Course Careers Study guides, Class notes & Summaries

Course Careers Exam| Questions and Verified Answers| 100% Correct| Grade A (2023/ 2024 Update) Q: What is the formula for predicting sales? Efficiency + Performance = Effectiveness Efficiency + Effectiveness = Performance Effectiveness + Performance = Efficiency Answer: Efficiency + Effectiveness = Performance Q: Who are you calling with your direct cold call outreach? Someone above or horizontal to your ideal buyer persona Someone below your ideal buyer persona Som...

Course Careers Technology Sales Course Final Exam (Latest 2023/ 2024 Update) Questions and Verified Answers| 100% Correct| Grade A Q: 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.) Q: What Is a Sales Cycle/Sales Process? Answer: is a set of specific acti...

account - Contains all the records of customer interactions included contact information, preferred services, and transactions with your business When is an account created - First time a customer buys from your business AE (Account Executive)/Closer - In charge of closing deals by converting qualified leads into paying customers AM (Account Manager)/Farmer - In charge of managing and up selling existing clients and accounts ARR (annual recurring revenue) - Amount of money a customer p...

What is a Sales Cadence? : A sequence of touch-points you do to attract your prospect to establish a connection to start an engagement or sale. What is the Sales Process (Sales Cycle)? : A set of Specific actions you follow from start to finish to close a new customer. What are the stages of the Sales Cycle?` : Research > Outreach > Discovery > Present > Follow Up > Close What is a Sales Funnel? : A visual representation of sales processes with defined stages that every p...

What is a Sales Cycle? : A sales cycle is a specific set of actions salespeople follow from start to finish to close a new customer What are the 6 stages of a sales cycle and who are they done by? : Research, outreach, discovery are done by the sales development rep and present, follow up, and close are done by the account executive What are the 4 steps of the research phase : Step one is building your company list based on your ICP. Step two is building contact lists based on your bu...

Who are the four types of people you deal with in sales? : ⁃ Prospects ⁃ Customers ⁃ Sales Team (Account Executive) ⁃ Sales Managers (People in charge of hiring and promoting you) What did Bob Hoover do to the mechanic who made his plane crash and almost got him killed? : He told him to service his F-51 plane tomorrow since he's sure he won't make this mistake again. What's the main difference between mankind and animals? : The desire to feel important The only way on ear...

account : Contains all the records of customer interactions included contact information, preferred services, and transactions with your business When is an account created : First time a customer buys from your business AE (Account Executive)/Closer : In charge of closing deals by converting qualified leads into paying customers AM (Account Manager)/Farmer : In charge of managing and up selling existing clients and accounts ARR (annual recurring revenue) : Amount of money a customer ...

What is a hypothesis of need? What you hypothesize the other person knows about your company. What you hypothesize their problem is that your product or service can solve. What they hypothesize about why you are contacting them and what you need. You hypothesize about what they need to get done that day and when you should contact them. : What you hypothesize their problem is that your product or service can solve. To separate the items in a list that contains three or more items, the pu...

What's a buyer persona? A. It's the ideal company you're targeting B. It's a person at a company who's already doing business with you C. It's the ideal person at the company you're targeting D. It's the person at a company who loves what you're doing so much they're willing to sell it internally to the rest of their team : C. It's the ideal person at the company you're targeting What are the steps in the cold calling formula? A. Ask-Intro-Question-Close B. Intro-Ask-Questi...

admission process : the application and evaluation process a prospective student goes through to be accepted to a school Advanced placement : a program of college level courses taught in high schools to prepare students for advanced placement tests. Associate degree : a degree awarded by community colleges technical schools and some universities after completion of a program of approximately 60 credit hours. Bachelor's degree : a degree awarded by a college or university after comp...

What are the 3 basis for search authorization? : Probable Cause Requirement Probable Cause Determination Exigencies Probable Cause Requirement : must be based upon probable cause Probable Cause Determination : may be based upon hearsay evidence in whole or in part Exigencies : insufficient time based on the reasonable belief Search 2 : for the purpose of discovering contraband, illicit or stolen property, or some other evidence to be used in the event a court martial or other legal...

Course Careers: Tech Sales Exam Questions and Answers 100% Pass organizational structure - Correct Answer ️️ -A system that outlines how certain activities are directed in order to achieve the goals of an organization Rules, roles, and responsibilities of organizational structure - Correct Answer ️️ -Gives titles to employees based on hierarchy Defines employees job and responsibilities Defines employees decision making ability How are organizational structure is used in sales - ...