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Question 1

How can whitespace analysis improve a sales representative's account management strategy?

Options :

A : Analyzes contract length and segment to identify retention opportunities.

B : Identifies key stakeholders and decision makers to nurture relationships.

C : Determines current products and opportunities to sell additional products.

Answer: C

Question 2

A sales representative is working to understand a prospect's pain points, desired outcomes, and emotional drivers. In which phase of the sales process is this deal?

Options :

A : Connect

B : Create

C : Collaborate

Answer: B

Question 3

A sales representative has a list of prospects to cold call but is unsure whether the task is beneficial. After a discussion with their mentor, the sales rep has the information they need and is ready to get started. What is one benefit of cold calling?

Options :

A : Key decision makers usually respond more readily to phone calls.

B : Phone calls provide immediate feedback whether the lead is worth pursuing.

C : Phone calls are a quicker and more scalable method of contact.

Answer: B

Question 4

A sales representative is strategizing on how to most effectively communicate with a key prospect. Which approach should they take?

Options :

A : Repeat key messaging to make sure it lands with the prospect.

B : Send emails to the prospect less frequently.

C : Provide unique selling points to the prospect that add value each time.

Answer: C

Question 5

What are the four elements of emotional intelligence?

Options :

A : Plan, engage, execute, and close

B : Discover, define, design, and de

C : Self-awareness, self-management, empathy, and skilled relationships

Answer: C