Sales and Marketing: Key Concepts and Strategies, Exams of Nursing

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