August 2016 - New Hire Training SME Sales Week 2

A professional business environment with people engaged in a sales training session, showcasing teamwork and technology in action, in a sleek, modern office setting.

Trustwave Sales Training Quiz

Test your knowledge and understanding of Trustwave's sales strategies and processes with our comprehensive quiz. This 22-question assessment will cover key concepts related to Statement of Work, SpiderLabs, and effective presentation techniques.

Topics include:

Sales Process
Client Relationship Management
Penetration Testing Levels
Effective Communication

22 Questions6 MinutesCreated by NavigatingStrategies507

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

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

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)

When sending your SE a Calendar Invitation, you *must* include the following information:

An email should contain no more than ____ action items

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

In Presentation "The How," we must be sure to cover the following items with our client

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

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

August 2016 - New Hire Training SME Sales Week 2

Trustwave Sales Training Quiz

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