COURSE CAREERS FINAL EXAM -

COURSE CAREERS FINAL EXAM -

EXAM 300 REAL EXAM QUESTIONS AND CORRECT

DETAILED ANSWERS (VERIFIED ANSWERS )

|ALREADY GRADED A+

What Is an Organizational Structure? - ANSWER- a system that outlines how certain activities are directed in order to achieve the goals of an organization. These activities can include rules, rolls, and responsibilities.

What are the three aspects of an Organizational Structure? - ANSWER-

• Gives titles to employees based on hierarchy
• Defines employees jobs and responsibilities
• Defines employees decision making ability

How are Organizational Structures Are Used in Sales? - ANSWER- 1.Allows you to know who is responsible for using your product or service

• Allows you to know who is responsible for managing or

implementing your product or service

• Allows you to know who will benefit from using your product or

service

• Allows you to know who makes the decision to buy your product or

service

• In B2B sales there will likely be multiple people involved in making

the purchasing decision. People who use it, people who manage and 1 / 4

implement it, people who will benefit from it, and decision-makers who care about how it will make or save the company money. You'll need to map out all of these people involved in the decision-making process and satisfy them all

What does ICP stand for? - ANSWER- Ideal Customer Profile

What is an Ideal Customer Profile (ICP)? - ANSWER- commonly referred to as an ideal buyer profile, defines the perfect customer for what your organization solves for. This is a fictitious company that has all of the qualities that would make them the best fit for the solutions you provide.

Alternate titles for an ICP - ANSWER- Ideal Company profile or Target Market.

Ideal customer profiles are defined by: - ANSWER- Company Size -

how many people work at the company Revenue - how much money the company generates every year Industry - the products/ services a company sells Geography - location where the company is Technology - what technology the company uses Process - business process they use and how your product or service will work within that process

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How to come up with which characteristics to use to define ICP: -

ANSWER- previous customers you found that had the most success with your product or service, paid you the most money, and are likely the quickest to buy.

The two ways Ideal Customer Profiles Are Used in Sales - ANSWER- 1.Allows you to know which companies to target for your sales outreach

• Allows you to qualify quicker and sell better based on what you know

about different customer profiles. (Different company profiles care about different things.)

What is a Buyer Persona? - ANSWER- a semi fictional, generalized representation of your customers that account for the demographics, goals, motivators, and challenges they are facing.

Alternate titles for Buyer Persona? - ANSWER- Stakeholders or Contacts.

Are there multiple buyer persona since multiple people are involved in a B2B purchase? - ANSWER- Yes

Who is the Buyer Persona? - ANSWER- A person at a company who is able to influence or make the best decision to purchase your product or service. The person who benefits the most from the purchase and has the most influence is likely the most valuable buyer persona.

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The difference between Buyer Persona & ICP? - ANSWER- Ideal customer profiles are companies. Buyer personas are the people at those companies.

The two ways how Buyer Personas Are Used in Sales - ANSWER- 1.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.)

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."

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

What is the Sales Cycle/Sales Process in order? - ANSWER- Research, Outreach, Discovery, Present, Follow up, Close

Which steps of the Sales Cycle/Sales Process do SDR/BDRs cover? - ANSWER- Research, Outreach, Discovery

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