Exam (elaborations)
Course Careers Study Guide with correct Answers
- Course
- Institution
Course Careers Study Guide with correct Answers
[Show more]
Content preview
Course Careers Study Guide withcorrect Answers
What's a Champion? - Answer -Someone who salespeople love.
How should you open a discovery call? - Answer -Set the expectations for the call
What's the best definition for a sales cadence? - Answer -A cadence is the sequence of
activities you perform in order to make contact with a prospect
What should you avoid using in a prospecting email? - Answer -Images, Bullet Points,
Attachments
A sentence is generally incomplete when - Answer -It lacks a subject and a verb
Definition of an ICP? - Answer -It's the fictitious company persona of your ideal
customer
Which of the following capitalization rules is incorrect? - Answer -Capitalize pronouns,
such as Her and Him.
What are the two types of needs talked about in the book SPIN Selling and what is the
difference between the two? - Answer -Implied Needs-are problems and frustrations
expressed by the customer —for instance, "I'm not happy with the quality our press is
producing," or "Our system creates too much waste."
Explicit Needs-Explicit needs are strong wants or desires
"We need a more efficient system," or "We have to cut our procurement costs."
Please describe what a sales cycle is along with all of the different stages of a sales
cycle in order based on - Answer -A sales Cycle is a set of specific actions salespeople
follow from start to finish to close a new customer. It often includes multiple stages such
as 'prospect, connect'' research' 'present' and close.
What factor(s) make a major sale different from a small sale? - Answer -Only the length
of the sales cycle and size of customer commitment and their risk
, What does BANT stand for and what part of the sales cycle is it used? - Answer -
Budget, Authority, Need, Time
(LEAD QUALIFICATION)
What is BANT ? - Answer -budget, authority, need, time
What is Organizational structure? - Answer -An organizational Structure is a system that
outlines how certain activities are directed in order to achieve the goals of an
organization. These activities can include rules, roles and responsibilities.
What is an Ideal Customer (ICP)? - Answer -Aka, ideal company profile or target
market.
What is a buyer persona? - Answer -is a semi - fictional, generalized representation of
your customers that accounts for the demographic, goals, motivators , and challenges
they are facing. Aka , stake holder or contacts
What is a C-Level executive? - Answer -The highest level of executives who run the
operations of a company. (CHIEF)
What's Churn? - Answer -Customers who were on a subscription and stopped
using/paying for it.
What's CAC stand for? - Answer -Customer Acquisition Cost
What's a GateKeeper? - Answer -Someone who is in charge of deciding who talks to
the executives.
What's a SQL? - Answer -A prospect who is qualified to buy your product or service. (
SALES QUALIFIED LEAD )
What's an Influencer? - Answer -Someone who influences the decision of a purchase.
What is a Sales Cycle? - Answer -A sales cycle is a set of specific salespeople follow
from start to finish to close a new customer. It often includes multiple stages such as "
prospect , 'connect' research ' present' and 'close'.
Sales Cycle /Sales Funnel - Answer -Research, Outreach, Discovery, Present, Follow
Up, Close
What is A Sales Cadence ? - Answer -Aka Sales Sequence - is the sequence of
outbound sales activities a salesperson makes when attempting to make contact with a
prospect to move them through the pipeline.
Questions on
"How to Win Friends & Influence People "
The benefits of buying summaries with Stuvia:
Guaranteed quality through customer reviews
Stuvia customers have reviewed more than 700,000 summaries. This how you know that you are buying the best documents.
Quick and easy check-out
You can quickly pay through credit card or Stuvia-credit for the summaries. There is no membership needed.
Focus on what matters
Your fellow students write the study notes themselves, which is why the documents are always reliable and up-to-date. This ensures you quickly get to the core!
Frequently asked questions
What do I get when I buy this document?
You get a PDF, available immediately after your purchase. The purchased document is accessible anytime, anywhere and indefinitely through your profile.
Satisfaction guarantee: how does it work?
Our satisfaction guarantee ensures that you always find a study document that suits you well. You fill out a form, and our customer service team takes care of the rest.
Who am I buying these notes from?
Stuvia is a marketplace, so you are not buying this document from us, but from seller millyphilip. Stuvia facilitates payment to the seller.
Will I be stuck with a subscription?
No, you only buy these notes for $11.99. You're not tied to anything after your purchase.
Can Stuvia be trusted?
4.6 stars on Google & Trustpilot (+1000 reviews)
80796 documents were sold in the last 30 days
Founded in 2010, the go-to place to buy study notes for 14 years now