Course Careers - Sales Technology Final Exam Study Set
Questions With Complete Solutions
Are first impressions a large factor with success in large sales?
Yes, they set the rest of your interaction up for success or failure
No, there are still many other parts of your sales interaction that
are much more important Correct Answers No, there are still
many other parts of your sales interaction that are much more
important
Before telling someone about their shortcomings you should
tell them facts that would prove what you're going to say is true
talk about how they can improve their shortcomings
tell them how much you appreciate their work and how you also
have shortcomings
talk about how bad they are at their work, so their shortcomings
don't seem as bad in comparison Correct Answers Tell them
how much you appreciate their work and how you also have
shortcomings
By telling someone they're wrong you are...
making them feel unintelligent
making them feel they have a bad sense of judgment
hurting their pride and respect
All of the above Correct Answers All of the above
Can inside sales reps, such as SDR's, use in person prospecting?
,Yes
No Correct Answers No
Do more closing techniques improve sales success in larger
sales?
Yes
No Correct Answers No
Do more objections result in more sales?
Yes, they indicate interest from the buyer
No, they indicate dissatisfactions with the buyer Correct
Answers No, they indicate dissatisfactions with the buyer
Do more sophisticated buyers react well to closing techniques?
Yes
No Correct Answers No
How are explicit needs different from implied needs?
Explicit needs are needs that are worth more money
Explicit needs are needs that multiple people have
Explicit needs are strong wants or desires
Explicit needs are dissatisfactions with current solution Correct
Answers Explicit needs are strong wants or desires
How many touches on average does it take to engage a cold
prospect?
,3-10 touches
20-50 touches
1-3 touches
5-20 touches Correct Answers 20-50 touches
If you could only choose one prospecting method which would
be best?
Phone
Email
Social
In-person Correct Answers Phone
Instead of giving direct orders you should
Use body language to show what you want
Make suggestions by asking questions
Tell one of their friends or co-workers to tell them the order
Actually you should be very direct and assertive when giving
orders Correct Answers Make suggestions by asking questions
Is cold calling necessary?
No, companies generate enough leads through marketing
No, cold calling is outdated because prospects can do their own
research on the internet
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
Yes, salespeople need more practice talking to prospects that
don't matter Correct Answers Yes, most companies don't have
, enough leads to keep their salespeople busy and the best
prospects are used to having salespeople go through to them
Is it a failure if you don't get an order during your meeting for a
large sale?
Yes
No Correct Answers No
Is personal loyalty a large factor for doing business in large
sales?
Yes, building personal familiarity with your prospects is just as
important as the value of your solution to their organization.
No, businesses care much more about the value of solutions than
they do about personal loyalty to sales people. Correct Answers
No, businesses care much more about the value of solutions than
they do about personal loyalty to sales people.
Should you always use the SPIN model in sequence?
Yes, SPIN is a formula that always works and should always be
used in order
No, SPIN is a formula that normally works, but should be
altered based on different situations Correct Answers No, SPIN
is a formula that normally works, but should be altered based on
different situations
Should you plan your questions in advance?
Questions With Complete Solutions
Are first impressions a large factor with success in large sales?
Yes, they set the rest of your interaction up for success or failure
No, there are still many other parts of your sales interaction that
are much more important Correct Answers No, there are still
many other parts of your sales interaction that are much more
important
Before telling someone about their shortcomings you should
tell them facts that would prove what you're going to say is true
talk about how they can improve their shortcomings
tell them how much you appreciate their work and how you also
have shortcomings
talk about how bad they are at their work, so their shortcomings
don't seem as bad in comparison Correct Answers Tell them
how much you appreciate their work and how you also have
shortcomings
By telling someone they're wrong you are...
making them feel unintelligent
making them feel they have a bad sense of judgment
hurting their pride and respect
All of the above Correct Answers All of the above
Can inside sales reps, such as SDR's, use in person prospecting?
,Yes
No Correct Answers No
Do more closing techniques improve sales success in larger
sales?
Yes
No Correct Answers No
Do more objections result in more sales?
Yes, they indicate interest from the buyer
No, they indicate dissatisfactions with the buyer Correct
Answers No, they indicate dissatisfactions with the buyer
Do more sophisticated buyers react well to closing techniques?
Yes
No Correct Answers No
How are explicit needs different from implied needs?
Explicit needs are needs that are worth more money
Explicit needs are needs that multiple people have
Explicit needs are strong wants or desires
Explicit needs are dissatisfactions with current solution Correct
Answers Explicit needs are strong wants or desires
How many touches on average does it take to engage a cold
prospect?
,3-10 touches
20-50 touches
1-3 touches
5-20 touches Correct Answers 20-50 touches
If you could only choose one prospecting method which would
be best?
Phone
Social
In-person Correct Answers Phone
Instead of giving direct orders you should
Use body language to show what you want
Make suggestions by asking questions
Tell one of their friends or co-workers to tell them the order
Actually you should be very direct and assertive when giving
orders Correct Answers Make suggestions by asking questions
Is cold calling necessary?
No, companies generate enough leads through marketing
No, cold calling is outdated because prospects can do their own
research on the internet
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
Yes, salespeople need more practice talking to prospects that
don't matter Correct Answers Yes, most companies don't have
, enough leads to keep their salespeople busy and the best
prospects are used to having salespeople go through to them
Is it a failure if you don't get an order during your meeting for a
large sale?
Yes
No Correct Answers No
Is personal loyalty a large factor for doing business in large
sales?
Yes, building personal familiarity with your prospects is just as
important as the value of your solution to their organization.
No, businesses care much more about the value of solutions than
they do about personal loyalty to sales people. Correct Answers
No, businesses care much more about the value of solutions than
they do about personal loyalty to sales people.
Should you always use the SPIN model in sequence?
Yes, SPIN is a formula that always works and should always be
used in order
No, SPIN is a formula that normally works, but should be
altered based on different situations Correct Answers No, SPIN
is a formula that normally works, but should be altered based on
different situations
Should you plan your questions in advance?
