SHI Final Exam Review Questions with
Answers (100% Correct Answers)
What are the three main account types in CRM? Answer: Suspect, Prospect,
and Customer
What year was SHI founded? Answer: 1989
When do you receive credit for your GM pool? Answer: When the product
ships
What does NBA stand for? Answer: New Buying Accounts
What is the primary address for accounts entered in CRM? Answer: The
company's billing address
Why is it important to understand the IT Org Chart? Answer: Provides visual
landscape, allows you to find contacts, you can tailor the conversation to the IT
you are speaking with
Who in IT Org Chart is more concerned with pricing, payment plans, and PO
processing? Answer: Purchasing
What information should you get from the Gatekeeper? Answer: HQ location,
seat count, and who the IT decision maker is
What should you do after you leave a voicemail? Answer: "0" out
(TF) You can find multiple resources like training and team info on
mySHI.com... Answer: True
Where does the IT director fall on the IT Org Chart? Answer: Above Admin
and Help Desk (second row on left)
If you want to search across all divisions of SHI... Answer: Do a Global Search
(button says "account search" with magnifying glass)
Answers (100% Correct Answers)
What are the three main account types in CRM? Answer: Suspect, Prospect,
and Customer
What year was SHI founded? Answer: 1989
When do you receive credit for your GM pool? Answer: When the product
ships
What does NBA stand for? Answer: New Buying Accounts
What is the primary address for accounts entered in CRM? Answer: The
company's billing address
Why is it important to understand the IT Org Chart? Answer: Provides visual
landscape, allows you to find contacts, you can tailor the conversation to the IT
you are speaking with
Who in IT Org Chart is more concerned with pricing, payment plans, and PO
processing? Answer: Purchasing
What information should you get from the Gatekeeper? Answer: HQ location,
seat count, and who the IT decision maker is
What should you do after you leave a voicemail? Answer: "0" out
(TF) You can find multiple resources like training and team info on
mySHI.com... Answer: True
Where does the IT director fall on the IT Org Chart? Answer: Above Admin
and Help Desk (second row on left)
If you want to search across all divisions of SHI... Answer: Do a Global Search
(button says "account search" with magnifying glass)
