Final exam course careers, Course Careers - Sales Technology Final Exam Study Set 2024 Update

Final exam course careers, Course Careers - Sales Technology Final Exam Study Set 2024 Update What is the difference between a prospect and a lead? Both describe a potential customer and have intertwined meanings that only differ based on who you are talking to. Instead of giving direct orders you should Use body language to show what you want Make suggestions by asking questions Tell one of their friends or co-workers to tell them the order Actually you should be very direct and assertive when giving orders Make suggestions by asking questions There's never too much sincere criticism shame confidence praise Praise When trying to make someone want to do something you should tell them how much you want them to do it be very direct where there is no room for them to question your authority tell them how important what they're doing is and how they'll benefit tell them the consequences if they don't do it Tell them how important what they're doing is and how you'll benefit What's the #1 reason for failure in sales? Lack of closing skills Lack of prospecting Inferior product Subpar presentation skills Lack of prospecting Is cold calling necessary? No, companies generate enough leads through marketing No, cold calling is outdated because prospects can do their own research on the internet Yes, most companies don't have enough leads to keep their salespeople busy and the best prospects are used to having salespeople go to them Yes, salespeople need more practice talking to prospects that don't matter Yes, most companies don't have enough leads to keep their salespeople busy and the best prospects are used to having salespeople go through to them The main reason salespeople are afraid of cold calling is because they don't know their product well enough the prospect doesn't know who they are they think they'll be rejected they don't want to interrupt prospects They don't want to interrupt prospects What's the best prospecting technique? Cold call Email Social A balance of many different techniques A balance of many different techniques What's the most important daily imperative of a successful salesperson? Improving your prospecting techniques Learning more about your product Keeping a pipeline full of qualified prospects Researching new accounts Keeping a pipeline full of qualified prospects What is the formula for predicting sales? Efficiency + Performance = Effectiveness Efficiency + Effectiveness = Performance Effectiveness + Performance = Efficiency Efficiency + Effectiveness = Performance 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 When you're calling a C-level prospects selling a high-value product/service What are your Golden Hours as a salesperson? The time you use to learn more about your product The time you use to do sales activities such as prospecting and qualifying The time you use to research your prospects The time you use to improve your sales skills and knowledge The time you use to do sales activities such as prospecting and qualifying Should you schedule your work in time blocks? No, salespeople are much more efficient when they combine different activities together to accomplish multiple goals at the same time. Yes, salespeople are much more efficient when they focus on a single activity and set one goal at a time. Yes, salespeople are much more efficient when they focus on a single activity and set one goal at a time. What's your objective as a B2B sales development rep on the first contact with a new prospect? Set an appointment Gather information and qualify Close a sale Build familiarity Set an appointment What are the four stages of a sale call in order from spin selling? Preliminaries - Investigation - Demonstrating Capabilty - Obtaining Commitment How would you respond to the objection: I'm not the right person? Do you know who the right person is? What is a C-level executive? The highest level of executives who run the operations of a company Which stage of the sales call is the most important? Investigation What should you avoid using in a prospecting email? Avoid Bullet points, Images, Attachments What's a SQL? A prospect who is qualified to buy your product or service Where will you be using SPIN the most as an SDR? Discovery How should you send a LinkedIn prospecting message? Make it as short as possible since people get too many spam messages on LinkedIn What's an influencer? Someone who influences the decision of a purchase Why do salespeople use CRM system instead of a spreedsheet or piece of paper? A CRM system helps organize your contacts, companies, and all of the information associated with them and they can be easily searched. What's the correct BANT order for a discovery call? Need - Authority - Timing - Budget