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Course Careers - Sales Technology Final Exam with Answers (128 Solved Questions) - Document preview page 1

Course Careers - Sales Technology Final Exam with Answers (128 Solved Questions) - Page 1

Document preview content for Course Careers - Sales Technology Final Exam with Answers (128 Solved Questions)

Course Careers - Sales Technology Final Exam with Answers (128 Solved Questions)

Study smarter with Course Careers - Sales Technology Final Exam with Answers, using real past exam questions for effective revision.

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Course Careers - Sales Technology Final Exam with Answers (128 Solved Questions) - Page 1 preview image1/41Course Careers-Sales Technology Final ExamQuestions and Answers (Verified Answers)1.WhatisaSalesCadenceANSAsequenceoftouch-pointsyoudotoattractyour prospect to establish aconnection to start an engagement or sale.2.WhatistheSalesProcess(SalesCycle)ANSAsetofSpecificactionsyoufollow from start to finish to close a newcustomer.3.WhatarethestagesoftheSalesCycleANSResearch>Outreach>Discovery> Present > Follow Up > Close4.WhatisaSalesFunnelANSAvisualrepresentationofsalesprocesseswithdefinedstages that every
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Course Careers - Sales Technology Final Exam with Answers (128 Solved Questions) - Page 2 preview image
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Course Careers - Sales Technology Final Exam with Answers (128 Solved Questions) - Page 3 preview image2/41potential client goes through as they are led toward a finaldecision.-Givesalespeoplearepeatableframeworkofactionstofollow-Createsabaselineforcomparisonandforecasting5.WhatisaCRMANSACentralizeddatabasethatmanagesandmaintainsyour relationshipsand interactions with customers and potential customers.Ex.SalesforceandHubspot6.WhatisSalesEngagement?(SalesAcceleration)ANSTrackstheinteractionsandexchanges that occur between you and yourprospects or customers.Ex.Salesloft,HubspotSales,Outreach7.WhatisSalesDataSoftware?(SalesIntelligence)ANSCollectsandmakessense of company info from millions of data sources tohelp you understandthings like organization structure.It provides on two parts of
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Course Careers - Sales Technology Final Exam with Answers (128 Solved Questions) - Page 4 preview image3/41the sales data market, Company Data and Contact Data.Ex.LinkedInSalesNavigator,Apollo,Zoominfo8.WhatisStep1intheResearchProcessANSBuildingcompanylistsbasedonyourIdealCustomer Profile (ICP)9.WhatisStep2intheResearchProcessANSBuildingcontactlistsbasedonbuyerpersona10.WhatisStep3intheResearchProcessANSFindcontactinfoforeachcontact11.WhatisStep3intheResearchProcessANSFindingrelevantwaystopersonal-ize outreach12.WhatistheColdCallingformula
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Course Careers - Sales Technology Final Exam with Answers (128 Solved Questions) - Page 5 preview image4/41ANSIntro>Reason>Qualify>Ask13.WhatarethefourstagesofDiscoveryCallANSPreliminaries,Investigating, Demonstrating Capabilities, ObtainingCommitment14.WhatisSPINANSAsalesmethodologydevelopedbyNeilRackam,wherethe reps organizesales calls using a question framework that touches on four cate-gories.
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Course Careers - Sales Technology Final Exam with Answers (128 Solved Questions) - Page 6 preview image5/4115.WhatdotheacronymsinSPINstandforANSSituation,Problem,Implication,Need-payoff16.WhatdoestheSinSPINstandforANSSituation-Questionsfocusongathering facts and background17.WhatdoesthePinSPINstandforANSProblem-Questionsexplorecustomers problems, difficulties, anddissatisfaction's in areas where the sellers products canhelp18.WhatdoestheIinSPINstandforANSImplication-Questionstakethecustomersproblems and explores its effectsorconsequences.They also help customers understand a problems seriousnessor urgency.19.WhatdoestheNinSPINstandfor
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Course Careers - Sales Technology Final Exam with Answers (128 Solved Questions) - Page 7 preview image6/41ANSNeed-Questionshelpthecustomerfocustheirattentiononthesolutionratherthantheproblem.Theygetthecustomertotellyou the benefits of fixing theirproblems.20.WheninthefourstagesofdiscoverycallsdoyouuseSPINANSTheInvesti-gation stage21.WhatisBANTANSAsalesqualificationmethodologythatletssalespeopledeter-mine whether aprospect is a good fitbased on this.22.WhatdoestheacronymsinBANTstandforANSBudget,Authority,Need(UsingSPIN), Timeline.23.WhatisthemostimportantpartofBANTandwhyshouldyoualwaysstartwith itANSNeed, this determines if the customer has the need for your product and is
