©BRIGHTSTARS EXAM SOLUTIONS
11/17/2024 10:19 AM
Tech Sales - Course Careers Exam Questions
With Correct Answers.
Organizational structure - answer✔a system that outlines how certain activities are directed in
order to achieve the goals of an organization. These activities can include rules, roles, and
responsibilities.
Ideal Customer Profile (ICP) - answer✔The perfect customer for what your organization solves
for. This is a fictitious company that has all of the qualities that would make them the best fit
for the solutions you provide.
Aka ideal company profile or target market.
The ideal customer profile is the type of company that's most likely to benefit the most from
your product or service and be able to purchase it.
Ideal customer profiles example : Accounting software being sold to dentists , my ICP would be
Dentist offices.
Buyer persona - answer✔a semi-fictional representation of your ideal customer based on
market research and real data about your existing customers.
Aka stakeholders
A person at a company who's able to influence or make the decision to purchase your product
or service. The person who benefits the most from the purchase and has the most influence is
likely the most valuable buyer persona.
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, ©BRIGHTSTARS EXAM SOLUTIONS
11/17/2024 10:19 AM
Buyer persona are the people at those companies.
B2B (business-to-business) - answer✔the process of selling merchandise or services from one
business to another
B2C - answer✔the process in which businesses sell to consumers
Champion - answer✔A prospect within a company that wants to purchase your product or
service and is willing to do everything they can to help convince the others in the company to
make the purchase.
Channel partner - answer✔A person or company that offers services or products on behalf of
another company.
Channel Sales - answer✔Focusing on different sales channels, such as an in-house sales team,
retailers, referrals, dealers etc.
Churn - answer✔the number of consumers who stop using a product or service, divided by the
average number of consumers of that product or service
Closing Ratio - answer✔A closing ratio is the number of deals closed compared to the number
of engaged prospects. This ratio can be used to evaluate the performance of an individual sales
rep and forecast sales.
clients - answer✔Closed opportunities, paying clients and people that your account managers
should take care of.
Closers - answer✔Or Account Executives, they are focused on closing deals and they only
prospect a small number of strategic accounts.
Cold call - answer✔Attempt to engage with a prospect (that you don't yet have a relationship
established) on a call.
Cold email - answer✔Attempt to engage with prospects via email; sending a sales proposal to
someone that you don't yet have a relationship with.
Customer Acquisition Cost (CAC) - answer✔The cost of acquiring new paying clients
Customer Relationship Management (CRM) - answer✔A software or Internet-based service that
helps business owners and sales professionals manage their sales pipeline; track prospects and
related activities throughout the sales cycle.
2|Page
11/17/2024 10:19 AM
Tech Sales - Course Careers Exam Questions
With Correct Answers.
Organizational structure - answer✔a system that outlines how certain activities are directed in
order to achieve the goals of an organization. These activities can include rules, roles, and
responsibilities.
Ideal Customer Profile (ICP) - answer✔The perfect customer for what your organization solves
for. This is a fictitious company that has all of the qualities that would make them the best fit
for the solutions you provide.
Aka ideal company profile or target market.
The ideal customer profile is the type of company that's most likely to benefit the most from
your product or service and be able to purchase it.
Ideal customer profiles example : Accounting software being sold to dentists , my ICP would be
Dentist offices.
Buyer persona - answer✔a semi-fictional representation of your ideal customer based on
market research and real data about your existing customers.
Aka stakeholders
A person at a company who's able to influence or make the decision to purchase your product
or service. The person who benefits the most from the purchase and has the most influence is
likely the most valuable buyer persona.
1|Page
, ©BRIGHTSTARS EXAM SOLUTIONS
11/17/2024 10:19 AM
Buyer persona are the people at those companies.
B2B (business-to-business) - answer✔the process of selling merchandise or services from one
business to another
B2C - answer✔the process in which businesses sell to consumers
Champion - answer✔A prospect within a company that wants to purchase your product or
service and is willing to do everything they can to help convince the others in the company to
make the purchase.
Channel partner - answer✔A person or company that offers services or products on behalf of
another company.
Channel Sales - answer✔Focusing on different sales channels, such as an in-house sales team,
retailers, referrals, dealers etc.
Churn - answer✔the number of consumers who stop using a product or service, divided by the
average number of consumers of that product or service
Closing Ratio - answer✔A closing ratio is the number of deals closed compared to the number
of engaged prospects. This ratio can be used to evaluate the performance of an individual sales
rep and forecast sales.
clients - answer✔Closed opportunities, paying clients and people that your account managers
should take care of.
Closers - answer✔Or Account Executives, they are focused on closing deals and they only
prospect a small number of strategic accounts.
Cold call - answer✔Attempt to engage with a prospect (that you don't yet have a relationship
established) on a call.
Cold email - answer✔Attempt to engage with prospects via email; sending a sales proposal to
someone that you don't yet have a relationship with.
Customer Acquisition Cost (CAC) - answer✔The cost of acquiring new paying clients
Customer Relationship Management (CRM) - answer✔A software or Internet-based service that
helps business owners and sales professionals manage their sales pipeline; track prospects and
related activities throughout the sales cycle.
2|Page
