Managing for Frictionless Sales Coursera Quiz Answers

Get All Weeks Managing for Frictionless Sales Coursera Quiz Answers

This course introduces you to the Frictionless Sales Framework and how it can enable your sales team to be more effective and efficient. You’ll learn how to measure your team’s effectiveness with a Rep Efficiency Audit. You will discover how to create a sales process that aligns with your targeted buyer’s journey as well as your business goals.

You’ll also learn how to create an effective sales training program, hiring strategy, and onboarding process to help you staff your team with the best sales professionals and train them to be successful.

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Week 01: Managing for Frictionless Sales Coursera Quiz Answers

Practice Quiz: Frictionless Selling Framework

Q1. True or False: The attitude of people who come out of the bottom of your sales funnel directly impacts the number of people who might enter the top of your sales funnel.

  • True
  • False

Q2. Which one of the following actions can add friction to your company’s growth?

  • Overpromising and under delivering
  • Informed outreach
  • Systematic prioritization
  • Using real-time data

Q3. Which of the following refers to the enable phase of the frictionless selling framework?

  • You should develop an army of experts
  • Provide transparent pricing and discounts
  • You should scrutinize your sales and process tools
  • Align your team with your target buyer

Practice Quiz: Aligning Your Team Quiz Answers

Q1. What does a buyer do during the consideration stage of the buyer’s journey?

  • The buyer identifies a problem they are experiencing.
  • The buyer addresses their needs and compares the available solutions.
  • The buyer becomes aware of your solution.
  • The buyer decides on a solution.

Q2. What happens during the identify phase in the sales process?

  • Reps provide an expert consultation by spending time and identifying a lead’s specific goals and challenges.
  • Reps determine the lead’s budget and authority.
  • Reps gather as much information as possible about their leads and determine a clear way to prioritize them.
  • Reps prepare personalized presentations to explain why you are uniquely positioned to help the lead.

Q3. Sales reps should verify a lead’s budget and authority before exploring needs and timelines.

  • False
  • True

Graded Quiz: Transforming Your Sales Team through a Culture of Learning Quiz Answers

Q1. You’re looking to improve your reps’ performance in the next six months. How should you go about improving productivity?

  • Implement weekly tests
  • Implement peer coaching
  • Have one group meeting per month with all the reps
  • Implement sales coaching

Q2. True or False: Sales coaching is the productivity investment that improves reps’ performance best.

  • True
  • False

Q3. What productivity investment improves reps’ performance the best?

  • Sales coaching
  • One-on-one meetings
  • Weekly tests
  • Peer coaching

Q4. True or False: You should implement a strategic coaching initiative before you align your sales process to match the buyer’s journey.

  • True
  • False

Q5. You’re getting ready to build a successful coaching program. What is a crucial resource during this process?

  • A CRM or similar system for collecting data
  • MS Office
  • Email
  • None of the above

Q6. After you align your sales process to match the buyer’s journey, what is the next important step to take?

  • Implement a strategic coaching initiative
  • Set up weekly meetings
  • Ask sales reps what goals they would like to achieve
  • Gather all your data

Q7. What is the first step in implementing a coaching program?

  • Clearly define and measure your sales process
  • Speak to your sales reps
  • Define your customer journey
  • Hire an external sales trainer

Q8. You’re ready to implement a coaching program for your sales reps to help improve their weak spots. How do you begin?

  • Clearly define and measure your sales process
  • Define your customer journey
  • Hire an external sales trainer
  • Speak to your sales reps

Q9. True or False: A coaching program can be implemented without a clearly defined and measured sales process.

  • True
  • False

Q10. True or False: The GROW acronym stands for goal, reality, opinion and way forward.

  • True
  • False

Q11. You’ve decided to use the GROW model of coaching and you spend one-on-one time with your reps to learn what they want to accomplish. What letter in the acronym does this refer to?

  • G – the goal your rep wants to achieve
  • O – the options for reaching the goal
  • R – the reality of where they are now
  • W – helping them find a way forward

Q12. In the GROW model of coaching, what does G stand for?

  • Gather – Get all your sales reps together for training
  • Good – Focusing on the good parts of a rep’s performance
  • Gain – to gain your sales reps’ trust
  • Goal – the goal your rep wants to achieve

Q13. True or False: The third phase of the GROW model refers to helping your reps identify their options, and selecting which one to focus on.

