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

January 2017 - New Hire Training SME Sales Week 3

More Quizzes