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June 2016 - New Hire Training SME Sales Week 3

A _____ should be created in Salesforce, while a _____ should be scheduled in your calendar
To Do/Appointment
Task/Logged Call
Appointment/Task
Task/Appointment
Does your Lead Queue report on your Homepage Dashboard utilize Created Date or Last Interesting Moment Date?
Created Date
Last Interesting Moment Date
Neither
Both
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 DLP products does Trustwave offer?
Discover only
Endpoint
Discover, Monitor, Protect Web, Protect Email
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
When in the sales process should you ask Legal to review your Client Agreement/Addendum via the Salesforce Deal Desk Approval?
Before sending to client
After client signs document
When client redlines document
Only if the client has questions for Legal
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
DLP Monitor and Protect (Web and Email) are collectively known as
DLP Enterprise
DLP Network
DLP Discover
Endpoint DLP
What type of Partner is defined as a credit card processor or credit card issuer who refers their merchants to Trustwave?
Alliance Partner
Distributor Partner
Referral Partner
Reseller Partner
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
DLP Discover is focused on what kind of data?
Data in Motion
Data in the Cloud
Data at Rest
All of the above
When handling an Objection at the beginning of the Sales Process (Steps 1-3), you will use this process:
ARP
APP
APIP
None of the above
True/False: You must log all calls you make in Salesforce
True
False
What does DLP stand for? (in the context of Trustwave products and solutions)
Digital Light Processing
Data Loss Prevention
Democratic Labour Party
Diagnostics of Loss Potential
Which hardware device should you lead with in MSSFlex deals?
Fortinet UTM
Cisco SourceFire IPS
Trustwave UTM
FireEye WildFire
In terms of Lead Ratings, what rating is automatically assigned to reps and requires *immediate* follow up
Responder
Marketing Qualified Leads (MQLs)
Sales Ready Leads (SRLs)
Both MQLs and SRLs
DLP Functionality (usually somewhat limited in nature) included as an option in a separate product is known as
Lite DLP
Partial DLP
Integrated or Embedded DLP
DLP Pro
How would you indicate that a Closed/Won deal came from a Referral Partner?
Email your Sales Manager with the SF opportunity link
Send an email to SalesOps with the SF opportunity link
Check the "Referral Fee" box in Salesforce
None of the above
What is the minimum amount your TCV should be per year in order to bill monthly or quarterly?
$8K
$10K
$15K
No minimum
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
ARP stands for:
Admit, Reply, Pardon
Argue, Retort, Plead
Acknowledge, Request, Pivot
Acknowledge, Respond, Pivot
If you're actively following up on a lead, you should immediately change the Lead Status to ___?
Qualifying
Qualified
Archived
Rejected
True/False: If you are assigned a SRL with a personal email address (ex: @gmail, @yahoo), you should dismiss the lead as personal emails are not real leads.
True
False
Which selection below is not a valid Transaction Type Definition?
Add-On Product or Service
New Customer
Old Customer
Renewal License or Service
Enter your name
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