Download Sales Course: Questions and Answers and more Exams Nursing in PDF only on Docsity! Course Careers What factors make a major sale different from a small sale? - Answer-Length of the sales cycle, size of customer commitment, risk, and the ongoing relationship. ICP - Answer-It's the fictions company persona of your ideal customer. What should you avoid using in prospecting email? - Answer-Bullet points, images, attachments. Sales Cadence - Answer-a sequence of activities you perform in order to make contact with a prospect. How should you open a discovery call? - Answer-Set the expectations for the call. What's a champion - Answer-Someone who sale people love. A sentence is usually incomplete when? - Answer-It lacks a subject and a verb. What words never get capitalized? - Answer-Pronouns such as her and him Email format - Answer-Subject, Intro, reason,valueprop, Ask, closing. To show that words have been omitted, the punctuation mark to use is: - Answer-ellipsis (..) At what point in the sales cycle does prospecting end and becomes a sales qualifying lead and a meeting is set with the AE? - Answer-Prospecting ends once you have a SQL setup with the AE Which sales data software is the most widely used? - Answer-ZoomInfo Whats the correct order you should use BANT as a salesperson for a discovery call? - Answer-Need - Authority - Timing - Budget Which of the following sentences are incomplete? A. Sarah cried. B. Glen jumped. C. Into the woods. D. Ouch! - Answer-C. Into the woods Why do sales people use sales data software? - Answer-Sales data software gives salespeople data about their prospective contacts What's your objective as a B2B sales development rep on the first contact with a new prospect? - Answer-set appointments 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. What's the correct BANT order for a discovery call? - Answer-Need - Authority - Timing - Budget What's the best prospecting technique? - Answer-A balance of many different techniques
