Course Careers Final Exam Study Guide Comprehensive Questions and Answers 100% Correct and Guaranteed Pass
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Module
Course careers
Institution
Course Careers
____ is about the contextual information surrounding these contacts, such as purchase history,
current contracts, business objectives, and digital footprints? - CORRECT ANSWER -Sales
Data
All of these companies should have the same buyer personas since you batch them by their ICP,
T/F? - CO...
____ is about the contextual information surrounding these contacts, such as purchase history,
current contracts, business objectives, and digital footprints? - CORRECT ANSWER ✔✔ -Sales
Data
All of these companies should have the same buyer personas since you batch them by their ICP,
T/F? - CORRECT ANSWER ✔✔ -True
Alternate titles for an ICP - CORRECT ANSWER ✔✔ -Ideal Company profile or Target
Market.
Alternate titles for Buyer Persona? - CORRECT ANSWER ✔✔ -Stakeholders or Contacts.
Are first impressions a large factor with success in large sales? - CORRECT ANSWER ✔✔ -No,
there are still many other parts of your sales interaction that are much more important
Are leads used in inbound sales effects? - CORRECT ANSWER ✔✔ -Yes
Are there Many different sales methodologies? - CORRECT ANSWER ✔✔ -Yes
Are there multiple buyer persona since multiple people are involved in a B2B purchase? -
CORRECT ANSWER ✔✔ -Yes
,Before telling someone about their shortcomings you should ______. - CORRECT ANSWER
✔✔ -Tell them how much you appreciate their work and how you also have shortcomings
Benefits of Using Sales Data Software (3 reasons) - CORRECT ANSWER ✔✔ -1. Speed of
Gathering Information
2. Direct Dials
3. Buying Signals
By telling someone they're wrong you are ____. - CORRECT ANSWER ✔✔ -Making them feel
unintelligent, Making them feel they have a bad sense of judgment, hurting their pride and
respect
Can inside sales reps, such as SDR's, use in person prospecting? - CORRECT ANSWER ✔✔ -
No
Cold Email is ___________? - CORRECT ANSWER ✔✔ -Copywriting
Do more closing techniques improve sales success in larger sales? - CORRECT ANSWER ✔✔ -
No
Do more objections result in more sales? - CORRECT ANSWER ✔✔ -No, they indicate
dissatisfactions with the buyer
Do more sophisticated buyers react well to closing techniques? - CORRECT ANSWER ✔✔ -No
Do you use leads in outbound sales? - CORRECT ANSWER ✔✔ -No
, How are explicit needs different from implied needs? - CORRECT ANSWER ✔✔ -Explicit
needs are strong wants or desires
How are Organizational Structures Are Used in Sales? - CORRECT ANSWER ✔✔ -1. Allows
you to know who is responsible for using your product or service
2. Allows you to know who is responsible for managing or implementing your product or service
3. Allows you to know who will benefit from using your product or service
4. Allows you to know who makes the decision to buy your product or service
5. In B2B sales there will likely be multiple people involved in making the purchasing decision.
People who use it, people who manage and implement it, people who will benefit from it, and
decision-makers who care about how it will make or save the company money. You'll need to
map out all of these people involved in the decision-making process and satisfy them all
How do you create your Hypothesis of Need? - CORRECT ANSWER ✔✔ -Using your Ideal
Customer Profile (ICP) & Buyer Persona
How many touches on average does it take to engage a cold prospect? - CORRECT ANSWER
✔✔ -20-50 touches
How should you talk on a Cold Call? (4 answers) - CORRECT ANSWER ✔✔ -1. Excited
2. Energetic
3. Happy & Smiling
4. Friendly
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