COURSE CAREERS – SALES TECHNOLOGY FINAL EXAM QUESTIONS AND VERIFIED SOLUTIONS 2024 GRADED A+

COURSE CAREERS – SALES TECHNOLOGY FINAL EXAM QUESTIONS AND VERIFIED SOLUTIONS 2024 GRADED A+. 2 / 19 1. What is a Sales Cadence?: A sequence of touch-points you do to attract yourprospect to establish a connection to start an engagement or sale. 2. What is the Sales Process (Sales Cycle)?: A set of Specific actions you followfrom start to finish to close a new customer. 3. What are the stages of the Sales Cycle?`: Research Outreach Discovery Present Follow Up Close 4. Whatis a Sales Funnel?: A visual representation ofsales processes with definedstages that every potential client goes through as they are led toward a final decision. - Give salespeople a repeatable framework of actions to follow - Creates a baseline for comparison and forecasting 5. What is a CRM?: A Centralized database that manages and maintains yourrelationships and interactions with customers and potential customers. Ex. Salesforce and Hubspot 6. What is Sales Engagement? (Sales Acceleration): Tracks the interactions andexchanges that occur between you and your prospects or customers. Ex. Salesloft, Hubspot Sales, Outreach 7. What is Sales Data Software? (Sales Intelligence): Collects and makes senseof company info from millions of data sources to help you understand things like organization structure. It provides on two parts of the sales data market, CompanyData and Contact Data. Ex. LinkedIn Sales Navigator, Apollo, Zoominfo 8. Whatis Step 1 in the Research Process?: Building company lists based on yourIdeal Customer Profile (ICP) 9. What is Step 2 in the Research Process?: Building contact lists based on buyerpersona 10. What is Step 3 in the Research Process?: Find contact info for each contact 11. What is Step 3 in the Research Process?: Finding relevant ways to personal-ize outreach 3 / 19 12. What is the Cold Calling formula?: Intro Reason Qualify Ask 13. What are the four stages of Discovery Call?: Preliminaries, Investigating, Demonstrating Capabilities, Obtaining Commitment 14. What is SPIN?: A sales methodology developed by Neil Rackam, where thereps organize sales calls using a question framework that touches on four cate-gories. 4 / 19 15. What do the acronyms in SPIN stand for?: Situation, Problem, Implication,Need-payoff 16. What does the S in SPIN stand for?: Situation - Questions focus on gatheringfacts and background 17. What does the P in SPIN stand for?: Problem - Questions explore customers problems, difficulties, and dissatisfaction's in areas where the sellers products canhelp 18. What doesthe Iin SPIN stand for?: Implication - Questionstake the customersproblems and explores its effects or consequences. They also help customers understand a problems seriousness or urgency. 19. What does the N in SPIN stand for?: Need - Questions help the customer focustheir attention on the solution rather than the problem.They get the customer to tellyou the benefits of fixing their problems. 20. When in the four stages of discovery calls do you use SPIN?: The Investi-gation stage 21. What is BANT?: A sales qualification methodology that lets salespeople deter- mine whether a prospect is a good fit based on this. 22. What doesthe acronymsinBANT stand for?: Budget, Authority, Need (UsingSPIN), Timeline. 23. What is the most important part of BANT and why should you always startwith it?: Need, this determines if the customer has the need for your product and is asked in the order of NATB 24. What is a Cold Email?: Part of your outreach cadence. These allow you to get in front of very important and hard-to-reach people that you would have a hard time getting a message