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A. Efficiency target
B. Growth target
C. Expansion target
What are the key elements of a successful cold call?
A. Several short questions and a shared link to product descriptions on the companywebsite
B. A compelling hook that ties in a product or service and open-ended questions
C. Details about the decision maker and a follow-up with them soon after the call
A. Lead Qualification
A. Longer contracts increase cash flow predictability.
B. Longer contracts increase flexibility on delivery timescales.
C. Shorter contracts increase leverage for negotiation.
A. To enhance the sales rep's understanding of the customer's needs
B. To increase the sales rep's personal network and influence
C. To gain access to information about the customer's competitors
How can a sales representative best identify a customer's challenges and initiatives?
A. Elicit detailed responses by asking open-ended questions during meetings.
B. Present an overview of new products their company has brought to market.
C. Ask "yes" or "no" questions to make the discussion efficient.
When assigned a new sales territory, what is the first step to prioritizing selling efforts?
A. Determine the physical location of each account.
B. Determine the number of accounts and territory size.
C. Identify the territory's key accounts.
A. Offer a comprehensive demo of the products to the customer.
B. Encourage the customer to purchase additional products.
C. Add the customer to an educational marketing campaign.
A. Promote a prospect's content on social media.
B. Upsell to a prospect at an existing account.
C. Send an email with content links to a prospect.
A. Territory Management
B. Account Planning
C. Account and Contact Management
A. Be patient knowing that the numbers will eventually improve over time.
B. Challenge their manager about whether their sales quota is realistic.
C. Analyze the potential deal size and decision makers' authority.
A. Contacts, product family, and revenue
B. Time, categories, and territories
C. Quotes, contacts, and territories
A. Focus the discussion on the contact's role and responsibilities.
B. Share a customer success story based on real-world use cases and results.
C. Increase the frequency of engagement with the contact.
A. Sales acumen
B. Product knowledge
B. Puppy Dog
A. Engage the prospect through different channels.
B. Pause engagement and follow up at another time.
C. Try calling the prospect at different times.
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