Mastering Sales Fundamentals: A Comprehensive Guide, Exams of Nursing

Download Mastering Sales Fundamentals: A Comprehensive Guide and more Exams Nursing in PDF only on Docsity! COURSE CAREERS EXAM NEW VERSION2024- 2026 QUESTIONS AND VERIFIED ANSWERS| 100% CORRECT What's a buyer persona? A. It's the ideal company you're targeting B. It's a person at a company who's already doing business with you C. It's the ideal person at the company you're targeting D. It's the person at a company who loves what you're doing so much they're willing to sell it internally to the rest of their team - CORRECT ANSWER>>C. It's the ideal person at the company you're targeting What are the steps in the cold calling formula? A. Ask-Intro-Question-Close B. Intro-Ask-Question-Close C. Intro-Reason-Qualify-Ask D. Reason-Intro-Qualify-Ask - CORRECT ANSWER>>C. Intro-Reason-Qualify-Ask What's your ultimate goal at the end of a discovery call? A. Get them to purchase your products or services B. Schedule a time on the calendar with the Account Executive if they are qualified to purchase C. Determine if they are qualfied to buy your products or services D. Get them to tell you who the decision maker is - CORRECT ANSWER>>B. Schedule a time on the calendar with the Account Executive if they are qualified to purchase In detail, please describe the difference between a CRM and a sales engagement platform. - CORRECT ANSWER>>A CRM is a technology for managing all your company's relationships and interactions A Sales engagement platform helps salespeople execute their cadence What is a value proposition? A. A quick statement about the success of your company B. A concise statement about the history of your company C. An intelligent question to figure out if they have a need for your products or services D. A clear statement of the tangible results a customer gets from using your products or services - CORRECT ANSWER>>D. A clear statement of the tangible results a customer gets from using your products or services How should you open a discovery call? A. Make small talk about the weather B. Set the expectations for the call C. Dig right into the problem since they don't like salespeople who waste time D. Tell me about your company - CORRECT ANSWER>>B. Set the expectations for the call The plural of photo is - CORRECT ANSWER>>photos How did we define what prospecting is in the course? A. Prospecting is when you do research looking for new prospective customers B. Prospecting is when you build lists of prospective customers based on their ICPs and Buyer personas C. Prospecting is when an account executive meets with a prospect and qualified them D. Prospecting is when you do research, outreach, and discovery to identify new qualified leads - CORRECT ANSWER>>D. Prospecting is when you do research, outreach, and discovery to identify new qualified leads What's the primary social channel in B2B sales? A. Facebook B. Twitter C. Instagram D. LinkedIN - CORRECT ANSWER>>D. LinkedIN At what point in the sales cycle does prospecting end and becomes a sales-qualified lead and a meeting is set with the AE? A. Prospecting ends when the prospect purchases the product or service B. Prospecting ends once you've built your list based on your ICP & buyer personas C. Prospecting ends once you reach out to a prospect and they reply D. Prospecting ends once you have a SQL setup with the AE - CORRECT ANSWER>>D. Prospecting ends once you have a SQL setup with the AE Please describe what an organization structure is, and 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 - CORRECT ANSWER>>An organizational structure is a system or hierarchy that outlines how certain activities are directed to help achieve the organization's goals. These activities can include rules, roles, and responsibilities. SDRs 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. Can you please describe what SPIN selling is and how you would use it? - CORRECT ANSWER>> Why do sales people use sales data software? A. Sales data software helps organize your contacts, companies, and all of the information associated with them so they can be easily searched B. Sales data software gives salespeople data about their prospective contacts C. Sales data software helps salespeople execute their cadence with automation D. Salespeople normally don't use sales data software since the information isn't that valuable - CORRECT ANSWER>>C. Sales data software helps salespeople execute their cadence with automation Please describe what a sales cycle is along with all of the different stages of a sales cycle in order based on what was taught in the course - CORRECT ANSWER>>The sales cycle is a set of activities an SDRuses to move a prospect through the sales process. These steps include Research, Outreach, Discovery, Present, Follow-Up, and Close. A word that shows the action being taken, such as run or eat, is a: A. adjective B. adverb C. noun C. Someone who makes the decision about a purchase D. Someone who influences the decision of a purchase - CORRECT ANSWER>>B. Someone who influences salespeople A word that shows the action being taken is a: A. noun B. verb C. adjective D. adverb - CORRECT ANSWER>>D. adverb What's a SQL? A. A customer who is angry at a salesperson B. A prospect who isn't qualified to buy your product or service C. A customer who is qualified to continue buying from a company D. A prospect who is qualified to buy your product or service - CORRECT ANSWER>>D. A prospect who is qualified to buy your product or service Please describe what a hypothesis of need is and how it's used in SDR - CORRECT ANSWER>>allows the seller to prepare prior to the first call using customer profiles to form a hypothesis about what problems they can solve for the customer A word that describes or modifies a noun? A. noun B. adverb C. adjective D. verb - CORRECT ANSWER>>C. adjective What does BANT stand for and what part of the sales cycle is it used? - CORRECT ANSWER>>Budget, Authority, Need, Timing It's Used in the Discovery part of Sales Cycle You can make more friends in two months by? A. showing them how cool of a person you are B. becoming interested in them C. getting them to try your hobbies D. trying to get them interested in you - CORRECT ANSWER>>B. becoming interested in them What is the formula for predicting sales? A. Effectiveness + Performance = Efficiency B. Efficiency + Effectiveness = Performance C. Efficiency + Performance = Effectiveness - CORRECT ANSWER>>B. Efficiency + Effectiveness = Performance What is a sales data platform used for? - CORRECT ANSWER>>Sales Data Platforms are used to get company and contact info In detail, please explain the main differences between a sales cadence and a sales cycle - CORRECT ANSWER>>Sales cycle: a set of specific actions salespeople follow