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Course Careers - Sales Technology Final Exam with Answers (128 Solved Questions) - Page 8 preview image7/41asked in the order of NATB24.WhatisaColdEmailANSPartofyouroutreachcadence.Theseallowyoutoget infrontofveryimportantandhard-to-reachpeoplethatyouwouldhaveahardtime getting amessage through with another method.25.WhatistheColdEmailFormulaANSIntro(AddressThem)>Reason>Value Prop(Solutiontotheirproblem,challenge,ordifficultyandwhytheycare)>Ask (What you want, meeting orintroduction) > Closing (Sign off)26.WhatisaSQLANSAprospectwhoisqualifiedtobuyyourproductorservice27.WhatisanaccountANSTherecordsofalltheinformationassociatedwitha prospective orcurrent customer
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Course Careers - Sales Technology Final Exam with Answers (128 Solved Questions) - Page 9 preview image8/4128.What is a ChampionANSSomeone who salespeoplelove29.WhatdoesCACstandforANSCustomerAcquisitionCost30.What is the difference between a prospect and a leadANSBoth describe a potentialcustomerandhaveintertwinedmeaningsthatonlydifferbasedonwho you're talkingto31.What is an InfluencerANSSomeone who influences the decision of apurchase32.WhatisChurnANSCustomerswhowereonasubscriptionandstoppedus-ing/paying for it
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Course Careers - Sales Technology Final Exam with Answers (128 Solved Questions) - Page 10 preview image9/4133.WhatisaC-LevelexecutiveANSThehighestlevelofexecutiveswhorunthe operations of a company34.WhatisaGatekeeperANSSomeonewhoisinchargeofdecidingwhotalkstotheexecutives35.WhatdidBobHooverdotothemechanicwhomadehisplanecrashandalmost got him killed?He yelled at him for being a badmechanic and fired him.Hetoldhimhewouldhavehismechanicslicenserevoked.He criticized him for being so careless,but forgave him.HetoldhimtoservicehisF-51planetomorrowsincehe'ssurehewon'tmakethismistakeagain.ANSHetoldhimtoservicehisF-51planetomorrowsincehe'ssure he won't makethat mistake again.36.What'sthemain differencebetween mankindandanimals?The desire to belovedThedesiretofeelimportantThe desire for foodThedesireforsexANSThedesiretofeelimportant37.Theonlyway onearth toinfluencerother peopleishow?Talkingaboutwhattheywantandshowingthemhowtogetit
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Course Careers - Sales Technology Final Exam with Answers (128 Solved Questions) - Page 11 preview image10/41Making them feel bad for youShowingthemhowmuchsomethingtheycandowillhelpyouUsingreversepsychologytotellthemtheydon'tneedsomethingANSTalking about what they want and showing them how to get it38.Youcanmakemorefriendsintwomonthsbydoingwhat?trying to get them interested in youshowingthemhowcoolofapersonyouarebecoming interested in themgettingthemtotryyour hobbiesANSShowinginterestinthem39.Youshouldalwayssmilebecauseofwhatreason?itmakespeoplelikeyouit makes you happieritcostsyounothingAlloftheaboveANSAlloftheabove
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Course Careers - Sales Technology Final Exam with Answers (128 Solved Questions) - Page 12 preview image11/4140.Thesweetestsoundtoapersoninanylanguageiswhat?aladysingingthatperson'snamethatperson'sfavoritesongabirdsingingANSThatperson'sname41.Whatdopeoplelovetotalkaboutthemost?ThemselvesOtherpeoplePoliticsAlloftheaboveANSThemselves42.Whenshouldyouarguewithsomeone?When you know you can winWhenyouknowtheyarewrongWhen it's an important matterNeverbecauseyoucan'twinANSNeverbecauseyoucan'twin43.Bytellingsomeonethey'rewrongyouare...makingthemfeelunintelligentmakingthemfeeltheyhaveabadsenseofjudgmenthurting their pride and respectAlloftheabove
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Course Careers - Sales Technology Final Exam with Answers (128 Solved Questions) - Page 13 preview image12/41ANSAlloftheabove44.Whatshouldyoudoifyourealizeyou'rewrong?FindsomeoneyoucanblameDefendyourpositionbytryingtoconvincethemyou'renotwrongAdmityou're wrongAvoidtalkingtothepersonwhoisrightANSAdmityou'rewrong45.Whentryingtoconvincesomeoneofsomethingyoushould...trytopushhardforanagreementwheretheymuststarttellingyou"No"sinceit brings all the objections to thesurfacegetthemtoagreetosmallthingsbytellingyou"Yes"sinceitgetstheminthemodeofsayingyesandagreeingANSGetthemtoagreetosmallthingsbytellingyou "Yes" since it gets them in themode of saying yes and agreeing.46.Whatdopeopleprefermore?
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