Course Careers - Sales Technology Final Exam Study Set Latest Update 2023-2024 Questions and Correct Answers Are first impressions a large factor with success in large sales?
Yes, they set the rest of your interaction up for success or failure No, there are still many other parts of your sales interaction that are much more important - Correct Answer: No, there are still many other parts of your sales interaction that are much more important
Before telling someone about their shortcomings you should
tell them facts that would prove what you're going to say is true talk about how they can improve their shortcomings tell them how much you appreciate their work and how you also have shortcomings talk about how bad they are at their work, so their shortcomings don't seem as bad in comparison - Correct Answer: Tell them how much you appreciate their work and how you also have shortcomings
By telling someone they're wrong you are...
making them feel unintelligent making them feel they have a bad sense of judgment hurting their pride and respect
All of the above - Correct Answer: All of the above
Can inside sales reps, such as SDR's, use in person prospecting?
Yes
No - Correct Answer: No
Do more closing techniques improve sales success in larger sales?
Yes
No - Correct Answer: No
Do more objections result in more sales?
Yes, they indicate interest from the buyer No, they indicate dissatisfactions with the buyer - Correct Answer: No, they indicate dissatisfactions with the buyer
Do more sophisticated buyers react well to closing techniques?
- / 3
Yes
No - Correct Answer: No
How are explicit needs different from implied needs?
Explicit needs are needs that are worth more money Explicit needs are needs that multiple people have Explicit needs are strong wants or desires Explicit needs are dissatisfactions with current solution - Correct Answer: Explicit needs are strong wants or desires
How many touches on average does it take to engage a cold prospect?
3-10 touches 20-50 touches 1-3 touches
5-20 touches - Correct Answer: 20-50 touches
If you could only choose one prospecting method which would be best?
Phone Email Social
In-person - Correct Answer: Phone
Instead of giving direct orders you should
Use body language to show what you want Make suggestions by asking questions Tell one of their friends or co-workers to tell them the order Actually you should be very direct and assertive when giving orders - Correct Answer: Make suggestions by asking questions
Is cold calling necessary?
No, companies generate enough leads through marketing No, cold calling is outdated because prospects can do their own research on the internet Yes, most companies don't have enough leads to keep their salespeople busy and the best prospects are used to having salespeople go to them Yes, salespeople need more practice talking to prospects that don't matter - Correct Answer: Yes, most companies don't have enough leads to keep their salespeople busy and the best prospects are used to having salespeople go through to them
Is it a failure if you don't get an order during your meeting for a large sale?
- / 3
Yes
No - Correct Answer: No
Is personal loyalty a large factor for doing business in large sales?
Yes, building personal familiarity with your prospects is just as important as the value of your solution to their organization.No, businesses care much more about the value of solutions than they do about personal loyalty to sales people. - Correct Answer: No, businesses care much more about the value of solutions than they do about personal loyalty to sales people.
Should you always use the SPIN model in sequence?
Yes, SPIN is a formula that always works and should always be used in order No, SPIN is a formula that normally works, but should be altered based on different situations - Correct Answer: No, SPIN is a formula that normally works, but should be altered based on different situations
Should you plan your questions in advance?
Yes, it's hard for good questions to spring up in your mind when your talking No, you don't want to sound like you're reading from a script and come off as ingenuine
- Correct Answer: Yes, it's hard for good questions to spring up in your mind when your
talking
Should you schedule your work in time blocks?
No, salespeople are much more efficient when they combine different activities together to accomplish multiple goals at the same time.Yes, salespeople are much more efficient when they focus on a single activity and set one goal at a time. - Correct Answer: Yes, salespeople are much more efficient when they focus on a single activity and set one goal at a time.
Should you time your calls based on the best answer rate of your prospects?
Yes
No - Correct Answer: No
The best emails include
Long important sounding pitches with lots of industry jargon History of your company How you can solve a relevant problem they have All of the above - Correct Answer: How you can solve a relevant problem they have
The main reason salespeople are afraid of cold calling is because
- / 3