  • True
  • False

Q14. When using the GROW model of coaching, how do you go about discussing your sales reps’ options with them?

  • So show each rep their own numbers and explain how those numbers compare to the team overall.
  • Ask them to decide what option is the best.
  • Help the rep identify all of the options and judge how difficult each one is. Then choose the one they want to focus on.
  • Start by choosing the easiest option.

Q15. You decide to use the GROW model of coaching. You begin by helping your reps identify their options and focus on one. What letter in the acronym does this refer to?

  • G – goals
  • W – way forward
  • R – reality
  • O – options

Q16. True or False: When your sales rep has decided on a way forward, they will still need further assistance from managers.

  • True
  • False

Q17. You’re helping your sales reps work on a way forward and that includes what qualifying questions to ask, product information and tips and techniques. Which one of the following is an effective way to assist them during this phase?

  • Test them weekly.
  • Keep notes around the office.
  • Print out the information they need and staple it to their cubicle.
  • Send it to them in an email.

Q18. Which of the following information can be compiled into a playbook to help sales reps once they have decided on a way forward?

  • Qualifying questions they should be asking during their sales meetings
  • Product information
  • Tips and techniques
  • All of the above

Q19. Why should you have monthly meetings with your sales reps?

  • To discuss their numbers from the previous month and their goals for the next month.
  • To address any concerns with their behavior.
  • It’s not necessary to meet monthly.
  • None of the above.

Q20. True or False: A great place to start using the GROW model with your sales reps is during one-on-one meetings.

  • True
  • False

Q21. When is a great place to start using the GROW model with your sales reps?

  • When their sales numbers decrease
  • When they show management potential
  • During group meetings
  • During one-on-one meetings

Q22. True or False: At minimum, managers should meet with sales reps to discuss their performance once every two months.

  • True
  • False

Q23. At minimum, how many times should managers meet with sales reps to discuss their performance?

  • Once per month
  • Once every two months
  • Once a week
  • Four times a year

Q24. As a new manager, you plan to meet with your sales reps’ regularly. What is the minimum number of times you can meet with sales reps to discuss their performance?

  • Once a week
  • Once every two months
  • Four times a year
  • Once per month

Q25. True or False: A pipeline meeting is a time for a sales team to review all the potential sales they’re currently working on.

  • True
  • False

Q26. Why are pipeline meetings an opportunity for sales reps to coach each other?

  • Reps can inspect each other’s deals during pipeline meetings.
  • Reps can take each other’s sales.
  • Reps can share contacts during meetings.
  • None of the above.

Q27. What is a pipeline meeting?

  • An opportunity for reps to share contacts.
  • A time for a sales team to review all the potential sales they’re currently working on.
  • An opportunity for reps to take each other’s sales.
  • A tool for managing sales reps

Q28. You’re thinking about introducing learning into the onboarding process at your company. Which of the following could help you foster a culture of learning?

  • Ask employees to get certifications during their first 90 days.
  • Ask employees to learn at home.
  • Set up daily tests.
  • Make learning compulsory.

Q29. How does the company Engaging Partners foster a culture of learning during the onboarding process?

  • By making learning compulsory.
  • By asking employees to learn at home.
  • By setting up daily tests.
  • By asking employees to get certifications during their first 90 days.

Q30. True or False: Engaging Partners fosters a culture of learning during the onboarding process by asking employees to earn certifications during their first 90 days?

  • True
  • False

Week 02: Managing for Frictionless Sales Coursera Quiz Answers

Practice Quiz: The Buyer’s Journey Quiz Answers

Q1. If you want to define your team’s sales process, which of the following would be the best place to start?

  • Past sales data
  • Your company’s revenue goal
  • The buyer’s journey
  • Anecdotal information from your sales team

Q2. True or false: Your sales process should only include actions that are within your team’s control.

  • True
  • False

Q3. Which of the following best describes the way your team should think about what happens to a customer after the sale closes?

