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January 2017 - New Hire Training SME Sales Week 3

A _____ should be created in Salesforce to create a reminder for an upcoming event, while a _____ should be scheduled in your calendar
Logged Call/Appointment
Task/Logged Call
Appointment/Task
Task/Appointment
Which of the below most accurately describes a Whitespace Report?
A list of businesses who have not yet partnered with Trustwave
A historical view of all products/services my Accounts have purchased
A historical view of all CVS opportunities my Accounts have purchased
None of the above
What are the names of the two bundles MSSFlex is sold as?
Compliance Essentials and Security Plus
Secure Compliance and UTM Plus
Secure Endpoints and Managed Firewall
Trustwave Flex and Compliance Manager
Which party secures the PO from the Customer in a Reseller situation?
Trustwave Sales Rep
The partner (reseller)
No PO is required
Trustwave Sales Manager
Your customer has a mobile app that they would like to test. Which option below should you present to the client?
Legacy Application Test
MST External Network Penetration Test - Tier 3
MST Application Test - Tier 3
None of the above
What is the target market for MSS Flex?
Manufacturing
Hosting
Hospitality and Franchise
Retail
Which of the below best defines your "Pipeline?"
A list of opportunities that may close in the future
A list of existing businesses who currently use Trustwave products
A list of opportunities that are guaranteed to close within 1 month
A list of opportunities that you will not close
True/False: You must log all calls you make in Salesforce
True
False
Which hardware device should you lead with in MSSFlex deals?
Fortinet UTM
Cisco SourceFire IPS
Trustwave UTM
FireEye WildFire
Your customer has some concerns about the security of their WiFi network in their brick and mortar stores: what SpiderLabs service would you recommend, and how would you price it?
MST Internal Network Penetration Test - Tier 3
Legacy Test - Onsite WiFi Assessment
MST Application Test - Tier 3
None of the above
How would you indicate that a Closed/Won deal came from a Referral Partner?
Email your Sales Manager with the SF opportunity link
Email Sales Ops with the SF opportunity link
Check the "Referral Fee" box in Salesforce
None of the above
1. How many merchants are enrolled in TrustKeeper through the Alliance partnerships?
3,500,00
2,000,000
100,000
1,000,500
What is the best description of MSS Flex?
A single stand-alone product
A bundle of integrated, managed services
A bundled marketing program for RSA 2016
A combination of products and services to support payment processors
What is the purpose of the Alliance Team?
Manage Merchant Programs to help Alliance partners drive PCI adoption
Drive merchant awareness through marketing initiatives
Work with partner sales to enable Trustwave direct opportunities
All of the above
What determines if a test should be delivered under the MST or Legacy model?
If the test is required for PCI Compliance
If the customer worked with Trustwave before MST was available
If the testing requires a consultant to go onsite
None of the above
When in the sales process should you bring legal in to review your client agreement/addendum via Salesforce Deal Desk Approval (DDA)?
Before sending to client
After client signs document
When client marks up document
Only when client’s legal team has questions
Which combination of yearly pricing is most mutually beneficial to TW and the client and should be presented upfront?
1 YR / 5 YR
3 YR / 5 YR
1 YR / 3 YR
None of the above
True or False: Over 400 people at Trustwave touch the Alliance business every day.
True
False
Enter your name
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