Course Careers - Sales Technology Final Latest Exam Questions and Answers Elaborations (G, Exams of Project Management

Download Course Careers - Sales Technology Final Latest Exam Questions and Answers Elaborations (G and more Exams Project Management in PDF only on Docsity! Course Careers - Sales Technology Final Latest Exam Questions and Answers Elaborations (GRADED A) What is the difference between a prospect and a lead? Both 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? Preliminaries - Investigation - Demonstrating Capabilty - Obtaining Commitment How would you respond to the objection: I'm not the right person? Do you know who the right person is? What is a C-level executive? The highest level of executives who run the operations of a company Which stage of the sales call is the most important? Investigation What should you avoid using in a prospecting email? Avoid Bullet points, Images, Attachments What's a SQL? A prospect who is qualified to buy your product or service Where will you be using SPIN the most as an SDR? Discovery How should you send a LinkedIn prospecting message? Make it as short as possible since people get too many spam messages on LinkedIn What's an influencer? Someone who influences the decision of a purchase Why do salespeople use CRM system instead of a spreedsheet or piece of paper? A 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? Need - Authority - Timing - Budget The only way on earth to influence other people is by? Talking about what they want and showing them how to get it Which CRM systems are the most widely used? Salesforce and Hubspot How should you open a discovery call? Set the expectations for the call You can make more friends in two months by? Becoming interested in them Why do salespeople use sales engagement software? A sales engagement system helps salespeople execute their cadence with automation What's your ultimate goal at the end of a discovery call? Schedule a time on the calendar if they are qualified to purchase What ideas do people like more? Ideas they feel they came up with themselves Which sales engagement software is the most widely used? Outreach and Salesloft Who is the highest ranking in an organizational structure?