Course Careers Technology Sales Course Final Exam (Latest 2023/ 2024 Update) Questions and Verified Answers| 100% Correct| Grade A

Course Careers Technology Sales Course

Final Exam (Latest 2023/ 2024 Update)

Questions and Verified Answers| 100%

Correct| Grade A

Q: 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.)

Q: 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."

Q: What are the three aspects of a Sales Cycle/Sales Process?

Answer:

1. 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

Q: What is the Sales Cycle/Sales Process in order?

Answer:

Research, Outreach, Discovery, Present, Follow up, Close

Q: Which steps of the Sales Cycle/Sales Process do SDR/BDRs cover?

Answer:

Research, Outreach, Discovery

Q: Which steps of the Sales Cycle/Sales Process do Account Executives cover?

Answer:

Present, Follow Up, Close

Q: What's the length of the Sales Cycle/Sales Process?

Answer:

1 week - 1 year

Q: Sales Cycle Creates a ____?

Answer:

Sales Funnel

Q: What are the three differences between B2B & B2C Sales Cycle?

Answer:

1. B2B sales cycles are longer

2. B2B Sales are worth more money

3. B2B sales cycles include multiple people

Q: What is Prospecting?

Answer:

the process of finding and identifying new prospective clients using different outbound methods

- cold calling, cold email, social selling, etc.

Q: Research, Outreach, Discovery are ____?

Answer:

Prospecting

Q: What's the #1 reason for failure in sales?

Answer:

Lack of prospecting

Q: Is cold calling necessary?

Answer:

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

Q: The main reason salespeople are afraid of cold calling is because ________.

Answer:

they don't want to interrupt prospects

Q: What's the best prospecting technique?

Answer:

A balance of many different techniques

Q: What's the most important daily imperative of a successful salesperson?

Answer:

Keeping a pipeline full of qualified prospects

Q: What is the formula for predicting sales?

Answer:

Efficiency + Effectiveness = Performance

Q: When is spending time doing research in advance to calling a good idea?

Answer:

When you're calling C-level prospects selling a high-value product/service

Q: What are your Golden Hours as a salesperson?

Answer:

The time you use to do sales activities such as prospecting and qualifying

Q: Should you schedule your work in time blocks?

Answer:

Yes, salespeople are much more efficient when they focus on a single activity and set one goal at

a time.