COURSE CAREERS TECHNOLOGY SALES COURSE FINAL,
PRACTICE EXAM AND STUDY GUIDE NEWEST 2024
ACTUAL EXAM 380 QUESTIONS AND CORRECT
DETAILED ANSWERS (VERIFIED ANSWERS) |ALREADY
GRADED A+
organizational structure - ANSWER: a system that outlines how certain activities are
directed in order to achieve the goals of an organization. These activities can include
rules, roles, and responsibilities.
Ideal Customer Profile (ICP) - ANSWER: 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.
Aka ideal company profile or target market.
The ideal customer profile is the type of company that's most likely to benefit the
most from your product or service and be able to purchase it.
Ideal customer profiles example : Accounting software being sold to dentists , my ICP
would be Dentist offices.
Buyer persona - ANSWER: a semi-fictional representation of your ideal customer
based on market research and real data about your existing customers.
Aka stakeholders
A person at a company who's able to influence or make the fed is on 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.
Buyer persona are the people at those companies.
B2B (business-to-business) - ANSWER: the process of selling merchandise or services
from one business to another
B2C - ANSWER: the process in which businesses sell to consumers
Champion - ANSWER: A prospect within a company that wants to purchase your
product or service and is willing to do everything they can to help convince the
others in the company to make the purchase.
Channel partner - ANSWER: A person or company that offers services or products on
behalf of another company.
, Channel Sales - ANSWER: Focusing on different sales channels, such as an in-house
sales team, retailers, referrals, dealers etc.
Churn - ANSWER: the number of consumers who stop using a product or service,
divided by the average number of consumers of that product or service
Closing Ratio - ANSWER: A closing ratio is the number of deals closed compared to
the number of engaged prospects. This ratio can be used to evaluate the
performance of an individual sales rep and forecast sales.
clients - ANSWER: Closed opportunities, paying clients and people that your account
managers should take care of.
Closers - ANSWER: Or Account Executives, they are focused on closing deals and they
only prospect a small number of strategic accounts.
Cold call - ANSWER: Attempt to engage with a prospect (that you don't yet have a
relationship established) on a call.
Cold email - ANSWER: Attempt to engage with prospects via email; sending a sales
proposal to someone that you don't yet have a relationship with.
Customer Acquisition Cost (CAC) - ANSWER: The cost of acquiring new paying clients
Customer Relationship Management (CRM) - ANSWER: A software or Internet-based
service that helps business owners and sales professionals manage their sales
pipeline; track prospects and related activities throughout the sales cycle.
Customer Success - ANSWER: A strategy and a proactive mindset that helps reduce
churn rates, increase customer satisfaction with a service/product, and the
predictability of recurring revenue.
decision maker - ANSWER: The person in charge of making the purchasing decision
at a company.
Fortune 500 - ANSWER: A list of 500 of the largest companies in the US based on
revenue.
Gatekeeper - ANSWER: The person who answers the corporate phone and decides to
let you talk to the decision-maker or not.
ICP - ANSWER: Ideal Customer Profile is a profile of an ideal client for your business
Inbound - ANSWER: Interest that comes in (received cold emails, submitted forms..)
Inbound sales - ANSWER: Sales that happen as a result of customers directly
approaching and engaging with the brand/company.
PRACTICE EXAM AND STUDY GUIDE NEWEST 2024
ACTUAL EXAM 380 QUESTIONS AND CORRECT
DETAILED ANSWERS (VERIFIED ANSWERS) |ALREADY
GRADED A+
organizational structure - ANSWER: a system that outlines how certain activities are
directed in order to achieve the goals of an organization. These activities can include
rules, roles, and responsibilities.
Ideal Customer Profile (ICP) - ANSWER: 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.
Aka ideal company profile or target market.
The ideal customer profile is the type of company that's most likely to benefit the
most from your product or service and be able to purchase it.
Ideal customer profiles example : Accounting software being sold to dentists , my ICP
would be Dentist offices.
Buyer persona - ANSWER: a semi-fictional representation of your ideal customer
based on market research and real data about your existing customers.
Aka stakeholders
A person at a company who's able to influence or make the fed is on 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.
Buyer persona are the people at those companies.
B2B (business-to-business) - ANSWER: the process of selling merchandise or services
from one business to another
B2C - ANSWER: the process in which businesses sell to consumers
Champion - ANSWER: A prospect within a company that wants to purchase your
product or service and is willing to do everything they can to help convince the
others in the company to make the purchase.
Channel partner - ANSWER: A person or company that offers services or products on
behalf of another company.
, Channel Sales - ANSWER: Focusing on different sales channels, such as an in-house
sales team, retailers, referrals, dealers etc.
Churn - ANSWER: the number of consumers who stop using a product or service,
divided by the average number of consumers of that product or service
Closing Ratio - ANSWER: A closing ratio is the number of deals closed compared to
the number of engaged prospects. This ratio can be used to evaluate the
performance of an individual sales rep and forecast sales.
clients - ANSWER: Closed opportunities, paying clients and people that your account
managers should take care of.
Closers - ANSWER: Or Account Executives, they are focused on closing deals and they
only prospect a small number of strategic accounts.
Cold call - ANSWER: Attempt to engage with a prospect (that you don't yet have a
relationship established) on a call.
Cold email - ANSWER: Attempt to engage with prospects via email; sending a sales
proposal to someone that you don't yet have a relationship with.
Customer Acquisition Cost (CAC) - ANSWER: The cost of acquiring new paying clients
Customer Relationship Management (CRM) - ANSWER: A software or Internet-based
service that helps business owners and sales professionals manage their sales
pipeline; track prospects and related activities throughout the sales cycle.
Customer Success - ANSWER: A strategy and a proactive mindset that helps reduce
churn rates, increase customer satisfaction with a service/product, and the
predictability of recurring revenue.
decision maker - ANSWER: The person in charge of making the purchasing decision
at a company.
Fortune 500 - ANSWER: A list of 500 of the largest companies in the US based on
revenue.
Gatekeeper - ANSWER: The person who answers the corporate phone and decides to
let you talk to the decision-maker or not.
ICP - ANSWER: Ideal Customer Profile is a profile of an ideal client for your business
Inbound - ANSWER: Interest that comes in (received cold emails, submitted forms..)
Inbound sales - ANSWER: Sales that happen as a result of customers directly
approaching and engaging with the brand/company.
