting technique? Cold call Email Social A balance of many different techniques ANS A balance of many different techniques 59. What's the most important daily imperative of a successful salesperson? Improving your prospecting techniques Learning more about your product Keeping a pipeline full of qualified prospects Researching new accounts ANS Keeping a pipeline full of qualified prospects 60. What is the formula for predicting sales? Efficiency + Performance = Effectiveness Efficiency + Effectiveness = Performance Effectiveness + Performance = Efficiency ANS Efficiency + Effectiveness = Perfor- mance 20 / 41 An email A call A social connection Anything that increases familiarity with a prospect ANS Anything that increases familiarity with a prospect 67. How many touches on average does it take to engage a cold prospect? 3-10 touches 20-50 touches 1-3 touches 5-20 touches ANS 20-50 touches 68. What quality can you use to organize a prospect list? Qualification level Potential deal size 21 / 41 Industry vertical All of the above ANS All of the above 69. What's the primary reason you use social selling? To sell your products or services To build familiarity with prospects To get inbound leads ANS To build familiarity with prospects 70. What's the primary social channel in B2B sales? Facebook Twitter LinkedIn Instagram ANS LinkedIn 71. What do people getting called by a salesperson dislike the most? Salesperson being vague and difficult to understand their intentions Salesperson being clear and transparent about their intentions Salesperson being relevant to your situation and problems Salesperson being quick to get to the point ANS Salesperson being vague and difficult to understand their intentions 72. What is a value proposition? A clear statement of the tangible results a customer gets from using your products or services. 22 / 41 A quick statement about the success of your company. An intelligent question to figure out if they have a need for your products or services. A concise statement about the history of your company ANS A clear statement of the tangible results a customer gets from using your products or services. 73. What's the main difference between a targeted bridge and a strategic bridge? Strategic bridges use common industry vertical Strategic bridges use common products or service applications Strategic bridges use information custom to each prospect Strategic bridges use common decision-maker roles ANS Strategic bridges use information custom to each prospect 74. If you could only choose one prospecting method which would be best? 25 / 41 80. What is the gatekeeper's most important job? Remember who everyone is at their company Protect their people's time Help salespeople get in touch with right people Schedule meetings for their executives ANS Protect their people's time 81. What's the secret to get past gatekeepers? Convince them you already have a meeting with someone Offer them some money through cash app/venmo There is no secret technique Lie to them about who you are ANS There is no secret technique 82. Can inside sales reps, such as SDR's, use in person prospecting? Yes No ANS No 83. What should you avoid including in a prospecting email? Images Hyperlinks Spammy words and phrases All of the above ANS All of the above 26 / 41 84. The best emails include Long important sounding pitches with lots of industry jargon History of your company How you can solve a relevant problem they have All of the above ANS How you can solve a relevant problem they have 85. What's the correct order for the email framework? Relate-Hook-Bridge-Ask Hook-Relate-Bridge-Ask Bridge-Relate-Hook-Ask Ask-Relate-Bridge-Hook ANS Hook-Relate-Bridge-Ask 86. What's the most important factor when texting prospects? Your value proposition Your ask 27 / 41 Your familiarity Your compliments ANS Your familiarity 87. What should you do when texting? Identify yourself Be direct Avoid abbreviations All of the above ANS All of the above 88. What are the 4 pillars of mental toughness? Desire, Competitiveness, Optimism, Mental Resilience Desire, Mental Resilience, Outlearn=Outearn, Physical Resilience Grit, Self-Confidence, Attitude Control, Attention Control Grit, Desire, Mental Resilience, Physical Resilience ANS Desire, Mental Resilience, Outlearn=Outearn, Physical Resilience 89. What are the important Eleven words? When it is time to go home, send one more email. When it is time to go home, make one more call. When it is time to go home, don't leave the office. When it is time to go home, write down your goals. ANS When it is time to go home, make one more call. 90. What's the only question that matters? Am I going to be a failure? 