Download Sales Exam Preparation: Mastering Key Concepts and Strategies and more Exams Advanced Education in PDF only on Docsity! Course careers exam with correct answers B2C - Answer -low dollar value sale that can be closed in 1 call B2B - Answer -longer sales cycle, ongoing relationship, larger risk and commitment sales process - Answer -A series of steps that a salesperson goes through to help the customer make a satisfying buying decision sales cycle stages - Answer -research, outreach, discovery, present, follow up, close CRM (Customer Relationship Management) - Answer -involves managing all aspects of a customer's relationship with an organization to increase customer loyalty and retention and an organization's profitability sales engagement - Answer -tracks exchanges between a sales rep with prospects or customers, it's integrated with CRM and helps increase productivity by automating sales processes sales data software - Answer -Collect and make sense of company info from millions of data sources (company and contact data) Research Process - Answer -build company list or icp, build contact list based on buyers persona, find contact information of buyers persona, find relevant ways to personalize outreach cold call process - Answer -attention, identify, what you want, bridge, ask cold email process - Answer -hook, relate, bridge, ask social selling - Answer -building familiarity with prospects RBO - Answer -anchor, disrupt, ask implied need - Answer -a need a customer may not be aware of or able to process explicit need - Answer -a clear statement of a buyer's want, desire, or intention to act discovery process - Answer -SPIN Qualification Process - Answer -BANT feature - Answer -A fact or characteristic of the product advantage - Answer -Something that is helpful or useful benefit - Answer -show how your product/service meets an explicit need of the customer Goal for SPIN framework - Answer -help the prospect figure out if they will benefit from your product or service while building up their need for it Goal for BANT framework - Answer -qualify if they will be able to purchase your product sales cadence - Answer -primarily in the outreach step consisting of cold calling, cold emailing, linkedin, etc org structure - Answer -gives titles or hierarchy to the company. Defines employees' jobs and responsibilities. Outlines decision-makers within the company. BP - Answer -contact within the company. Most likely to influence the decision to purchase Sales rep duties/tasks - Answer -researching, outreach, and discovery. Identify ICP's, BP's, who is or who are the decision makers purpose of Problem Questions - Answer -uncover implied needs purpose of implication questions - Answer -Take a problem that the buyer perceives to be small and build it up into a large deal or situation Which questions do decision-makers best respond to - Answer -implication questions should you plan questions in advance - Answer -yes when shouldn't you use need-payoff questions - Answer -Both early in the call and when the customer raises a need you can't meet "Do you know who the right person is?' - Answer -objective handling sales pipeline - Answer -A visual representation of a sales process and stages of each individual prospect.
