June 2016 - New Hire Training SME Sales Week 2
Trustwave SME Sales Quiz
Test your knowledge on Trustwave's systems and processes with our comprehensive quiz designed specifically for the June 2016 New Hire Training program.
This quiz covers essential topics such as Statement of Work (SOW), SpiderLabs services, and effective sales strategies.
- 25 engaging questions
- Multiple choice, checkboxes, and true/false formats
- Enhance your understanding of Trustwave's operations
What type of Statement of Work would you need to create for an existing client who already has terms and conditions in place?
Master Agreement
Addendum
Purchase Order Exception Form
Modification Agreement
What three areas make up SpiderLabs?
Research, Penetration Testing, Incident Response & Forensics
Research, GCRS, Incident Response & Forensics
Threat Management, Research, Penetration Testing
None of the above
What is the goal of the Business Discovery?
To help your client see the value in partnering with Trustwave
To learn what products the client is most interested in
To help the client realize the need to change what they are currently doing
To provide a demo and basic overview of Trustwave's portfolio of solutions
What must you ALWAYS select from the SOW Builder?
Table of Contents page
About Trustwave page
SpiderLabs MST Services
PO Exception Form
Leads can be assigned based on which of the following criteria?
Client Request
Industry, State/Province
Rep Request
Sales Ops' discretion
The 4 Levels of Penetration Testing types include:
Basic, Intermediate, Targeted, Advanced
Basic, Opportunistic, Targeted, Advanced
Basic, Secondary, Advanced, Platinum
None of the above
The last T in TUIT stands for:
Typically this will go one of two ways: this may be a fit and we can discuss next steps, or it may not be a fit and we can part ways no problem.
Thank you for your time
Typically this will go one of two ways: this may not be a fit, and if that is the case we can part ways no problem, however many clients see the value in moving forward, in which case we can discuss those next steps
Typically this goes well for most clients I speak with, and we can outline next steps at the end of this conversation.
What types of things can you modify in a Statement of Work? (without consulting outside departments)
Pricing
Proposal expiration (How long the proposal is valid)
Terms and Conditions
Contract term dates
All of the above
All of the above except for C
True/False: ASV Scans for PCI are always External Vulnerability
True
False
How many times should you attempt to contact a lead before moving the lead to "archive"
1-2 attempts
3-5 attempts
5-8 attempts
1 email and 1 phone call
When sending your SE a Calendar Invitation, you *must* include the following information:
ACE and RAP
Budget
Call Participants/Roles in Organization
Past issues/relationship with Trustwave
All of the above
All of the above except B
True/False: The majority of emails today are still read on a desktop computer
True
False
If a duplicate account exists in Salesforce, what should you do?
Ask Sales Ops to merge accounts
Delete the duplicate account
Leave the record alone and continue to work under the primary record
Edit the Account Name to read "Duplicate Account - Do Not Contact"
What is a scan?
Live Host Discovery
Port Service Fingerprinting
Test of a Live Host
All of the above
An email should contain no more than ____ action items
1
2
3
As long as you use bullet points, you can outline multiple action items
In Presentation, "The What" delivers _______, while "The How" delivers ______.
Our Value/Your Reason
Reason for Call/How it works
Emotional Connection/Logical Outline
Products Involved/Cost to Client
Who can sign a legal document on behalf of Trustwave
CEO
Sales Rep
Sales Manager
VP of Sales
In Presentation "The How," we must be sure to cover the following items with our client
Products Involved
Terms and Conditions of Agreement
Timeline for Implementation
Cost of Solution
All of the above
All of the above except D
In Presentation "The What," we use ____________ as a way to anticipate the client's objections and address them early in the conversation
Common Ground
Audience
Objective
Real Benefits
ACE stands for
Admit Customer Exceptions
Always Carefully Examine
Address Customer Expectations
Address Cost Efficiency
True/False: The purpose of SE Discovery is to uncover the client's need to change
True
False
______% of people say they look at the right hand side of their screen
25
60
30
70
Which of the below is not a step in "Our Story" (Presentation: The What)
Audience
Common Ground
Objective
Tradeoff
WIIFM
At the very end of the Sales Process, we can refer back to ________, and state that we believe we have found a fit.
TUIT
Typical Problem/Typical Client
Anchor Statement
Business Discovery
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