Sales and Marketing Quiz: Test Your Knowledge, Exams of Nursing

Download Sales and Marketing Quiz: Test Your Knowledge and more Exams Nursing in PDF only on Docsity! Course Careers Exam 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 - 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 - 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 - 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. - 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 - 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 - Answer-B. Set the expectations for the call The plural of photo is - 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 C. Only the size of customer commitment and their risk and the ongoing relationship D. Only the length of the sales cycle and the ongoing relationship - Answer-A. Length of the sales cycle, size of customer commitment, risk, and the ongoing relationship What's the correct order you should use BANT as a salesperson for a discovery call? A. Budget - Need - Authority - Timing B. Need - Budget - Authority - Timing C. Budget - Authority - Need - Timing D. Need - Authority - Timing - Budget - Answer-D. Need - Authority - Timing - Budget What are your Golden Hours as a salesperson? A. The time you use to do sales activities such as prospecting and qualifying B. The time you use to improve your sales skills and knowledge C. The time you use to learn more about your product D. The time you use to research your prospects - Answer-A. The time you use to do sales activities such as prospecting and qualifying The plural of hero is - Answer-heros What are the correct difference between a B2C and B2B sales cycle? A. B2B sales cycles are less risky for the buyer B. B2B sales cycles are usually longer C. B2B sales cycles usually are for less overall money, especially for APR contracts D. B2C sales cycles usually have less people involved in the decision - Answer-D. B2C sales cycles usually have less people involved in the decision What ideas do people like more? - Answer-Ideas they feel they came up with themselves Which part of BANT is the most important and why? - Answer-Need is the most important part of BANT because if there is no need, they will not buy The plural of tooth is - Answer-teeth In the book How to Win Friends and Influence people, What's the main difference it describes between mankind and animals? A. The desire for food B. The desire to feel important C. The desire for sex D. The desire to be loved - Answer-B. The desire to feel important What's the best prospecting technique? A. A balance of many different techniques B. Social C. Cold call D. Email - Answer-A. A balance of many different techniques How do you predict your performance as a salesperson? A. By measuring both your activity and conversion rates using the formula E+E=P B. By logically thinking about how good you are as a salesperson and making an educated guess C. By measuring how much activity you are putting into your prospecting D. By measuring what your conversion rate it between the stages of your prospecting - Answer- To show ownership of an item the punctuation mark to use is: A. quotation mark B. slash C. apostrophe D. hyphen - Answer-C. apostrophe Please describe what SPIN stands for along with exactly where in the sales cycle it's used and why - Answer-SPIN stands for 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 What's the definition of an ICP? A. None of the above B. It's the fictitious persona of an employee at a prospect company C. It's the fictitious company persona who is your competitor D. All of the above E. It's the fictitious company persona of your ideal customer - Answer-E. It's the fictitious company persona of your ideal customer The only way on earth to influence other people is by A. Showing them how much something they can do will help you B. Using reverse psychology to tell them they don't need something C. Talking about what they want and showing them how to get it D. Making them feel bad for you - Answer-C. Talking about what they want and showing them how to get it