COURSE CAREERS FINAL EXAM ACTUAL EXAM 300 REAL EXAM QUESTIONS AND CORRECT DETAILED ANSWERS (VERIFIED ANSWERS) |ALREADY GRADED A+
COURSE CAREERS FINAL EXAM 2023-2024 ACTUAL
EXAM 300 REAL EXAM QUESTIONS AND CORRECT
DETAILED ANSWERS (VERIFIED ANSWERS)
|ALREADY GRADED A+
What Is an Organizational Structure? - ANSWER- a system that outlines
how certain activities are directed in order to achieve the goals of an
organization. These activities can include rules, rolls, and
responsibilities.
What are the three aspects of an Organizational Structure? - ANSWER1. Gives titles to employees based on hierarchy
2. Defines employees jobs and responsibilities
3. Defines employees decision making ability
How are Organizational Structures Are Used in Sales? - ANSWER- 1.
Allows you to know who is responsible for using your product or service
2. Allows you to know who is responsible for managing or
implementing your product or service
3. Allows you to know who will benefit from using your product or
service
4. Allows you to know who makes the decision to buy your product or
service
5. In B2B sales there will likely be multiple people involved in making
the purchasing decision. People who use it, people who manage and
implement it, people who will benefit from it, and decision-makers who
care about how it will make or save the company money. You'll need to
map out all of these people involved in the decision-making process and
satisfy them all
What does ICP stand for? - ANSWER- Ideal Customer Profile
What is an Ideal Customer Profile (ICP)? - ANSWER- commonly
referred to as an ideal buyer profile, defines the perfect customer for
what your organization solves for. This is a fictitious company that has
all of the qualities that would make them the best fit for the solutions
you provide.
Alternate titles for an ICP - ANSWER- Ideal Company profile or Target
Market.
Ideal customer profiles are defined by: - ANSWER- Company Size -
how many people work at the company
Revenue - how much money the company generates every year
Industry - the products/ services a company sells
Geography - location where the company is
Technology - what technology the company uses
Process - business process they use and how your product or service will
work within that process
How to come up with which characteristics to use to define ICP: -
ANSWER- previous customers you found that had the most success
with your product or service,
paid you the most money,
and are likely the quickest to buy.
The two ways Ideal Customer Profiles Are Used in Sales - ANSWER- 1.
Allows you to know which companies to target for your sales outreach
2. Allows you to qualify quicker and sell better based on what you know
about different customer profiles. (Different company profiles care about
different things.)
What is a Buyer Persona? - ANSWER- a semi fictional, generalized
representation of your customers that account for the demographics,
goals, motivators, and challenges they are facing.
Alternate titles for Buyer Persona? - ANSWER- Stakeholders or
Contacts.
Are there multiple buyer persona since multiple people are involved in a
B2B purchase? - ANSWER- Yes
Who is the Buyer Persona? - ANSWER- A person at a company who is
able to influence or make the best decision to purchase your product or
service. The person who benefits the most from the purchase and has the
most influence is likely the most valuable buyer persona.
The difference between Buyer Persona & ICP? - ANSWER- Ideal
customer profiles are companies. Buyer personas are the people at those
companies.
The two ways how Buyer Personas Are Used in Sales - ANSWER- 1.
Allows you to know which people to target at companies
2. Allows you to qualify quicker and sell better based on what you know
about that buyer persona. (Different buyer personas care about different
things.)
What Is a Sales Cycle/Sales Process? - ANSWER- is a set of specific
action sales people follow from start to finish to close a new customer. It
often includes multiple stages such as "prospect", "connect", "research",
"present" and "close."
What are the three aspects of a Sales Cycle/Sales Process? - ANSWER1. Gives sales people a repeatable framework of actions to follow
2. Help sales people lead the buying process for their prospects
3. Creates a baseline for comparison and forecasting
What is the Sales Cycle/Sales Process in order? - ANSWER- Research,
Outreach, Discovery, Present, Follow up, Close
Which steps of the Sales Cycle/Sales Process do SDR/BDRs cover? -
ANSWER- Research, Outreach, Discovery
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