Download Course Careers Tech Sales Final Exam Questions and Answers and more Exams Advanced Education in PDF only on Docsity! Course Careers Tech Sales Final Exam Questions and Answers What is the formula for predicting sales? - Answer -Efficiency + Effectiveness = Performance Who are you calling with your direct cold call outreach? - Answer -Someone who is your ideal buyer persona How would you respond to the objection: I'm not the right person? - Answer -Do you know who the right person is? What is an account? - Answer -The records of all the information associated with a prospective or current customer. What ideas do people like more? - Answer -Ideas they feel they came up with themselves What's the correct order you should use BANT as a salesperson for a discovery call? - Answer -Need-Authority-Timing-Budget What is a value proposition? - Answer -A clear statement of the tangible results a customer gets from using your products or services What should you avoid using in a prospecting email? - Answer -Avoid all of the above Why do sales people use sales data software? - Answer -Sales data software gives salespeople data about their prospective contacts What's an Ideal Customer Profile? - Answer -It's the ideal company you're targeting. Why are organizational structures valuable? - Answer -All of the above Words that join phrases and clauses into a sentence, such as or, and, but, are: - Answer -Conjunctions What's the primary social channel in B2B sales? - Answer -LinkedIn Where will you be using SPIN the most as an SDR? - Answer -Discovery Which sentence is correct? - Answer -They're going to the store where their mother is working. Who are you calling with your referral cold call outreach? - Answer -Someone horizontal or above your ideal buyer persona When should you argue with someone? - Answer -Never because you can't win Why do salespeople use sales engagement software? - Answer -A sales engagement system helps salespeople execute their cadence with automation Why does a sales cycle create a funnel? - Answer -Because there are multiple stages to a sales cycle and salespeople loose prospects at each stage. Words, such as I, he, she, him, and her are: - Answer -Pronouns Which of the following sentences are incomplete? A. Ran across the field. B. We met downtown. C. Taken aback. D. On the side. - Answer -A, C, and D Which sentence is incorrect? - Answer -Their going to stay at you're beach house. Who is the highest ranking in an organizational structure? - Answer -Board of Directors To show that words have been omitted, the punctuation mark to use is: - Answer - ellipsis (...) What factor(s) make a major sale different from a small sale? - Answer -Length of the sales cycle, size of customer commitment, risk, and the ongoing relationship How should you open a discovery call? - Answer -Set the expectations for the call. What's the correct BANT order for a discovery call? - Answer -Need - Authority - Timing - Budget Which part of BANT is the most important and why? - Answer -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. - Answer -Both sentences are incorrect
