SHI Final Exam

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

What are our top 3 distis?

Ingram Micro, TechData, Synnex

What app do we use for quotes?

Sales Center 2009

According to the flow chart what do you do after you leave a voicemail?

0 back to operator

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

ASG - advanced solutions group

What does ABA stand for?

Active Buying Account

What is the primary address in CRM?

Bill To Address

What Does BANTC stand for?

Budget, Authority, Need, Timeline, Competition

What are the solution practices that Matt covered (data center)?

Cloud & Core Infrastructure, Security, Networking, Data Storage & Protection

When a customer has several renewals throughout the year and they want to go to just one what is it called?

Co-term

What term means special pricing awarded by the manufacturer for bringing in new or big business opportunities?

Deal Registration

What is our default shipping method

FEDEX Ground and FOB Origin (Freight on board)

What does FUD stand for?

Fear, Uncertainty, Doubt

What is the lay out of our channel model (channel model 1)

Manufacturer, Distri, SHI (reseller), Customer

What Does NBA stand for?

New Buying Account

What are the 4 principles of communication?

Open-ended Qs, Clarifying Buzzwords, Genuine Curiosity, Active listening

What are the two types of software purchasing?

Perpetual - own it forever Subscription - renew (typically yearly)

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

Portfolio, Resources, Services

Name 3 Microsoft tools that SHI uses?

Pro-Timeline, T-36, Cost Analysis, MLS, Life Cycle Tool Kit

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

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?

Shareshift

(T/F) Consolidation happens when a customer would like to go from using many manufacturers for the same thing to one manufacturer for the same person?

TRUE

What tier on shi.com is considered to be most aggressive?

Tier 1

Not including Microsoft or the data center solution practices what are the other 3?

Unified Communication (U.C.), Mobility, Client Hardware/Software

At what point in the sales cycle does it hit your GM?

When the product ships

Who do you email with a computer issue?

[email protected]

What do you email to set up a customer with SHI.com?

[email protected]


Kaugnay na mga set ng pag-aaral

Chapter 6: How Cells Harvest Chemical Energy

View Set

30 - Ethics, Morals, Principles, and Laws

View Set

Certify Teacher PPR exam questions

View Set

A&P lab week one and i guess A&P too

View Set

2018 Payroll Source: Sections 1 - 15 REVIEW QUESTION

View Set