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COURSE CAREERS TECHNOLOGY SALES COURSE FINAL, PRACTICE EXAM AND STUDY GUIDE NEWEST 2024 ACTUAL EXAM QUESTIONS AND CORRECT DETAILED ANSWERS$22.99
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10/22/24, 3:02 PM COURSE CAREERS TECHNOLOGY SALES COURSE FINAL, PRACTICE EXAM AND STUDY GUIDE NEWEST 2024 ACTUAL …
COURSE CAREERS TECHNOLOGY SALES
COURSE FINAL, PRACTICE EXAM AND STUDY
GUIDE NEWEST 2024 ACTUAL EXAM QUESTIONS
AND CORRECT DETAILED ANSWERS
Terms in this set (73)
a system that outlines how certain activities are
directed in order to achieve the goals of an
organizational structure
organization. These activities can include rules, roles,
and responsibilities.
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.
Aka ideal company profile or target market.
Ideal Customer Profile
(ICP) The ideal customer profile is the type of company
that's most likely to benefit the most from your
product or service and be able to purchase it.
Ideal customer profiles example : Accounting
software being sold to dentists , my ICP would be
Dentist offices.
, 10/22/24, 3:02 PM COURSE CAREERS TECHNOLOGY SALES COURSE FINAL, PRACTICE EXAM AND STUDY GUIDE NEWEST 2024 ACTUAL …
a semi-fictional representation of your ideal customer
based on market research and real data about your
existing customers.
Aka stakeholders
Buyer persona A person at a company who's able to influence or
make the 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.
Buyer persona are the people at those companies.
the process of selling merchandise or services from
B2B (business-to-business)
one business to another
B2C the process in which businesses sell to consumers
A prospect within a company that wants to purchase
your product or service and is willing to do everything
Champion
they can to help convince the others in the company
to make the purchase.
A person or company that offers services or products
Channel partner
on behalf of another company.
Focusing on different sales channels, such as an in-
Channel Sales
house sales team, retailers, referrals, dealers etc.
the number of consumers who stop using a product
Churn or service, divided by the average number of
consumers of that product or service
A closing ratio is the number of deals closed
compared to the number of engaged prospects. This
Closing Ratio
ratio can be used to evaluate the performance of an
individual sales rep and forecast sales.
Closed opportunities, paying clients and people that
clients
your account managers should take care of.
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