Sales Strategies and Techniques, Exams of Sales Management

Download Sales Strategies and Techniques and more Exams Sales Management in PDF only on Docsity! Course Careers Final Exam (Latest Update) Questions and Verified Answers (100 out of 100) 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. 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 comma Which sales data software is the most widely used? D&B Hoovers Seamless.ai LeadIQ ZoomInfo ZoomInfo A word that shows the action being taken, such as run or eat, is a: adjective adverb noun verb verb 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. 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 Budget - Authority - Need - Timing Need - Authority - Timing - Budget Budget - Need - Authority - Timing Need - Budget - Authority - Timing Need - Authority - Timing - Budget What is a value proposition? A clear statement of the tangible results a customer gets from using your products or services A quick statement about the success of your company An intelligent question to figure out if they have a need for your products or services A concise statement about the history of your company A clear statement of the tangible results a customer gets from using your products or services What should you avoid using in a prospecting email? Bullet points Images Attachments Avoid all of the above Avoid all of the above Why do sales people use sales data software? Salespeople normally don't use sales data software since the information isn't that valuable. Sales data software gives salespeople data about their prospective contacts. Sales data software helps organize your contacts, companies, and all of the information associated with them so they can be easily searched. Sales data software helps salespeople execute their cadence with automation. Sales data software gives salespeople data about their prospective contacts. What's an Ideal Customer Profile? It's the ideal person at the company you're targeting. It's the ideal company you're targeting. It's a person at a company who's already doing business with you. 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. It's the ideal company you're targeting. Why are organizational structures valuable? They give titles to employees based on hierarchy Defines employees job and responsibilities Defines employees decision making ability All of the above None of the above All of the above Words that join phrases and clauses into a sentence, such as or, and, but, are: conjunctions prepositions articles interjections conjunctions What's the primary social channel in B2B sales? Facebook Twitter LinkedIn Instagram LinkedIn Where will you be using SPIN the most as an SDR? Research Outreach Discovery All of the above 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. 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? 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 Board of Directors To show that words have been omitted, the punctuation mark to use is: comma colon ellipsis (...) dash ellipsis (...) 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 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. Set the expectations for the call. What's the correct BANT order for a discovery call? Budget - Authority - Need - Timing Need - Authority - Timing - Budget Budget - Need - Authority - Timing Need - Authority - Timing - Budget In the following two sentences are compliment and complement used correctly? A. Bill gave the waiter a complement by saying the service was extraordinary. B. The business owners were the perfect compliment, as the weaknesses of one were the strengths of the other. Only sentence A is correct Only sentence B is correct Both sentences are correct Both sentences are incorrect Both sentences are incorrect What are your Golden Hours as a salesperson? The time you use to learn more about your product The time you use to do sales activities such as prospecting and qualifying The time you use to research your prospects The time you use to improve your sales skills and knowledge The time you use to do sales activities such as prospecting and qualifying How do you predict your performance as a salesperson? By logically thinking about how good you are as a salesperson and making an educated guess By measuring how much activity you are putting into your prospecting By measuring what your conversion rate it between the stages of your prospecting By measuring both your activity and conversion rates using the formula E+E=P By measuring both your activity and conversion rates using the formula E+E=P In which of the following two sentences are their, there, and they're used correctly? At Lake Lanier their is a beautiful sandy beach where Frank and Jan love to go swimming. During their last visit they had so much fun that they're planning to go there again next summer. It's the ideal company you're targeting. What are the steps in the cold calling formula? Intro - Ask - Question - Close Ask - Intro - Question - Close Intro - Reason - Qualify - Ask Reason - Intro - Qualify - Ask Intro - Reason - Qualify - Ask 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. Set the expectations for the call. What's the best definition for a sales cadence? A cadence is the stages you take a prospect through from start to close A cadence is the sequence of activities you perform in order to make contact with a prospect A cadence is the activities you perform in randomized order to make contact with a prospect A cadence is a framework you use for asking questions in a sales meeting A cadence is the sequence of activities you perform in order to make contact with a prospect What shouldn't you do when talking to a gatekeeper? Talk to them about their job. Lie to them to get directed to the correct contact. Make them feel like you're familiar with the company. Call the gatekeeper by their name. Lie to them to get directed to the correct contact. The words slowly and quickly are: adjectives adverbs nouns verbs adverbs The only way on earth to influence other people is by_____. Talking about what they want and showing them how to get it Making them feel bad for you Showing them how much something they can do will help you Using reverse psychology to tell them they don't need something Talking about what they want and showing them how to get it Which sentence is incomplete? Donkeys bray. Singing in the rain. I went swimming. All the sentences are incomplete. Singing in the rain. 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 What you hypothesize their problem is that your product or service can solve. What's a SQL? A customer who is qualified to continue buying from your company. A prospect who isn't qualified to buy your product or service. A prospect who is qualified to buy your product or service. A customer who is angry at a salesperson. A prospect who is qualified to buy your product or service. Why does a sales cycle create a funnel? Because there are multiple stages to a sales cycle. Set an appointment In the following two sentences, are ensure and insure used correctly? A. To ensure that the work would be completed on time, the owner assigned two people to the task. B. To insure the company against unexpected losses, the owner purchased a liability and property damage policy. Only sentence A is correct Only sentence B is correct Both sentences are correct Both sentences are incorrect Both sentences are correct 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 Never because you can't win You can make more friends in two months by ______ . trying to get them interested in you showing them how cool of a person you are becoming interested in them getting them to try your hobbies becoming interested in them What's a Champion? Someone who salespeople love. Someone who salespeople hate. Someone salespeople should ignore. Someone who hates salespeople. Someone who salespeople love. 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 When you're calling C-level prospects selling a high-value product/service Which sentence is correct? I have ate dinner already. He had eaten dinner before the movie He had broke his grandmother's vase. I forgiven her for not showing up. He had eaten dinner before the movie Which of the following sentences use 'or' / 'nor' incorrectly? Neither Bob nor Kathy are going to the company party. Either we can go tonight or tomorrow morning. Neither Bill or Bob want to go fishing tomorrow. All the sentences are correct. Neither Bill or Bob want to go fishing tomorrow. Which of the following sentences are incomplete? A. I went swimming. B. Donkeys bray. C. Singing in the rain. D. The dark side of the moon. A, B, C, and D B, C, and D C and D D C and D Which of the following capitalization rules is incorrect? Capitalize pronouns, such as Her and Him. Capitalize book and movie titles, such as "Zero To One" or "Star Wars". Capitalize the names of languages, such as English, French, and German. Capitalize the names of cities, such as Seattle and Miami. Capitalize pronouns, such as Her and Him