SaleS enablement Final exam neweSt 2025/2026 with
Complete QueStionS and CorreCt anSwerS |already
Graded a+||brand new VerSion!
1. What is a fundamental component of Perspective Selling? - ANSWER-Combining deep customer
understanding with experience and insights
1. What distinguishes sales enablement as a strategic discipline from other related functions like
marketing and training? - ANSWER-Its alignment of various functions while maintaining a distinct
strategic purpose
1. According to Sales Enablement A Master Framework, what is the definition of sales force
enablement? - ANSWER-A strategic, collaborative discipline designed to increase predictable sales
results by providing consistent, scalable enablement services that allow customer-facing
processionals and their managers to add value in every customer interaction.
1. According to the concept of sales force enablement, who within an organization might be
included in the scope of enablement efforts? - ANSWER-Individuals engaging with the customers
across the organization
1. Which relationship level involves a salesperson who primarily focuses on selling products
without fully understanding the customer's needs? - ANSWER-Approved Vendor
1. Which level of relationship involves offering value beyond the immediate sale and being
viewed as the key to the customer's long-term success? - ANSWER-Trusted Partner
, 1. Which level of the sales process involves a documented but not universally followed process?
- ANSWER-Informal
1. In the Sales Relationship Process Matrix, which level do most organizations typically fall into?
- ANSWER-Level 2
1. What are the standard performance metrics utilized in the SRP Matrix? - ANSWER-Win rate,
percent of salespeople achieving quota, and percent of revenue attained
1. What does the term "the customer's path" refer to in the context of sales force enablement?
- ANSWER-The series of steps a customer goes through from recognizing a challenge or
opportunity to implementing a solution
2. What are the three common phases that every customer typically goes on the customer
path? - ANSWER-Awareness, Buying, and Implementation and Adoption
2. Why is enablement particularly crucial in the awareness phase according to sales force
enablement principles? - ANSWER-To assist salespeople in engaging with prospects earlier
2. How have modern buyers changed their engagement pattern in the buying phase, as per
current sales trends? - ANSWER-They delay and alter their engagement with sales
2. What connects the sales process to the customer's path? - ANSWER-Methodology
2. According to our textbook, what is the definition of the sales process? - ANSWER-A set of
activities in a certain sequence to create and close deals
Complete QueStionS and CorreCt anSwerS |already
Graded a+||brand new VerSion!
1. What is a fundamental component of Perspective Selling? - ANSWER-Combining deep customer
understanding with experience and insights
1. What distinguishes sales enablement as a strategic discipline from other related functions like
marketing and training? - ANSWER-Its alignment of various functions while maintaining a distinct
strategic purpose
1. According to Sales Enablement A Master Framework, what is the definition of sales force
enablement? - ANSWER-A strategic, collaborative discipline designed to increase predictable sales
results by providing consistent, scalable enablement services that allow customer-facing
processionals and their managers to add value in every customer interaction.
1. According to the concept of sales force enablement, who within an organization might be
included in the scope of enablement efforts? - ANSWER-Individuals engaging with the customers
across the organization
1. Which relationship level involves a salesperson who primarily focuses on selling products
without fully understanding the customer's needs? - ANSWER-Approved Vendor
1. Which level of relationship involves offering value beyond the immediate sale and being
viewed as the key to the customer's long-term success? - ANSWER-Trusted Partner
, 1. Which level of the sales process involves a documented but not universally followed process?
- ANSWER-Informal
1. In the Sales Relationship Process Matrix, which level do most organizations typically fall into?
- ANSWER-Level 2
1. What are the standard performance metrics utilized in the SRP Matrix? - ANSWER-Win rate,
percent of salespeople achieving quota, and percent of revenue attained
1. What does the term "the customer's path" refer to in the context of sales force enablement?
- ANSWER-The series of steps a customer goes through from recognizing a challenge or
opportunity to implementing a solution
2. What are the three common phases that every customer typically goes on the customer
path? - ANSWER-Awareness, Buying, and Implementation and Adoption
2. Why is enablement particularly crucial in the awareness phase according to sales force
enablement principles? - ANSWER-To assist salespeople in engaging with prospects earlier
2. How have modern buyers changed their engagement pattern in the buying phase, as per
current sales trends? - ANSWER-They delay and alter their engagement with sales
2. What connects the sales process to the customer's path? - ANSWER-Methodology
2. According to our textbook, what is the definition of the sales process? - ANSWER-A set of
activities in a certain sequence to create and close deals
