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Course Careers - Sales Technology Final Exam Study Guide Questions and Answers (Verified Answers) 1.What's a Champion ANS Someone who salespeople love.
2.How should you open a discovery call ANS Set the expectations for the call 3.What's the best definition for a sales cadence ANS A cadence is the sequence of activities you perform in order to make contact with a prospect 4.What should you avoid using in a prospecting email 1 / 3
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ANS Images, Bullet Points, Attachments 5.A sentence is generally incomplete when
ANS: It lacks a subject and a verb
6.Definition of an ICP ANS It's the fictitious company persona of your ideal customer 7.Which of the following capitalization rules is incorrect ANS Capitalize pronouns, such as Her and Him.
8.What are the two types of needs talked about in the book SPIN Selling and what is the difference between the two ANS 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 2 / 3
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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." 9.Please describe what a sales cycle is along with all of the different stages of a sales cycle in order based on
: ANS 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.
10.What factor(s) make a major sale different from a small sale ANS Only the length of the sales cycle and size of customer commitment and their risk 11.What does BANT stand for and what part of the sales cycle is it used ANS - Budget, Authority, Need, Time (LEAD QUALIFICATION)
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