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Course Careers exam Questions for Exam Revision with Complete Solutions
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Course Careers exam Questions for ExamRevision with Complete Solutions
How are Organizational Structures Are Used in Sales? - 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
What does ICP stand for? - ANSWER Ideal Customer Profile
What is an Ideal Customer Profile (ICP)? - ANSWER commonly referred to as an ideal buyer
profile, defines 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.
Alternate titles for an ICP - ANSWER Ideal Company profile or Target Market.
Ideal customer profiles are defined by: - ANSWER Company Size - how many people work at
the company
Revenue - how much money the company generates every year
Industry - the products/ services a company sells
Geography - location where the company is
Technology - what technology the company uses
,Process - business process they use and how your product or service will work within
that process
How to come up with which characteristics to use to define ICP: - ANSWER previous
customers you found that had the most success with your product or service,
paid you the most money,
and are likely the quickest to buy.
The two ways Ideal Customer Profiles Are Used in Sales - ANSWER 1. Allows you to know
which companies to target for your sales outreach
2. Allows you to qualify quicker and sell better based on what you know about different
customer profiles. (Different company profiles care about different things.)
What is a Buyer Persona? - ANSWER a semi fictional, generalized representation of your
customers that account for the demographics, goals, motivators, and challenges they
are facing.
Alternate titles for Buyer Persona? - ANSWER Stakeholders or Contacts.
Are there multiple buyer persona since multiple people are involved in a B2B purchase? -
ANSWER Yes
Who is the Buyer Persona? - ANSWER A person at a company who is able to influence or
make the best 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.
The difference between Buyer Persona & ICP? - ANSWER Ideal customer profiles
are companies. Buyer personas are the people at those companies.
The two ways how Buyer Personas Are Used in Sales - ANSWER 1. Allows you to know
which people to target at companies
, 2. Allows you to qualify quicker and sell better based on what you know about that
buyer persona. (Different buyer personas care about different things.)
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."
What are the three aspects of a Sales Cycle/Sales Process? - ANSWER 1. Gives sales people
a repeatable framework of actions to follow
2. Help sales people lead the buying process for their prospects
3. Creates a baseline for comparison and forecasting
What is the Sales Cycle/Sales Process in order? - ANSWER Research, Outreach, Discovery,
Present, Follow up, Close
Which steps of the Sales Cycle/Sales Process do SDR/BDRs cover? - ANSWER
Research, Outreach, Discovery
Which steps of the Sales Cycle/Sales Process do Account Executives cover? - ANSWER Present,
Follow Up, Close
What's the length of the Sales Cycle/Sales Process? - ANSWER 1 week - 1 year
Sales Cycle Creates a ____? - ANSWER Sales Funnel
What are the three differences between B2B & B2C Sales Cycle? - ANSWER 1. B2B sales cycles
are longer
2. B2B Sales are worth more money
3. B2B sales cycles include multiple people
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