Course Careers Technology Sales Course Final Exam (Latest 2024 / 2025 Update) Questions and Verified Answers | 100% Correct | Grade A
Question:
The two ways how Buyer Personas Are Used in Sales
Answer:
- Allows you to know which people to target at companies
- Allows you to qualify quicker and sell better based on what you know about
that buyer persona. (Different buyer personas care about different things.)
Question:
What Is a Sales Cycle/Sales Process?
Answer:
is a set of specific action sales people follow from start to finish to close a new customer. It often includes multiple stages such as "prospect", "connect", "research", "present" and "close."
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Question:
What are the three aspects of a Sales Cycle/Sales Process?
Answer:
- Gives sales people a repeatable framework of actions to follow
- Help sales people lead the buying process for their prospects
- Creates a baseline for comparison and forecasting
Question:
What is the Sales Cycle/Sales Process in order?
Answer:
Research, Outreach, Discovery, Present, Follow up, Close
Question:
Which steps of the Sales Cycle/Sales Process do SDR/BDRs cover?
Answer:
Research, Outreach, Discovery
Question:
Which steps of the Sales Cycle/Sales Process do Account Executives cover?
Answer:
Present, Follow Up, Close 2 / 4
Question:
What's the length of the Sales Cycle/Sales Process?
Answer:
- week - 1 year
Question:
Sales Cycle Creates a ____?
Answer:
Sales Funnel
Question:
What are the three differences between B2B & B2C Sales Cycle?
Answer:
- B2B sales cycles are longer
- B2B Sales are worth more money
- B2B sales cycles include multiple people
Question:
What is Prospecting?
Answer:
the process of finding and identifying new prospective clients using different outbound methods - cold calling, cold email, social selling, etc. 3 / 4
Question:
Research, Outreach, Discovery are ____?
Answer:
Prospecting
Question:
What's the #1 reason for failure in sales?
Answer:
Lack of prospecting
Question:
Is cold calling necessary?
Answer:
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
Question:
The main reason salespeople are afraid of cold calling is because ________.
Answer:
they don't want to interrupt prospects
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