Course Careers Final Exam Verified Questions and Answers

Course Careers Final Exam Verified Questions and Answers Course Careers Final Exam Verified Questions and Answers Course Careers Final Exam Verified Questions and Answers 1. What is a hypothesis of need? What you hypothesize the other person knows about your company. What you hypothesize their problem is that your product or service can solve. What they hypothesize about why you are contacting them and what you need. You hypothesize about what they need to get done that day and when you should contact them . ANS What you hypothesize their problem is that your product or service can solve. 2. To separate the items in a list that contains three or more items, the punc- tuation mark to use is comma colon semicolon dash ANS comma 3. Which sales data software is the most widely used? D&B Hoovers S LeadIQ ZoomInfo ANS ZoomInfo 4. A word that shows the action being taken, such as run or eat, is a adjective adverb noun verb ANS verb 5. What is a C-Level executive? The CEO is the only C-Level executive. Someone who is an investor in a company. Someone on the board of directors. The highest level of executives who run the operations of a company. ANS The highest level of executives who run the operations of a company. 6. When is spending time doing research in advance to calling a good idea? When you have some extra time When you need to make more sales When you need to schedule more appointments When you're calling C-level prospects selling a high-value product/service ANS - When you're calling C-level prospects selling a high-value product/service 7. Why do salespeople use a CRM system instead of a spreadsheet or piece of paper? You don't need to use a CRM as a salesperson. Some people are just inexpe- rienced at using a legal pad. A CRM system helps organize your contacts, companies, and all of the infor- mation associated with them and they can be easily searched. A CRM system helps salespeople execute their cadence with automation. A CRM system gives salespeople data about their prospective contacts . ANS A CRM system helps organize your contacts, companies, and all of the information associated with them and they can be easily searched. 8. What is the formula for predicting sales? Efficiency + Performance = Effectiveness Efficiency + Effectiveness = Performance Effectiveness + Performance = Efficiency ANS Efficiency + Effectiveness = Perfor- mance 9. Who are you calling with your direct cold call outreach? Someone above or horizontal to your ideal buyer persona Someone below your ideal buyer persona Someone who is your ideal buyer persona All of the above ANS Someone who is your ideal buyer persona 10. How would you respond to the objection I'm not the right person? Connect me to the right person then. Do you know who the right person is? OK. Thank you. Goodbye. That sucks. I never get the right person. ANS Do you know who the right person is? 11. What is an account? The person who's a prospective or current customer. The records of all the information associated with a prospective or current customer. The amount of money a prospective customer plans to spend. The history of customer service for a current customer . ANS The records of all the information associated with a prospective or current customer. 12. What ideas do people like more? Ideas they feel they came up with themselves Ideas others came up with and are telling them about ANS Ideas they feel they came up with themselves 13. What's the correct order you should use BANT as a salesperson for a discovery call? Budget - Authority - Need - Timing Need - Authority - Timing - Budget Budget - Need - Authority - Timing Need - Budget - Authority – Timing ANS Need - Authority - Timing – Budget 14. What is a value proposition? A clear statement of the tangible results a customer gets from using your products or services A quick statement about the success of your company An intelligent question to figure out if they have a need for your products or services A concise statement about the history of your company ANS A clear statement of the tangible results a customer gets from using your products or services 15. What should you avoid using in a prospecting email? Bullet points Images Attachments Avoid all of the above ANS Avoid all of the above 16. Why do sales people use sales data software? Salespeople normally don't use sales data software since the information isn't that valuable. Sales data software gives salespeople data about their prospective contacts. Sales data software helps organize your contacts, companies, and all of the information associated with them so they can be easily searched. Sales data software helps salespeople execute their cadence with automa- tion . ANS Sales data software gives salespeople data about their prospective contacts. 17. What's an Ideal Customer Profile? It's the ideal person at the company you're targeting. It's the ideal company you're targeting. It's a person at a company who's already doing business with you. It's the person at a company who loves what you're doing so much they're willing to sell it internally to the rest of their team. ANS It's the ideal company you're targeting. 18. Why are organizational structures valuable? They give titles to employees based on hierarchy Defines employees job and responsibilities Defines employees decision making ability All of the above None of the above ANS All of the above 19. Words that join phrases and clauses into a sentence, such as or, and, but, are conjunctions prepositions articles interjections ANS conjunctions 20. What's the primary social channel in B2B sales? Facebook Twitter LinkedIn Instagram ANS LinkedIn