COURSE CAREERS TECH PRACTICE TEST

What factor(s) distinguish a huge sale from a minor sale? - ANSWER The
length of the sales cycle, magnitude of customer commitment, risk, and the
ongoing relationship

Only the duration of the sales cycle, the extent of the customer commitment,
and the risk


Only the duration of the sales cycle and the ongoing relationship

Only the amount of the customer's commitment, risk, and continued relationship

What words should you avoid using in a prospecting email? - Answer in bullet
points
Images and attachments
Avoid all of the aforementioned.

What's the best definition of a sales cadence? - ANSWER A cadence is the
stages you go through with a prospect from start to closure.

A cadence is the sequence of activities you do to make contact with a prospect.

A cadence is the activities you execute in random order to make contact with a
prospect.

A cadence is a framework used for asking questions in a sales meeting.

What is the acronym BANT, and where does it fit into the sales cycle? -
Answer: Budget, Authority, Need, and Timing

Used in the Discovery phase of the Sales Cycle.