course careers study guide 2024 questions and answ
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Course Careers Study Guide 2024 Questions and
Answers (100% Guaranteed Pass)
What’s a Champion?
Someone who salespeople love.
How should you open a discovery call?
Set the expectations for the call
What’s the best definition for a sales cadence?
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?
Images, Bullet Points, Attachments
,A sentence is generally incomplete when
It lacks a subject and a verb
Definition of an ICP?
It's the fictitious company persona of your ideal customer
Which of the following capitalization rules is incorrect?
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?
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
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?
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?
Budget, Authority, Need, Time
(LEAD QUALIFICATION)
What is BANT ?
budget, authority, need, time
What is Organizational structure?
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)?
Aka, ideal company profile or target market.
What is a buyer persona?
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
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