Study guides, Class notes & Summaries

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: 1. Allows you to know which people to target at companies 2. 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 acti...

Course Careers Exam| Questions and Verified Answers| 100% Correct| Grade A (2023/ 2024 Update) Q: What is the formula for predicting sales? Efficiency + Performance = Effectiveness Efficiency + Effectiveness = Performance Effectiveness + Performance = Efficiency Answer: Efficiency + Effectiveness = Performance Q: Who are you calling with your direct cold call outreach? Someone above or horizontal to your ideal buyer persona Someone below your ideal buyer persona Som...

Course Careers Final Exam Verified Questions and Answers Course Careers Final Exam Verified Questions and Answers Course Careers Final Exam Verified Questions and Answers 1. 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...

Account? The records of all the information associated with a prospective or current customer What is the difference between a prospect and a lead? Both describe a potential customer and have intertwined meanings that only differ based on who you're talking to C-Level executive The highest level of executives who run the operations of a company

What factors make a major sale different from a small sale? - ANSWER Length of the sales cycle, size of customer commitment, risk, and the ongoing relationship. ICP - ANSWER It's the fictions company persona of your ideal customer. What should you avoid using in prospecting email? - ANSWER Bullet points, images, attachments.

What is the difference between a prospect and a lead? - ANSWER Both describe a potential customer and have intertwined meanings that only differ based on who you are talking to. What are the four stages of a sale call in order from spin selling? - ANSWER Preliminaries - Investigation - Demonstrating Capabilty - Obtaining Commitment How would you respond to the objection: I'm not the right person? - ANSWER Do you know who the right person is?

What's a buyer persona? A. It's the ideal company you're targeting B. It's a person at a company who's already doing business with you C. It's the ideal person at the company you're targeting D. 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 - ANSWER C. It's the ideal person at the company you're targeting

Account contains all the records of customer interactions and is created after the first time a customer buys from your business. Account Executive (AE)/Closer A sales team member in charge of closing deals Account Manager (AM)/Farmer A sales team member in charge of up-selling existing clients. Annual Recurring Revenue (ARR) The amount of money a customer pays you every year on a subscription model. Annual Contract Value (ACV) The average annual revenue generated from each customer's...

Who are the four types of people you deal with in sales? - ANSWER ⁃ Prospects ⁃ Customers ⁃ Sales Team (Account Executive) ⁃ Sales Managers (People in charge of hiring and promoting you) What did Bob Hoover do to the mechanic who made his plane crash and almost got him killed? - ANSWER He told him to service his F-51 plane tomorrow since he's sure he won't make this mistake again.

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. - ANSWER What you hypothesize their problem is that your product or service can solve.

What's the main difference between mankind and animals? - ANSWER The desire to feel important The only way on earth to influence other people is by_____. - ANSWER Talking about what they want and showing them how to get it You can make more friends in two months by _____ - ANSWER becoming interested in them You should always smile because ______ - ANSWER it makes people like you it makes you happier