Course Careers Tech Sales Final UPDATED
Questions and CORRECT Answers
Account - CORRECT ANSWER - contains all the records of customer interactions,
including contact information, preferred services, and transactions with your business; is created
after the first time a customer buys from your business.
Account Executive/AE/Closer - CORRECT ANSWER - A sales team member in charge of
closing deals by converting qualified leads into paying customers.
Account Manager/AM/Farmer - CORRECT ANSWER - A sales team member in charge of
managing and up-selling existing clients and accounts.
Annual Recurring Revenue(ARR) - CORRECT ANSWER - The amount of money a
customer pays you every year on a subscription model.
Annual Contract Value(ACV) - CORRECT ANSWER - the average annualized revenue
per customer contract. is usually compared against customer lifetime value to see how long it
takes to pay back the cost of acquiring a customer.
Account-Based Selling - CORRECT ANSWER - a strategy where the entire company
coordinates to pursue high-value accounts. The departments that are most typically involved are
sales, marketing, and customer success.
Business Development Representative - CORRECT ANSWER - Also known as a Sales
Development Representative (SDR). This representative is a sales specialist focused on finding
new prospects, establishing foundational relationships, and updating the sales pipeline with new
leads.
Business to Business(B2B) - CORRECT ANSWER - Selling business to business.
Business to Consumer(B2C) - CORRECT ANSWER - Selling business to consumer.
, Business Unit - CORRECT ANSWER - A group of people representing a specific
department or product within a company such as accounting or manufacturing.
Buyer Persona - CORRECT ANSWER - a representation of the ideal customer for your
business. Companies these based on market research and data about existing customers. It is
important for marketers creating a target audience and for sales representatives qualifying leads.
Buying Signal - CORRECT ANSWER - verbal or nonverbal cues that show a customer is
ready to make a purchase, such as signing up for a free trial or asking about contract specifics.
Picking up on these can help sales reps better focus their attention on customers
C-Level / C-Suite - CORRECT ANSWER - Highest level executives; C stands for Cheif -
like Chief Executive Officer (CEO).
Champion - CORRECT ANSWER - A prospect within a company that wants to purchase
your product or service and is willing to do everything they can to help convince the others in the
company to make the purchase.
Channel Partner - CORRECT ANSWER - A person or company that offers services or
products on behalf of another company.
Channel Sales - CORRECT ANSWER - Focusing on different sales channels, such as an
in-house sales team, retailers, referrals, dealers etc.
Churn - CORRECT ANSWER - The percentage of clients that leave or stop using your
services or products within a certain time period.
Closing Ratio - CORRECT ANSWER - the number of deals closed compared to the
number of engaged prospects. can be used to evaluate the performance of an individual sales rep
and forecast sales.
Questions and CORRECT Answers
Account - CORRECT ANSWER - contains all the records of customer interactions,
including contact information, preferred services, and transactions with your business; is created
after the first time a customer buys from your business.
Account Executive/AE/Closer - CORRECT ANSWER - A sales team member in charge of
closing deals by converting qualified leads into paying customers.
Account Manager/AM/Farmer - CORRECT ANSWER - A sales team member in charge of
managing and up-selling existing clients and accounts.
Annual Recurring Revenue(ARR) - CORRECT ANSWER - The amount of money a
customer pays you every year on a subscription model.
Annual Contract Value(ACV) - CORRECT ANSWER - the average annualized revenue
per customer contract. is usually compared against customer lifetime value to see how long it
takes to pay back the cost of acquiring a customer.
Account-Based Selling - CORRECT ANSWER - a strategy where the entire company
coordinates to pursue high-value accounts. The departments that are most typically involved are
sales, marketing, and customer success.
Business Development Representative - CORRECT ANSWER - Also known as a Sales
Development Representative (SDR). This representative is a sales specialist focused on finding
new prospects, establishing foundational relationships, and updating the sales pipeline with new
leads.
Business to Business(B2B) - CORRECT ANSWER - Selling business to business.
Business to Consumer(B2C) - CORRECT ANSWER - Selling business to consumer.
, Business Unit - CORRECT ANSWER - A group of people representing a specific
department or product within a company such as accounting or manufacturing.
Buyer Persona - CORRECT ANSWER - a representation of the ideal customer for your
business. Companies these based on market research and data about existing customers. It is
important for marketers creating a target audience and for sales representatives qualifying leads.
Buying Signal - CORRECT ANSWER - verbal or nonverbal cues that show a customer is
ready to make a purchase, such as signing up for a free trial or asking about contract specifics.
Picking up on these can help sales reps better focus their attention on customers
C-Level / C-Suite - CORRECT ANSWER - Highest level executives; C stands for Cheif -
like Chief Executive Officer (CEO).
Champion - CORRECT ANSWER - A prospect within a company that wants to purchase
your product or service and is willing to do everything they can to help convince the others in the
company to make the purchase.
Channel Partner - CORRECT ANSWER - A person or company that offers services or
products on behalf of another company.
Channel Sales - CORRECT ANSWER - Focusing on different sales channels, such as an
in-house sales team, retailers, referrals, dealers etc.
Churn - CORRECT ANSWER - The percentage of clients that leave or stop using your
services or products within a certain time period.
Closing Ratio - CORRECT ANSWER - the number of deals closed compared to the
number of engaged prospects. can be used to evaluate the performance of an individual sales rep
and forecast sales.
