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Course Careers - Sales Technology Final Exam Study Guide Questions and Answers (Verified Answers) 1.What factors make a major sale different from a small sale ANS Length of the sales cycle, size of customer commitment, risk, and the ongoing relationship.
2.ICP
ANS: It's the fictions company persona of your ideal customer.
3.What should you avoid using in prospecting email ANS Bullet points, images, attachments.
4.Sales Cadence
ANS: a sequence of activities you perform in order to make contact
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5.How should you open a discovery call ANS Set the expectations for the call.
6.What's a champion
ANS: Someone who sale people love.
7.A sentence is usually incomplete when ANS It lacks a subject and a verb.
8.What words never get capitalized ANS Pronouns such as her and him 9.Email format
ANS: Subject, Intro, reason,valueprop, Ask, closing.
10.To show that words have been omitted, the punctuation mark to
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