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May 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
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
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
What is the target market for MSS Flex?
Manufacturing
Hosting
Hospitality and Franchise
Retail
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
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
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 2017
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 does DLP stand for? (In the context of Trustwave products and solutions)
Digital Light Processing
Data Loss Prevention
Democratic Labor Party
Diagnostics of Loss Potential
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
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
What feature in Salesforce helps you to stay organized by creating a checklist of items to complete?
Contacts
Opportunities
Work Orders
Tasks
During the provisioning process the customer will need to provide which of the following?
Shipping information for hardware
Provisioning information such as IP addresses and firewall rules
Qualified personnel during install to test their systems
Information on third-party devices and firewall rules
All of the above
DLP Monitor and Protect (Web and Email) are collectively known as:
DLP Enterprise
DLP Network
DLP Discover
Endpoint DLP
What are the 4 types of Customer Statuses in Salesforce?
Customer, Expired Customer, Prospect, Non Active Prospect
New Customer, Old Customer, Opportunity, Expired Prospect
Customer, Ex-Customer, Current Prospect, In-Active Prospect
New Customer, Expired Customer, Lead, Expired Prospect
T/F: The Close Date of an opportunity is YOUR estimation of when that deal will book in Salesforce (Signed SOW and Signed Purchase Order from Customer).
True
False
Who is authorized to sign sales contracts on behalf of Trustwave?
You may sign
A member of the legal team
The CEO
Any member of the executive team
What total contract value (TCV) threshold is required for legal to engage in contract terms negotiation in the US?
$15,000
Legal will negotiate upon client's request
$30,000
$50,000
What DLP Products does Trustwave offer?
Discover only
Endpoint
Discover, Monitor, Protect Web, & Protect Email
None of the above
You are working on an Opportunity with a Reseller. Which of the following are necessary?
A. Select the channel partner you are working with from the Opportunity Reseller drop down box under Opportunity Information
B. Check the ‘Referral Fee’ box
C. Select the appropriate Channel Manager under the Opportunity Detail Information
D. Include the Alliance Partner
E. Both A & C
True/False: Provisioning will make sure the firewall configuration is PCI compliant upon install.
True
False
Enter your name
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