  • Your sales team should focus on closing deals and not get distracted by post-sale politics
  • Customers that are likely to be unhappy after the sale should be given a discount before the sale
  • Your sales team should use any benefits your company offers to customers after the sale as an incentive for closing the deal
  • Every action your sales team takes should be focused on making sure the customer is happy after the sale

Graded Quiz: Establishing a Sales Process Quiz Answers

Q1. What is Jobs theory?

  • A way of digging into why people buy products
  • Hiring someone to do a job
  • Selling efficiently at a higher volume.
  • Identifying a profile of a customer

Q2. True or False: Jobs theory is a way of learning about why people buy products.

  • True
  • False

Q3. You’re learning more about the buyer’s journey and discover a way of digging into why people buy products. What is this theory called?

  • Jobs theory
  • Selling theory
  • Products theory
  • Buyer’s theory

Q4. Which of the following helps you understand the ways a person might evaluate your offering as a way to get their job done?

  • Personal requirement
  • Financial identity
  • Financial requirement
  • Functional identity

Q5. You want to determine the monetary guardrails needed to make your offering financially feasible for your customer. Which job dimension helps with this?

  • Financial identity
  • Personal requirement
  • Functional identity
  • Financial requirement

Q6. True or False: Functional requirements help uncover how a product or service acts as a symbol to represent what your customer believes about the world.

  • True
  • False

Q7. True or False: Your sales process affects everything your sales team does.

  • True
  • False

Q8. What is the sales process?

  • The first step in the buyer’s journey.
  • A set of clearly defined steps between a company and its employees.
  • A set of clearly defined steps and methods of communication between a company and its prospects.
  • The way sales reps communicate with customers.

Q9. Fill in the blank: A set of clearly defined steps and methods of communication between a company and its prospects is the ___.

  • Sales process paradox
  • Sales foundation
  • Sales strategy
  • Sales process

Q10. True or False: The buyer’s journey is the active research process someone goes through after making a purchase.

  • True
  • False

Q11. What does “selling is about buying” mean?

  • The sales process starts with an intimate understanding of who the buyer is
  • Starting your sales process by showing off your features and benefits
  • Creating a buyer journey before understanding the buyer
  • Selling the same pitch to every customer

Q12. You’re starting to learn about the buyer journey. Which of the following is a simple way to understand the buyer’s journey?

  • It is the process of informing the buyer about your product
  • The point of the buyer journey is to look at purchasing your product from the perspective of the buyer
  • The point of the buyer’s journey is to look at the purchasing of your product from the perspective of the sales rep
  • It is the process of getting your buyer to make a purchase quickly

Q13. What are the three stages in the buyer’s journey?

  • Awareness, decision, consideration
  • Consideration, awareness, decision
  • Awareness, consideration, decision
  • Consideration, decision, awareness

Q14. True or False: The decision stage in the buyer’s journey is when a buyer has picked a product and is ready to make a purchase.

  • True
  • False

Q15. Which of the following refers to the consideration stage in the buyer’s journey?

  • This is when the buyer chooses the least expensive option
  • This is when a buyer has chosen to buy a product
  • The different categories of ways a buyer can solve a problem
  • The problems and opportunities that a buyer is thinking about

Q16. True or False: More important than the methodology you choose is the way you choose to document it.

  • True
  • False

Q17. Once you have defined the steps of your sales process, what is the next step?

  • Define your sales methodology
  • Get your sales reps to make calls
  • Define the buyer’s journey
  • Choose one sales methodology

Q18. Which of the following is true about a sales methodology?

  • There are a lot of methodologies to choose from
  • A sales methodology is not essential
  • There is only one type of sales methodology
  • You define your sales methodology before your sales process

Q19. You’re ready to create a playbook for your sales reps. Which of the following should be included?

  • Content that you want your reps sharing with prospects during the sales process
  • Your sales process
  • Your methodology
  • All of the above

Q20. What is the sales playbook used for?

  • It reduces the time spent speaking to prospects
  • It provides a list of all the contacts for your reps to go through
  • It shows your reps the best way to execute your sales process
  • It is a quick onboarding tool

Q21. True or False: A playbook is the accumulation of knowledge that you provide the reps at one stage of the sales cycle.

  • True
  • False

Q22. In which of the following ways can you monitor how well your sales process is performing?

