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According to Matthew Dixon and Brent Adamson’s best-selling 2011 sales book, which of these sales personalities has the most success?
- The Hard Worker
- The Relationship Builder
- The Lone Wolf
- The Problem Solver
- The Challenger
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Which commission structure compensates a rep based on how much of their quota they sell?
- A tiered commission structure
- A straight-line commission structure
- A draw against commission structure
- A gross profit margin commission structure
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What does the ‘R’ stand for in SMART objectives?
- Realistic
- Relatable
- Relevant
- Repeatable
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Which of these activities usually comes first in a sales process?
- Lead qualification
- Prospecting
- Objection handling
- Cold calling
- A product presentation
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What is a CRM tool?
- A Customer Relationship Management tool
- A Customer Relationship Maintainance tool
- A Customer Retention Management tool
- A Client Relationship Management tool
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Which of these sales methodologies focuses on acknowledging how little time the average prospect has to make a decision?
- SPIN Selling
- Solution Selling
- Conceptual Selling
- SNAP Selling
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What term describes an automated messenger tool that you can add to a web page in order to engage and qualify visitors?
- Webhook
- Chatbot
- Lead scorer
- Widget
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What does the ‘B’ in BANT framework stand for?
- Behavior
- Benefit
- Budget
- Buyer
- Build
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What is a ‘closed question’?
- A question intended to end a sales conversation
- A question that only has a ‘yes’ or ‘no’ response
- A question that you ask just after closing a deal
- A question you ask when you already know the answer
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