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