Course careers exam with correct
answers
B2C - Answer -low dollar value sale that can be closed in 1 call
B2B - Answer -longer sales cycle, ongoing relationship, larger risk and commitment
sales process - Answer -A series of steps that a salesperson goes through to help the
customer make a satisfying buying decision
sales cycle stages - Answer -research, outreach, discovery, present, follow up, close
CRM (Customer Relationship Management) - Answer -involves managing all aspects of
a customer's relationship with an organization to increase customer loyalty and retention
and an organization's profitability
sales engagement - Answer -tracks exchanges between a sales rep with prospects or
customers, it's integrated with CRM and helps increase productivity by automating sales
processes
sales data software - Answer -Collect and make sense of company info from millions of
data sources (company and contact data)
Research Process - Answer -build company list or icp, build contact list based on
buyers persona, find contact information of buyers persona, find relevant ways to
personalize outreach
cold call process - Answer -attention, identify, what you want, bridge, ask
cold email process - Answer -hook, relate, bridge, ask
social selling - Answer -building familiarity with prospects
RBO - Answer -anchor, disrupt, ask
implied need - Answer -a need a customer may not be aware of or able to process
answers
B2C - Answer -low dollar value sale that can be closed in 1 call
B2B - Answer -longer sales cycle, ongoing relationship, larger risk and commitment
sales process - Answer -A series of steps that a salesperson goes through to help the
customer make a satisfying buying decision
sales cycle stages - Answer -research, outreach, discovery, present, follow up, close
CRM (Customer Relationship Management) - Answer -involves managing all aspects of
a customer's relationship with an organization to increase customer loyalty and retention
and an organization's profitability
sales engagement - Answer -tracks exchanges between a sales rep with prospects or
customers, it's integrated with CRM and helps increase productivity by automating sales
processes
sales data software - Answer -Collect and make sense of company info from millions of
data sources (company and contact data)
Research Process - Answer -build company list or icp, build contact list based on
buyers persona, find contact information of buyers persona, find relevant ways to
personalize outreach
cold call process - Answer -attention, identify, what you want, bridge, ask
cold email process - Answer -hook, relate, bridge, ask
social selling - Answer -building familiarity with prospects
RBO - Answer -anchor, disrupt, ask
implied need - Answer -a need a customer may not be aware of or able to process
