Course Careers Tech Sales Final Exam, Exams of Business Finance

Download Course Careers Tech Sales Final Exam and more Exams Business Finance in PDF only on Docsity! Course Careers Tech Sales Final Exam 66 Questions with Answers What is the formula for predicting sales? Efficiency + Effectiveness = Performance Who are you calling with your direct cold call outreach? Someone who is your ideal buyer persona 3 multiple choice options How would you respond to the objection: I'm not the right person? Do you know who the right person is? What is an account? The records of all the information associated with a prospective or current customer. 3 multiple choice options What ideas do people like more? Ideas they feel they came up with themselves What's the correct order you should use BANT as a salesperson for a discovery call? Need-Authority-Timing-Budget What is a value proposition? A clear statement of the tangible results a customer gets from using your products or services 3 multiple choice options What should you avoid using in a prospecting email? Avoid all of the above 3 multiple choice options Why do sales people use sales data software? Sales data software gives salespeople data about their prospective contacts 3 multiple choice options What's an Ideal Customer Profile? It's the ideal company you're targeting. 3 multiple choice options Why are organizational structures valuable? All of the above 3 multiple choice options Words that join phrases and clauses into a sentence, such as or, and, but, are: Conjunctions 3 multiple choice options What's the primary social channel in B2B sales? How should you open a discovery call? Set the expectations for the call. 3 multiple choice options What's the correct BANT order for a discovery call? Need - Authority - Timing - Budget Which part of BANT is the most important and why? Need is the most important part of BANT. Without need, there won't be any sales. In the following two sentences are compliment and complement used correctly? A. Bill gave the waiter a complement by saying the service was extraordinary. B. The business owners were the perfect compliment, as the weaknesses of one were the strengths of the other. Both sentences are incorrect 3 multiple choice options What are your Golden Hours as a salesperson? The time you use to do sales activities such as prospecting and qualifying 3 multiple choice options How do you predict your performance as a salesperson? By measuring both your activity and conversion rates using the formula E+E=P 3 multiple choice options What does the formula E+E=P stand for and why is it important? It emphasizes the importance of using effectiveness and efficiency to achieve productivity in sales. It's important because it helps sales professionals improve their overall performance and achieve their target sales. Please describe what SPIN stands for along with exactly where in the sales cycle it's used and why. Situation, Problem, Implication, and Need-Payoff Questions. SDRs use SPIN during a discovery call to cultivate implied needs into explicit needs and push the call forward. In detail, please describe the difference between a CRM and a sales engagement platform. A CRM is a technology for managing all your company's relationships and interactions with customers and potential customers. A sales engagement platform helps salespeople execute their cadence automation. What does BANT stand for and what part of the sales cycle is it used? Budget, Authority, Need, and Timing. Used during Discovery. In detail, please describe the main differences between a sales cadence and a sales cycle. Sales cycle: a set of specific actions salespeople follow from start to finish to close a new customer Sales cadence: the sequence of outbound sales activities a salesperson makes when attempting to contact a prospect to move them through the pipeline Can you please describe what SPIN selling is and how you would use it? A sales technique used to help sales reps to close deals. I would use it to close difficult and complicated deals. Please describe what an organization structure is, how it's used as an SDR, and all of the titles in order from the very top to the very bottom of a large org structure. A system that outlines how certain activities are directed to help achieve the organization's goals. These activities can include rules, roles, and responsibilities. SDR's use org structures to find the right decision-makers. Titles in order for a large org: Board of directors, CEO, C-Suite, VPs, Directors, Managers, Individual contributors. Please describe the cold-calling formula you learned in the course and how you would use it as an SDR Intro, Reason, Qualify, and Ask What is a sales data platform used for? Sales Data Platforms are used to get company and contact info Q: What's your objective as a B2B sales development rep on the first contact with a new Set an appointment What is a hypothesis of need? What you hypothesize their problem is that your product or service can solve. Why do you need a sales cadence as a salesperson? You need a cadence since it's very difficult to reach out to a large number of prospects using multiple channels in a consistent manner that can be tracked. 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 Please describe what a hypothesis of need is and how it's used as an SDR. Speak.