Ch. 3 Quiz

33%

Last month you gave 15 demos to customers, and of those 15 demos, 5 customers ended up purchasing your product. What is your close rate?

True

True or False: A value proposition is a statement, or set of statements, that highlights the ways in which a product or service offers value to customers.

KPI analysis

Which of the following is NOT a type of customer-oriented analytics?

Pipedrive

This salesperson performance tool is a CRM system that helps sellers strategically assess the next step a prospect needs, how to get there, and the seller's performance in doing so:

Gong

This salesperson performance tool tracks things such as how often the customer is talking versus how much the salesperson is talking during calls:

ICP analysis

Which of the following is NOT a type of salesperson-oriented analytics?

10-K

Which of these reports is a comprehensive report required by the U.S. Securities and Exchange Commission (SEC) and filed annually by a publicly-traded company about its financial performance?

Quarterly earnings report

Which of these reports is a quarterly report filed by public companies to report their performance on net income, net sales, earnings per share, earnings from continuing operations, and other topics?

Salesperson-based analytics

Which type of analytics will best answer this question for a salesperson: "What is my close ratio and how does it compare to others'?"

Salesperson-based analytics

Which type of analytics will best answer this question for a salesperson: "Where in the sales cycle am I losing most of my prospects who do not purchase?"

Customer-based analytics

Which type of analytics will best answer this question for a salesperson: "Which customers are easiest to acquire?"

Customer-based analytics

Which type of analytics will best answer this question for a salesperson: "Which customers are forecasted to bring in the most profit next year?"

67%

Last month you gave 45 customers a demonstration, and of those 45 customers, 30 agreed to see a proposal. What is your demonstration-to-proposal conversion?

$100

Last month you had 100 unique orders from customers for a total of $10,000 in revenue. What is the average order size?

$1,667

Last year (12 months), a top customer ordered a total of $20,000 worth of product. What was the average monthly revenue?