to turn a lead into a customer. Sales cadence: the sequence of outbound sales activities a salesperson makes when attempting to contact a prospect to move them through the pipeline. When should you argue with someone? A. Never because you can't win B. When you know you can win C. When you know they are wrong D. When it's an important matter - CORRECT ANSWER>>A. Never because you can't win What is a sales data platform used for? - CORRECT ANSWER>>Sales Data Platforms are used to get company and contact information Please describe your biggest takeaway from How to Win Friends and Influence People and how it relates to being successful as an SDR. - CORRECT ANSWER>>My biggest takeaway from How to Win and Influence People is the feeling of being important is the comparison between mankind vs animals. I feel as though that relates to being a successful SDR because allowing being to feel important is a great thing to do as an SDR. It will lead to more successful sales. What is a hypothesis of need? What you hypothesize the other person knows about your company. What you hypothesize their problem is that your product or service can solve. What they hypothesize about why you are contacting them and what you need. You hypothesize about what they need to get done that day and when you should contact them. - CORRECT ANSWER>>What you hypothesize their problem is that your product or service can solve. To separate the items in a list that contains three or more items, the punctuation mark to use is: comma colon semicolon dash - CORRECT ANSWER>>comma Which sales data software is the most widely used? D&B Hoovers Seamless.ai LeadIQ ZoomInfo - CORRECT ANSWER>>ZoomInfo A word that shows the action being taken, such as run or eat, is a: adjective adverb noun verb - CORRECT ANSWER>>verb The plural of wolf is - CORRECT ANSWER>>wolves What is a C-Level executive? The CEO is the only C-Level executive. Someone who is an investor in a company. Someone on the board of directors. The highest level of executives who run the operations of a company. - CORRECT ANSWER>>The highest level of executives who run the operations of a company. When is spending time doing research in advance to calling a good idea? When you have some extra time When you need to make more sales When you need to schedule more appointments When you're calling C-level prospects selling a high-value product/service - CORRECT ANSWER>>When you're calling C-level prospects selling a high-value product/service Why do salespeople use a CRM system instead of a spreadsheet or piece of paper? You don't need to use a CRM as a salesperson. Some people are just inexperienced at using a legal pad. A CRM system helps organize your contacts, companies, and all of the information associated with them and they can be easily searched. A CRM system helps salespeople execute their cadence with automation. A CRM system gives salespeople data about their prospective contacts. - CORRECT ANSWER>>A CRM system helps organize your contacts, companies, and all of the information associated with them and they can be easily searched. What is the formula for predicting sales? Efficiency + Performance = Effectiveness Efficiency + Effectiveness = Performance Words that join phrases and clauses into a sentence, such as or, and, but, are: conjunctions prepositions articles interjections - CORRECT ANSWER>>conjunctions What's the primary social channel in B2B sales? Facebook Twitter LinkedIn Instagram - CORRECT ANSWER>>LinkedIn Where will you be using SPIN the most as an SDR? Research Outreach Discovery All of the above - CORRECT ANSWER>>Discovery Which sentence is correct? They are going to the store where his mother are working. They is going to the store where their mother is working. They're going to the store where their mother is working. There going to the store where there mother is working. - CORRECT ANSWER>>They're going to the store where their mother is working. Who are you calling with your referral cold call outreach? Someone horizontal or above your ideal buyer persona Someone below your ideal buyer persona Someone who is your ideal buyer persona All of the above - CORRECT ANSWER>>Someone horizontal or above your ideal buyer persona 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 - CORRECT ANSWER>>Never because you can't win Why does a sales cycle create a funnel? Because there are multiple stages to a sales cycle. Because salespeople are bad at selling and can't close their prospects. Because there are multiple stages to a sales cycle and salespeople loose prospects at each stage. - CORRECT 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: adjectives adverbs nouns pronouns - CORRECT ANSWER>>pronouns Why do salespeople use sales engagement software? Salespeople normally don't use sales engagement software since they are only for new inexperienced salespeople. A sales engagement system helps organize your contacts, companies, and all of the information associated with them so they can be easily searched. A sales engagement system helps salespeople execute their cadence with automation. A sales engagement system gives salespeople data about their prospective contacts. - CORRECT ANSWER>>A sales engagement system helps salespeople execute their cadence with automation. Which of the following sentences are incomplete? A. Ran across the field. B. We met downtown. C. Taken aback. D. On the side. A, B, C, and D A, C, and D B, C, and D C and D - CORRECT ANSWER>>A, C, and D Which sentence is incorrect? Their going to stay at you're beach house. What is your address? Your dog barks very loud. What is their address? - CORRECT ANSWER>>Their going to stay at you're beach house. Who is the highest ranking in an organizational structure? Vice President Chief Operating Officer Chief Executive Officer Board of Directors - CORRECT ANSWER>>Board of Directors To show that words have been omitted, the punctuation mark to use is: comma colon ellipsis (...) dash - CORRECT ANSWER>>ellipsis (...) The plural of woman is - CORRECT ANSWER>>women What factor(s) make a major sale different from a small sale? Length of the sales cycle, size of customer commitment, risk, and the ongoing relationship Only the length of the sales cycle and size of customer commitment and their risk Only the length of the sales cycle and and the ongoing relationship Only the size of customer commitment and their risk and the ongoing relationship - CORRECT ANSWER>>Length of the sales cycle, size of customer commitment, risk, and the ongoing relationship How should you open a discovery call? Tell me about your company. Dig right into the problem since they don't like salespeople who waste time. Set the expectations for the call. Make small talk about the weather. - CORRECT ANSWER>>Set the expectations for the call.