ENT101 Latest Update Exam Study questions and
Answers
Sales - ANS Identifies prospective, existing, or past customers and guides them through the
purchase process.
Drives revenue and business growth.
Marketing - ANS Communicates value (in the form of unique features and benefits) to existing,
potential, or past customers.
Organizes and executes brand recognition campaigns and advertising.
Target Audience - ANS Is the ideal group or type of person that the business exists to serve.
Often influences the creation of a business and the development of the product or service
being sold.
Primary Target Audiences - ANS Determining who needs your solution is just as important as
developing the solution itself.
You have to consider who will ultimately buy your product or service.
Secondary Target Audience - ANS A second-layer ideal person type or group that would
purchase your solution.
Need/Want Recognition
Determining Decision Criteria
Conducting Research and Assessing Alternatives
Making a Purchase
Evaluating Purchase Satisfaction
Brand Loyalty or Relationship Termination - ANS The Buying Process
, Need/Want Recognition - ANS Something is broken or needs to be replaced or changed.
The customer becomes aware of an opportunity to improve or update an existing solution.
Determining Decision Criteria - ANS The customer identifies the specific features included in a
purchase.
The customer narrows down purchase options using specific decision-making criteria
Conducting Research and Assessing Alternatives - ANS Customers evaluate alternatives and
gather as much information as they can about the different available solutions.
Making a Purchase - ANS The buyer commits to and finalizes the purchase
Evaluating Purchase Satisfaction - ANS The buyer determines whether the purchase
satisfactorily resolved the perceived need or desire that initiated the Buying Process.
Brand Loyalty or Relationship Termination - ANS The buyer decides to either:
Make a repeat purchase, cross-sale, or upsale.
Or terminate the relationship with the brand.
Communicating Value Features - ANS The main reason a customer purchases a solution.
Communicating Value Benefits - ANS User-focused attributes of a product or service that drive
usage.
Prospecting, Qualifying, Discovery Questions, Presentation, Overcoming Objections, Closing,
Relationship Maintenance, Upsell/Cross-sell, Referral and Brand Champions - ANS The Sales
Process
Prospecting - ANS The process of finding or generating potential customers.
Answers
Sales - ANS Identifies prospective, existing, or past customers and guides them through the
purchase process.
Drives revenue and business growth.
Marketing - ANS Communicates value (in the form of unique features and benefits) to existing,
potential, or past customers.
Organizes and executes brand recognition campaigns and advertising.
Target Audience - ANS Is the ideal group or type of person that the business exists to serve.
Often influences the creation of a business and the development of the product or service
being sold.
Primary Target Audiences - ANS Determining who needs your solution is just as important as
developing the solution itself.
You have to consider who will ultimately buy your product or service.
Secondary Target Audience - ANS A second-layer ideal person type or group that would
purchase your solution.
Need/Want Recognition
Determining Decision Criteria
Conducting Research and Assessing Alternatives
Making a Purchase
Evaluating Purchase Satisfaction
Brand Loyalty or Relationship Termination - ANS The Buying Process
, Need/Want Recognition - ANS Something is broken or needs to be replaced or changed.
The customer becomes aware of an opportunity to improve or update an existing solution.
Determining Decision Criteria - ANS The customer identifies the specific features included in a
purchase.
The customer narrows down purchase options using specific decision-making criteria
Conducting Research and Assessing Alternatives - ANS Customers evaluate alternatives and
gather as much information as they can about the different available solutions.
Making a Purchase - ANS The buyer commits to and finalizes the purchase
Evaluating Purchase Satisfaction - ANS The buyer determines whether the purchase
satisfactorily resolved the perceived need or desire that initiated the Buying Process.
Brand Loyalty or Relationship Termination - ANS The buyer decides to either:
Make a repeat purchase, cross-sale, or upsale.
Or terminate the relationship with the brand.
Communicating Value Features - ANS The main reason a customer purchases a solution.
Communicating Value Benefits - ANS User-focused attributes of a product or service that drive
usage.
Prospecting, Qualifying, Discovery Questions, Presentation, Overcoming Objections, Closing,
Relationship Maintenance, Upsell/Cross-sell, Referral and Brand Champions - ANS The Sales
Process
Prospecting - ANS The process of finding or generating potential customers.
