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Course Careers Tech Sales Final Exam Questions and Answers
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Course Careers Tech Sales Final Exam Questions and Answers
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Course Careers Tech Sales Final ExamQuestions and Answers
What is the formula for predicting sales? - Answer -Efficiency + Effectiveness =
Performance
Who are you calling with your direct cold call outreach? - Answer -Someone who is your
ideal buyer persona
How would you respond to the objection: I'm not the right person? - Answer -Do you
know who the right person is?
What is an account? - Answer -The records of all the information associated with a
prospective or current customer.
What ideas do people like more? - Answer -Ideas they feel they came up with
themselves
What's the correct order you should use BANT as a salesperson for a discovery call? -
Answer -Need-Authority-Timing-Budget
What is a value proposition? - Answer -A clear statement of the tangible results a
customer gets from using your products or services
What should you avoid using in a prospecting email? - Answer -Avoid all of the above
Why do sales people use sales data software? - Answer -Sales data software gives
salespeople data about their prospective contacts
What's an Ideal Customer Profile? - Answer -It's the ideal company you're targeting.
Why are organizational structures valuable? - Answer -All of the above
Words that join phrases and clauses into a sentence, such as or, and, but, are: -
Answer -Conjunctions
What's the primary social channel in B2B sales? - Answer -LinkedIn
, Where will you be using SPIN the most as an SDR? - Answer -Discovery
Which sentence is correct? - Answer -They're going to the store where their mother is
working.
Who are you calling with your referral cold call outreach? - Answer -Someone horizontal
or above your ideal buyer persona
When should you argue with someone? - Answer -Never because you can't win
Why do salespeople use sales engagement software? - Answer -A sales engagement
system helps salespeople execute their cadence with automation
Why does a sales cycle create a funnel? - Answer -Because there are multiple stages to
a sales cycle and salespeople loose prospects at each stage.
Words, such as I, he, she, him, and her are: - Answer -Pronouns
Which of the following sentences are incomplete? A. Ran across the field. B. We met
downtown. C. Taken aback. D. On the side. - Answer -A, C, and D
Which sentence is incorrect? - Answer -Their going to stay at you're beach house.
Who is the highest ranking in an organizational structure? - Answer -Board of Directors
To show that words have been omitted, the punctuation mark to use is: - Answer -
ellipsis (...)
What factor(s) make a major sale different from a small sale? - Answer -Length of the
sales cycle, size of customer commitment, risk, and the ongoing relationship
How should you open a discovery call? - Answer -Set the expectations for the call.
What's the correct BANT order for a discovery call? - Answer -Need - Authority - Timing
- Budget
Which part of BANT is the most important and why? - Answer -Need is the most
important part of BANT. Without need, there won't be any sales.
In the following two sentences are compliment and complement used correctly? A. Bill
gave the waiter a complement by saying the service was extraordinary. B. The business
owners were the perfect compliment, as the weaknesses of one were the strengths of
the other. - Answer -Both sentences are incorrect
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