Question 31 (1 point) True or False. Understanding the customer persona can help

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Question 31 (1 point)

True or False. Understanding the customer persona can help you as the marketer to create better content that resonates with the customer.

Question 31 options:

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Question 32 (1 point)

Adding value to your product and/service is an important way to differentiate yourself from the competition. Select the item below that does not properly illustrate adding value to your product or service:

Question 32 options:

Offer add-on services with your products. For instance, a software supplier can offer free upgrades or a 24-hour assistance hotline.

Provide your customers with access to a unique or special part of the website that contains information that is not available to others.

Provide multimedia (audio, video, or web) training that helps customers become proficient with your product or service.

All the above are great examples to add value to your product or service.

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Question 33 (1 point)

True or False. Attitudinal research is a valid form of market research.

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Question 34 (1 point)

True or False. Target marketing helps you to develop a better product and/or service, helps you to choose the right channel partners, and helps you to define the market need.

Question 34 options:

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Question 35 (1 point)

True or False. Everybody should Google themselves to audit their own personal brand online.

Question 35 options:

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Question 36 (1 point)

There are at least 4 ways to position your brand, which one is not an example of how to position your brand?

Question 36 options:

Position & Own the Category (such as Miller Lite and Walt Disney)

Position the Product & the Consumer (such as US Army and Budweiser)

Position Against your Competition (such as Seven-Up and Apple)

Position Direct to the Audience (such as LinkedIn and Whole Foods)

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Question 37 (1 point)

True or False. Personal branding is essentially the ongoing process of establishing a prescribed image or impression in the mind of others about an individual, group or organization.

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Question 38 (1 point)

True or False. Every B2B sales process is the same.

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Question 39 (1 point)

A myth about pricing strategy is that businesses must accept the market price for a commodity item.

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Question 40 (1 point)

True or False. It is important to know the targeted number of sales leads that you are trying to acquire to hit your sales goals?

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Question 41 (1 point)

True or False. If the pipeline to sales ratio is 4 to 1, then if we have $4 million dollars in the pipeline $1 million dollars should convert to sales.

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Question 42 (4 points)

Although sales funnels can be structured in many ways with various stages, the typical structure is:

Question 42 options:

1234

Opportunity

1234

Customer

1234

Inquiry

1234

Lead

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Question 43 (1 point)

What is the ideal lead to have in your funnel?

Question 43 options:

Inactive lead because we can make them active and they could purchase from us eventually.

Suspect lead because they passed the initial screening and have some potential to become a customer.

Qualified leads because they have been vetted through a process to confirm they fit the profile of the target customer.

Dead lead because we know that we have zero chance of winning their business.

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Question 44 (1 point)

True or False. Lead scoring is not a good practice in B2B sales.

Question 44 options:

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Question 45 (1 point)

True or False. Email is the best form of business communication.

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Explanation / Answer

31. True

Understanding the customer persona can help you understand customer's preferences and choices and what kind of product or service the customer is looking for. This can help you as the marketer to create better content that resonates with the customer.

32. Option D, All the above are great examples to add value to your product or service.

Add on service and provide additional access to special type of service is an added value example. Provide multimedia training will help customers use the product more effectively which is an added value. Hence, all the options are good examples of added value.

33. True

Attitudinal research is a valid form of market research. This research helps the marketers understand the attitude and product preferences which can help to target. Surveys and focus groups can be used to perform attitudinal research hence it is a valid form.

34. True

Target marketing helps you to target the potential customer only who are more likely buy your product and service. This helps to develop a better product and/or service, helps you to choose the right channel partners, and helps you to define the market need.

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