Course Careers Technology Sales Course Final Exam (Latest 2023/ 2024 Update) Questions and Verified Answers| 100% Correct| Grade A
Course Careers Technology Sales Course
Final Exam (Latest 2023/ 2024 Update)
Questions and Verified Answers| 100%
Correct| Grade A
Q: The two ways how Buyer Personas Are Used in Sales
Answer:
- Allows you to know which people to target at companies
- Allows you to qualify quicker and sell better based on what you know about that buyer
persona. (Different buyer personas care about different things.)
Q: What Is a Sales Cycle/Sales Process?
Answer:
is a set of specific action sales people follow from start to finish to close a new customer. It often
includes multiple stages such as “prospect”, “connect”, “research”, “present” and “close.”
Q: What are the three aspects of a Sales Cycle/Sales Process?
Answer: - Gives sales people a repeatable framework of actions to follow
- Help sales people lead the buying process for their prospects
- Creates a baseline for comparison and forecasting
Q: What is the Sales Cycle/Sales Process in order?
Answer:
Research, Outreach, Discovery, Present, Follow up, Close
Q: Which steps of the Sales Cycle/Sales Process do SDR/BDRs cover?
Answer:
Research, Outreach, Discovery
Q: Which steps of the Sales Cycle/Sales Process do Account Executives cover?
Answer:
Present, Follow Up, Close
Q: What’s the length of the Sales Cycle/Sales Process?
Answer:
1 week – 1 year
Q: Sales Cycle Creates a __?
Answer:
Sales Funnel
Q: What are the three differences between B2B & B2C Sales Cycle?
Answer:
- B2B sales cycles are longer
- B2B Sales are worth more money
- B2B sales cycles include multiple people
Q: What is Prospecting?
Answer:
the process of finding and identifying new prospective clients using different outbound methods
- cold calling, cold email, social selling, etc.
Q: Research, Outreach, Discovery are ? Answer: Prospecting Q: What’s the #1 reason for failure in sales? Answer: Lack of prospecting Q: Is cold calling necessary? Answer: Yes, most companies don’t have enough leads to keep their salespeople busy and the best prospects are used to having salespeople go to them Q: The main reason salespeople are afraid of cold calling is because .
Answer:
they don’t want to interrupt prospects
Q: What’s the best prospecting technique?
Answer:
A balance of many different techniques
Q: What’s the most important daily imperative of a successful salesperson?
Answer:
Keeping a pipeline full of qualified prospects
Q: What is the formula for predicting sales?
Answer:
Efficiency + Effectiveness = Performance
Q: When is spending time doing research in advance to calling a good idea?
Answer:
When you’re calling C-level prospects selling a high-value product/service
Q: What are your Golden Hours as a salesperson?
Answer:
The time you use to do sales activities such as prospecting and qualifying
Q: Should you schedule your work in time blocks?
Answer:
Yes, salespeople are much more efficient when they focus on a single activity and set one goal at
a time.
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