Question:* What does CRM stand for?
Answer: • Customer Relationship Management
Question:* What is a common cause of a "sales trap"?
Answer: • Mismatched Marketing and Sales alignment
Question:* What is the definition of "the Recency Effect"?
Answer: • As time passes, people tend to recall the last thing they’ve seen/read
Question:* What is the definition of "Primacy Effect"?
Answer: • People tend to remember the first things they hear/read
Question:* Generally, you can think of _______ as the strategy and ______ as the execution.
Answer: • marketing; sales
Question:* The process of helping a customer reach their strategic goals is what type of selling?
Answer: • Consultative
Question:* When qualifying a prospect, what are the most effective types of questions to ask?
Answer: • Open-ended and probing
Question:* _____ a lead is the process of making sure a lead is a viable candidate.
Answer: • Qualifying
Question:* Which of the following is a soft bounce?
Answer: • The failed delivery of an email due to a temporary issue, like a full mailbox or an unavailable server
Question:* Which of the following communication skills is, in general, the most important for sales people to develop?
Answer: • Listening
Question:* When qualifying your prospect, how can you test to determine how engaged he/she is with you?
Answer: • (All of these)
Question:* _______ selling is a methodology that focuses on solving a customer's pains or needs.
Answer: • Solution
Question:* When first engaging with a prospect, it is best to use _______ questions.
Answer: • open-ended
Question:* True or false? You should never follow up a cold email with a phone call.
Answer: • False
Question:* The percentage of emails that actually make it into a recipient's inbox is called _____.
Answer: • delivery rate
Question:* The process of calling potential clients without an introduction is called _________.
Answer: • cold calling
Question:* True or false? When making a sales call you should always do most of the talking.
Answer: • False
Question:* What is upselling?
Answer: • Selling a customer premium upgrades
Question:* Which of the following is a hard bounce?
Answer: • The failed delivery of an email due to a permanent reason like a non-existent, invalid, or blocked email address
Question:* Which of the following is MOST effective for a buyer with an analytical personality type?
Answer: • Detailed explanations
Question:* Telling a customer that prices will increase in the coming week is a __________.
Answer: • time-driven close
Question:* What do you call the pre-sales activity of identifying potential customers and their willingness to pay?
Answer: • Prospecting
Question:* What is the key point to emphasize when recommending a product to a prospect?
Answer: • How the product solves his/her pain points
Question:* Providing the best possible customer service and building customer loyalty are traits of what type of selling?
Answer: • Relationship
Question:* The first step of sales is to __________.
Answer: • understand customer needs
Question:* What is the best time to call the customer’s home?
Answer: • Do not call a customer's home before 8:00 AM or after 9:00 PM, unless they've given you permission to do so.
Question:* When making phone calls you should:
Answer: • All of these
Question:* To build a sustainable business, which of the following should a salesperson invest the most efforts in?
Answer: • Establishing a long-term relationship with the customer
Question:* What does the 80-20 rule indicate?
Answer: • That salesperson should spend 80% of his time with 20% of the most qualified prospects
Question:* The more often you call a client, eventually the incremental value is worth less than the costs of making the calls. This is an example of ________ .
Answer: • The Law of Diminishing Returns
Question:* ______ is the process of acquiring information to ensure that clients will benefit from a product.
Answer: • Prospecting
Question:* In the customer problem identification process, what is the next best step once a pain point is revealed?
Answer: • Quantify the pain
Question:* True or false? There is no need for the marketing and the sales department to communicate.
Answer: • False
Question:* When making phone calls you should:
Answer: • Identify the purpose of your call and plan what you have to say
Question:* What is a commission?
Answer: • A percentage of a sale that goes to the sales representative
Question:* What is the main benefit of qualifying questions during the sales process?
Answer: • Discover the customer's pain points
Question:* Which of the following is not an example of Outbound Selling?
Answer: • Blogging
Question:* Who enforces the National Do Not Call Registry?
Answer: • Federal Trade Commission
Question:* Are oral agreements legally binding?
Answer: • Sometimes
Question:* True or false? A sale contract is only official when it is written in document form.
Answer: • False
Question:* Telemarketing is a form of ______ sales.
Answer: • inside
Question:* Solution selling is a form of _______ selling.
Answer: • adaptive
Question:* What is one reason open rates are often considered unreliable?
Answer: • An email is only counted as open if a user receives the images in your email
Question:* What are three phases of the product cycle?
Answer: • Growth, maturity, decline
Question:* A buyer that likes to focus on the big picture over details has what type of buyer personality?
Answer: • Expressive
