September 2016 - EMEA Bootcamp
EMEA Bootcamp Quiz: Test Your Knowledge!
Welcome to the EMEA Bootcamp Quiz! This quiz comprises 32 challenging questions designed to assess your understanding of Trustwave's products, services, and sales strategies. Whether you're a seasoned professional or new to the field, this quiz provides an opportunity to strengthen your knowledge and skills.
- Multiple choice format for ease of answering
- Covers a range of topics from compliance to sales techniques
- Instant feedback on your performance
Waiting more than 24 hours to follow up on a lead decreases the chance of further qualifying that lead and converting to an opportunity by ___%VS following up within 1 hour
10%
45%
60%
None of the above
True/False: Trustwave is the governing body of the PCI SSC
True
False
What department handles lead assignments?
CRM Admin
Delivery Ops
Sales
Sales Ops
A vendor primarily uses _____ to close deals, while an Advisor relies on ______
Price/Problem-Solving Skills
Trust/Skills in Specific Field
Price/Knowledge across multiple disciplines
Skills in Specific Field/Price
What is the target market for MSS Flex?
Manufacturing
Hosting
Hospitality & Franchise
Retail
How many new pieces of malware are generated in a typical day?
Hundreds
Thousands
50,000 to 75,000
1 million
Which acronym denotes the questionnaire a merchant would fill out to self-assess their PCI stance?
QA PCI DSS
QSA
SA PCI DSS
SAQ
What is the goal of the Opening Statement? (Step1 of Sales Process)
To schedule an appointment with your client
To tell a story of how Trustwave's products are the best
To earn 1-minute of the client's time
To introduce yourself
When are you allowed to sell CVS without scanning?
When client currently has scanning with a different vendor
When client currently has scanning with Trustwave
When client agrees to pay more for CVS services
Never
Who can sign a legal document on behalf of Trustwave?
CEO
Sales Rep
Sales Manager
VP of Sales
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 of the answers below is an example of creating urgency?
Reiterate the client's goals
Send with expiry
Check for remaining concerns
All of the above
All of the above except C
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
When should you spread the discount evenly in SalesForce?
When you want to avoid discount approval
When selling all services/products in the same bundle
Never - discounts should not be the same
A and B
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
Entities classified as a Level 1 Merchant or Service Provider must prove compliance with the PCI DSS by satisfying the following validation requirements:
Onsite Compliance Validation Assessment + (4) clean quarterly penetration tests
Annual Self-Assessment Questionnaire + (4) clean quarterly network scans
Onsite Compliance Validation Assessment + (4) clean quarterly network scans
Annual Self-Assessment Questionnaire + (4) clean quarterly penetration tests
Why do most other gateways fail to stop new malware in real time?
They look for known code strings, or use out-of-line sandboxes
Technology is consistently outdated
Breach response services/forensics are more profitable
All of the above
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
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
How can you make changes to a quote that has been submitted?
Email Sales Ops to make the change
Wait for Sales Ops to reject and send back to you
Use the "Clone with Configurations" button to clone the quote and start over
Change the stage to "Closed Lost" to reopen the opportunity
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
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
*Traditional* Salespeople first focus on ____, and only then focus on ____
Why Us/Why Change
Close/Present
Why Change/Why Us
Qualify/Close
Complete the following sentence with the correct choice from below. "Trustwave assesses and validates more payment infrastructures than the next ____ competitors combined."
2
3
4
10
How do you update shipping or billing information on an opportunity?
Email Sales Ops to make the change
Change the stage to "Closed Lost" to reopen the opportunity
Update Contact Information
None of the above
When selling through a reseller, what additional documents do you need for your order aside from the partner agreement?
Non-Disclosure Agreement (NDA)
Purchase Order (PO)
Statement of Work (SOW)
None of the above
Which vendors have a managed anti-malware service with a zero-malware guarantee?
IBM, FireEye, Trustwave
McAfee, FireEye, Trustwave
Symantec, Sophos, Trustwave
None of the above
Which of the below makes Trustwave Managed Anti-Malware the best web gateway security available?
More layers of engines
Patented technology and zero-malware guarantee
Most in-depth, robust solution
None of the above
The four levels of Penetration Testing types include:
Basic, Intermediate, Targeted, Advanced
Basic, Opportunistic, Targeted, Advanced
Basic, Secondary, Advanced, Platinum
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
What feature in Salesforce helps you to stay organized by creating a checklist of items to complete?
Contacts
Opportunities
Work Orders
Tasks
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