  • Speak to customers who have gone through the sales process only
  • Map your process and evaluate the performance at least every three months
  • Avoid speaking to prospects during the sales process
  • Meet with your sales reps quarterly

Q23. True or False: Talking to the people who have gone through your sales process is the only way to monitor your performance.

  • True
  • False

Q24. Mapping your process and evaluating the performance every three months helps with which process?

  • Monitoring how often you should contact prospects
  • Monitoring how well your sales process is working
  • Monitoring how many prospects are contacted
  • Monitoring how well your sales reps are performing

Q25. What does it mean if your sales process is “humming”?

  • More than 80% of reps are hitting quota consistently
  • More than 50% of reps are hitting quota consistently
  • Reps are complaining about “process improvements”
  • New hires struggle to hit their target

Q26. If more than 80% of your reps are hitting quota consistently, what stage is your sales process in?

  • The process stage
  • The experimental stage
  • The humming stage
  • The thrashing stage

Q27. True or False: If your sales process is in the humming stage, it means that no sales reps are complaining about “process improvements.”

  • True
  • False

Q28. What is the thrashing stage?

  • Thrashing from one “solution” to another instead of continuous improvement
  • Running rapid experiments and continuously improving
  • Identifying what went wrong and improving
  • Sticking to one solution

Q29. If your sales process isn’t humming, the best way to get there is to run rapid experiments and continuously improve. What is this stage called?

  • The experience stage
  • The thrashing stage
  • The experimenting stage
  • The continuous improvement stage

Q30. True or False: It’s better to experiment and make incremental improvements to your sales process instead of thrashing from one solution to another.

  • True
  • False

Week 03: Managing for Frictionless Sales Coursera Quiz Answers

Practice Quiz: Sales Training Techniques and Ideas Quiz Answers

Q1. If you want to create a training program for your sales team, which of the following is the best place to start?

  • Set up an online Learning Management System (LMS)
  • Define your sales process
  • Assign a top performer to design the training
  • Hire a professional trainer

Q2. True or false? It’s important to cover a large number of various topics in each training session.

  • True
  • False

Q3. According to The Five Stages of Sales Mastery and Behavior Change, which of the following should happen after the training session ends?

  • Skill Development, where knowledge is converted into behavior
  • Skill Transfer, where skills are applied in the real world
  • Skill Mastery, where skills are practiced and perfected
  • All of the above

Graded Quiz: Coaching and Growing a Sales Team Quiz Answers

Q1. True or False: The sales process is a good place to start when determining what to cover in a sales training program.

  • True
  • False

Q2. There are four main steps when creating a sales training program. Which of the following is the first step?

  • Confirm with the executive team what they would like covered
  • Reach out to professional trainers
  • Decide what’s going to be covere
  • Outline training presentation

Q3. You are starting to develop a sales training program and you’re deciding what’s going to be covered. Where is a good place to start?

  • With exit interviews from sales people
  • Taking a look at the sales process
  • Interviewing upper management
  • Taking a competitor’s sales training program

Q4. You’ve determined the content that will be in your sales training sessions, but are unsure how to structure the information. What is a useful framework for delivering this information?

  • A series of slide decks
  • The five stages of mastery
  • The four stages of mastery
  • The five stages of skill development

Q5. True or False: The five stages of mastery are important to know, but generally are not considered a good way to structure sales training information.

  • True
  • False

Q6. There are four main steps when creating a sales training program. Which of the following is the second step?

  • Decide how to structure the information
  • Confirm with the executive team what they would like covered
  • Reach out to high-performing salespeople
  • Determine what will be covered

Q7. True or False: A whiteboard demo is a powerful assessment tool in the skills development stage of skills mastery.

  • True
  • False

Q8. You are struggling to determine a helpful assessment tool for the skill development stage of the five stages of skills mastery. What is a useful tool for determining understanding in this stage?

  • Demo sales presentations
  • The five stages of mastery
  • A whiteboard demo
  • A whiteboard brainstorming session

Q9. In the five stages of skill mastery, which of the following is usually the most important?

  • Skills development: Developing skills with practice and assessment
  • Information structuring: Decide how the included information will be structured
  • Reward planning: Explore compensation incentives for successful training.
  • Management consideration: Incorporate upper management for verification.

Q10. True or False: When deciding who will lead a training, you just ask the highest performing salesperson.

