Phase 1 Review

Pataasin ang iyong marka sa homework at exams ngayon gamit ang Quizwiz!

What is it called when we introduce new technologies into a customer's landscape?

Disrupt

2 different kinds of search engines we have

Global (left) and Corp (right)

What are the two things you want to get from the gatekeeper?

HQ location, IT decision makers

Service we use to generate quotes

Sales Center 2009

What year was SHI founded in?

1989

If your customer is looking to talk about the datacenter what resource would you bring on the phone?

ASG

What does AIR stand for?

Acknowledge, Ignore, Resume

What does ABA stand for?

Active buying account

What are the 4 principles of communication?

Active listening, open-ended questions, genuine curiosity, clarify buzz words

What does ASG stand for?

Advanced Solutions Group

Who do you email if you're having trouble with your computer?

[email protected]

What is the primary address in CRM?

Bill to

What does BANTC stand for?

Budget, Authority, Need, Timeline, Competition

What channel model does SHI follow?

Channel Model 1

What does it say in CRM when you look for the owning team?

Corp. available

What does FUD stand for?

Fear, Uncertainty, Doubt

What are SHI's 2 shipping methods?

FedEx Ground and FOB Origin (Freight on Board)

Lay out our channel model (channel model 1)

Manufacturer, Disti, Reseller, Customer

Where can you find multiple resources such as training decks and partner information?

My SHI

What does NBA stand for?

New Buying Account

What are 2 ways software is licensed?

Perpetual (forever) and subscription

What are the 3 main components of SHI's Value prop?

Portfolio, Resources, services

Name 3 Microsoft tools that SHI uses

Pro-Timeline, Cost Analysis, MLS

What is our selling motion?

Profile the account, priorities, planning & partners, pricing, reset

What does QBA stand for?

Quality Buying Account

What tool do we use in outlook to see someone's availability and reserve rooms?

Scheduling Assistant

3 main components to SHI's value prop

Services, resources, portfolio

What is the term we use when we say that the customer will continue to purchase the same products but from SHI instead of a competitor?

Share-shift

What is deal registration?

Special pricing agreement between you and the manufacturer

Three types of accounts

Suspect, Prosepct, Customer

Top 3 distributors at SHI

TechData, Ingram Micro, Synnex

If you want to set up your customer online, what do you need?

Token and access key

At what point in the sales cycle will you receive credit in your GM pool for sales?

When the product ships


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