30 / 41 Preliminaries ANS Investigating 96. What is a good definition for SPIN? A framework for asking questions that lead to satisfactory results A questioning model for the investigation stage of the sale A guide on how to use open and closed questions A framework for demonstrating capabilities of your product or service ANS A questioning model for the investigation stage of the sale 97. What does SPIN stand for? Situation - Prospect - Importance - Necessities Situation - Problem - Importance - Need-payoff Situation - Problem - Implication - Need-payoff Simple - Problem - Person - New ANS Situation - Problem - Implication - Need-payoff 31 / 41 98. What's SPIN selling's definition of closing? Getting a order from a customer A behavior used for a buyer which signals that they are ready to buy, which allows the seller to ask for the order A signed contract or money in hand from a customer A behavior used by the seller which implies or invites a commitment, so that the buyer's next statement accepts or denies commitment ANS A behavior used by the seller which implies or invites a commitment, so that the buyer's next statement accepts or denies commitment 99. Do more closing techniques improve sales success in larger sales? Yes No ANS No 100. Do more sophisticated buyers react well to closing techniques? Yes No ANS No 101. Is it a failure if you don't get an order during your meeting for a large sale? Yes No ANS 32 / 41 No 102. What are the successful outcomes in a large sale? Order or Continuation Order or Advance Order, Advance, or Continuation Continuation or Advance ANS Order or Advance 103. What's the most common objective in a large sale? Continuation Advance Order No-sale ANS Advance 104. What are successful actions of a sales meeting? Investigating and demonstrating capability Checking that key concerns are covered 35 / 41 111. What's the purpose of problem questions? To get them to state the benefits of solving their problems To uncover implied needs To learn how problems affect their business To uncover the biggest problems in their organization ANS To uncover implied needs 112. What's the purpose of implication questions? To uncover some of the problems your prospect is having in relation to your solution To get them to state the benefits of solving their problems To take a problem that the buyer perceives to be small and build it up into a large enough problem to justify action To learn about their authority to take action ANS To take a problem that the buyer perceives to be small and build it up into a large enough problem to justify action 113. Which questions do decision-makers respond best to? Implication Questions Situation Questions Problem Questions Need-Payoff Questions ANS Implication Questions 114. Should you always use the SPIN model in sequence? Yes, SPIN is a formula that always works and should always be used in order 36 / 41 No, SPIN is a formula that normally works, but should be altered based on different situations ANS No, SPIN is a formula that normally works, but should be altered based on different situations 115. Should you plan your questions in advance? Yes, it's hard for good questions to spring up in your mind when your talking No, you don't want to sound like you're reading from a script and come off as ingenuine ANS Yes, it's hard for good questions to spring up in your mind when your talking 116. When shouldn't you use need-payoff questions? Towards the end of the call Early in the call When the customer raises a need you can't meet 37 / 41 Both early in the call and when the customer raises a need you can't meet ANS Both early in the call and when the customer raises a need you can't meet 117. What's the definition of a feature? Show how a product or service can be used or can help the customer Fact or characteristic of a product or service Show how a product or service meets an explicit need expressed by the customer Show how a product or service isn't of value to the customer ANS Fact or charac- teristic of a product or service 118. What's the definition of an advantage? Show how a product or service can be used or can help the customer Fact or characteristic of a product or service Show how a product or service meets an explicit need expressed by the customer Show how a product or service isn't of value to the customer ANS Show how a product or service can be used or can help the customer 119. What's the definition of a benefit? Show how a product or service can be used or can help the customer Fact or characteristic of a product or service Show how a product or service meets an explicit need expressed by the customer Show how a product or service isn't of value to the customer ANS Show how a product or service meets an explicit need expressed by the 40 / 41 Not enough perceived value Lack of time to talk ANS Not enough perceived value 126. Are first impressions a large factor with success in large sales? Yes, they set the rest of your interaction up for success or failure No, there are still many other parts of your sales interaction that are much more important ANS No, there are still many other parts of your sales interaction that are much more important 127. Is personal loyalty a large factor for doing business in large sales? Yes, building personal familiarity with your prospects is just as important as the value of your solution to their organization. No, businesses care much more about the value of solutions than they do 41 / 41 about personal loyalty to sales people. ANS No, businesses care much more about the value of solutions than they do about personal loyalty to sales people. 128. What's the common factor of most good call openings? They talk about the history of your company They get the prospect to agree that you should ask questions They teach the customer about how valuable your solution is They get the prospect to ask you questions ANS They get the prospect to agree that you should ask questions