Profes. Selling

Test 1 (Chp. 1-4)

Professional selling is defined as:

Building relationships, providing customer value, and person-to-buyer interaction.

How do salespeople create value for customers?

Helping them find solutions to their problems.

What is a Sales Development Representative role on a sales team?

A Sales Development Representative (SDR) is responsible for generating leads, qualifying prospects, and setting appointments for sales executives.

What is the difference between a fixed mindset and a growth mindset?

A fixed mindset believes intelligent, skill, and behavior are static and unchangeable; a growth mindset believes that intelligence, skill, and behavior can be taught and developed.

Which of the following is NOT one of the seven steps in the sales process?

Propose personalized discounts.

What is the customer journey?

The set of interactions a customer has with the company, from first communication to pose purchase interaction.

Which of the following best defines a sales cadence?

The sequence of actions or touch points a seller executes over a period of time to engage with a prospect.

How does enterprise selling differ from selling to small-to-medium-sized businesses?

All of these options. (decision-makes, more revenue, smaller pool of leads)

Customer-based analytics can be sued for all of the following EXCEPT:

Root-cause analysis.

What is the purpose of salesperson-based analytics?

To help salespeople keep track of customers and their interactions with the selling company.

Levi is preparing for a customer discovery meeting with a contact from an enterprise organization. Which of the following best describes what Levi should research before the meeting?

The company’s Form 10-K, quarterly earnings report, and LinkedIn activity.

A properly executed sales forecast answers all of the following questions EXCEPT:

What stages of the sales process are our customers in?

How can salespeople get the attention o decision-makers in large enterprise?

By being different, bold, and personalized.

Ryan is utilizing multithreading technique with an enterprise customer. What does this mean?

Ryan is communicating with more than one stakeholder within the customer organization.

Which of the following departments does a seller work with while implementing a new solution in a large organization?

All of these departments (Finance, purchasing and legal)

A selling presentation should include all of the following EXCEPT:

Agenda.