Course Careers Final Exam 3rd Attempt questions with verified solutions
3 vues 0 achat
Cours
Course Careers
Établissement
Course Careers
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 do...
Course Careers - Sales
Technology Final Exam
Prep Cards(140
questions and
answers)
Organizational Structure
"The way the company is set up" A system that
outlines how certain activities are directed in order
to achieve the goals of an organization. These
activities can include tules, roles, and
responsibilities.
What is the expected career path of an entry level
SDR role promoting through the organizational
structure in individual contributor or leadership
roles?
Individual Roles: SDR > to > Account Executive >
to > Enterprise Account Executive
Leadership roles: Sales Manger > to > Director of
Sales / Regional Lead > to > VP of Sales > to >
Chief Revenue Officer
Previous
,Play
Next
Rewind 10 seconds
Move forward 10 seconds
Unmute
0:00
/
0:15
Full screen
Brainpower
Read More
What an Ideal Customer Profile? ICP
a profile of an ideal client for your business.
Customers that have a strong need and budget for
your product.
What Ideal Customer profiles defined by?
a profile of an ideal client for your business.
Customers that have a strong need and budget for
your product. They can be defined by Company
Size, Revenue, Industry, Geography, Technology,
Process
Sales Cadence
A sequence of touch-points you do to attract your
prospect to establish a connection to start an
engagement or sale.
,What is the Sales Process (Sales Cycle)?
A set of Specific actions you follow from start to
finish to close a new customer.
What are the stages of the Sales Cycle?`
Research > Outreach > Discovery > Present >
Follow Up > Close
What is a Sales Funnel?
A visual representation of sales processes with
defined stages that every potential client goes
through as they are led toward a final decision.
- Give salespeople a repeatable framework of
actions to follow
- Creates a baseline for comparison and
forecasting
What is a CRM?
A Centralized database that manages and
maintains your relationships and interactions with
customers and potential customers.
Ex. Salesforce and Hubspot
What is Sales Engagement? (Sales Acceleration)
Tracks the interactions and exchanges that occur
between you and your prospects or customers.
Ex. Salesloft, Hubspot Sales, Outreach
What is Sales Data Software? (Sales Intelligence)
, Collects and makes sense of company info from
millions of data sources to help you understand
things like organization structure. It provides on
two parts of the sales data market, Company Data
and Contact Data.
Ex. LinkedIn Sales Navigator, Apollo, Zoominfo
What is Step 1 in the Research Process?
1. Building company lists based on your Ideal
Customer Profile (ICP)
2. Building contact lists based on buyer persona
3. Find contact info for each contact
What is Step 2 in the Research Process?
1. Building company lists based on your Ideal
Customer Profile (ICP)
2. Building contact lists based on buyer persona
3. Find contact info for each contact
What is Step 3 in the Research Process?
1. Building company lists based on your Ideal
Customer Profile (ICP)
2. Building contact lists based on buyer persona
3. Find contact info for each contact
What is the Cold Calling formula?
Les avantages d'acheter des résumés chez Stuvia:
Qualité garantie par les avis des clients
Les clients de Stuvia ont évalués plus de 700 000 résumés. C'est comme ça que vous savez que vous achetez les meilleurs documents.
L’achat facile et rapide
Vous pouvez payer rapidement avec iDeal, carte de crédit ou Stuvia-crédit pour les résumés. Il n'y a pas d'adhésion nécessaire.
Focus sur l’essentiel
Vos camarades écrivent eux-mêmes les notes d’étude, c’est pourquoi les documents sont toujours fiables et à jour. Cela garantit que vous arrivez rapidement au coeur du matériel.
Foire aux questions
Qu'est-ce que j'obtiens en achetant ce document ?
Vous obtenez un PDF, disponible immédiatement après votre achat. Le document acheté est accessible à tout moment, n'importe où et indéfiniment via votre profil.
Garantie de remboursement : comment ça marche ?
Notre garantie de satisfaction garantit que vous trouverez toujours un document d'étude qui vous convient. Vous remplissez un formulaire et notre équipe du service client s'occupe du reste.
Auprès de qui est-ce que j'achète ce résumé ?
Stuvia est une place de marché. Alors, vous n'achetez donc pas ce document chez nous, mais auprès du vendeur BRAINBOOSTERS. Stuvia facilite les paiements au vendeur.
Est-ce que j'aurai un abonnement?
Non, vous n'achetez ce résumé que pour €13,36. Vous n'êtes lié à rien après votre achat.