  • True
  • False

Q11. You are deciding who will run the training now that it’s well planned out. Should you just ask the top performing salesperson?

  • No- they are likely too busy for something like this.
  • Yes- they’re experience is more important than how they will train.
  • Yes- a good salesperson is always a good trainer.
  • Maybe- if they seem like a good teacher and have time to prepare.

Q12. There are four main steps when creating a sales training program. Which of the following is the third step?

  • Practice the training multiple times.
  • Decide who will run the training.
  • Structure the information being delivered in the training program.
  • Brainstorm possible incentives for training completion.

Q13. True or False: The best way to measure success after a training session is to look at specific sales metrics.

  • True
  • False

Q14. There are four main steps when creating a sales training program. Which of the following is the fourth step?

  • Practice the training with a salesperson from a competitor.
  • Decide who will facilitate the training session.
  • Reorganize the content of the training session
  • Decide how you will measure results.

Q15. You are going over the sales metrics after a sales training session has completed. Initially, metrics improved, but they soon dropped back to pre-training levels. What might be a useful next step?

  • Running the training session again.
  • Starting from scratch with new training.
  • Choosing better incentives.
  • Starting a coaching program.

Q16. There are four main steps to building a sales coaching program. Which of the following is the first step?

  • Pick a sales coach.
  • Decide what will be covered.
  • Use the GROW model.
  • Define your sales process.

Q17. You are working on defining your company’s sales process to start a sales team coaching program. Why is this an important first step?

  • A coach doesn’t need to know the sales process, but a salesperson does.
  • A defined sales process makes it easier for an outside sales coach to help.
  • A coaching program helps salespeople execute a defined sales process.
  • A coaching program works universally, no matter what the sales process is.

Q18. True or False: At the outset of any sales coaching program, it’s important to throw out any existing sales processes.

  • True
  • False

Q19. True or False: When developing a coaching program, ineffective methods of coaching should be stopped.

  • True
  • False

Q20. You are working on your company’s coaching program. What is generally regarded as the most helpful way to coach?

  • Regular timed assessments.
  • Frequent and specific critique.
  • Showing someone how to do something.
  • Helping a salesperson find their own way forward.

Q21. There are four main steps to building a sales coaching program. Which of the following is the second step?

  • Decide what will be covered.
  • Pick a sales coach.
  • Redefine the sales process.
  • Stop using ineffective coaching techniques.

Q22. There are four main steps to building a sales coaching program. Which of the following is the third step?

  • Use the GO method in one-on-one meetings.
  • Interview outside sales coaches.
  • Start planning one-on-one meetings.
  • Use the GROW method in one-on-one meetings.

Q23. You have been asked about coaching meetings in your company’s coaching program. What types of meetings are most helpful when coaching?

  • One-on-one meetings.
  • Daily meetings.
  • Team meetings.
  • Monthly meetings.

Q24. In the GROW model, what does the “O” stand for?

  • Outline
  • On Track
  • Openings
  • Option

Q25. In the GROW model, what does the “W” stand for?

  • Wind Down
  • Wants
  • Way Forward
  • Wins

Q26. In the GROW model, what does the “R” stand for?

  • Results
  • Reality
  • Ranking
  • Right Now

Q27. True or False: Encouraging sales reps to coach each other can help a team build a coaching culture.

  • True
  • False

Q28. You have been asked about how coaching can fit into team meetings. What types of team meetings lend themselves to coaching?

  • Sales and marketing meetings.
  • Film reviews and pipeline meetings.
  • Smarketing meetings.
  • Quarterly meetings.

Q29. There are four main steps to building a sales coaching program. Which of the following is the fourth step?

  • Hold company-wide one-one-one meetings.
  • Determine incentives for top performers.
  • Encourage reps to coach each other.
  • Receive coaching.

Week 04: Managing for Frictionless Sales Coursera Quiz Answers

Practice Quiz: Hiring Sales Reps Quiz Answers

Q1. If you want to create a recruiting and hiring strategy for your sales team, which of the following is the best place to start?

  • Standardize your compensation rates.
  • Define your sales process.
  • Start networking with potential candidates on LinkedIn.
  • Write a detailed job description of the sort of person you want to hire.

Q2. How does using buyer personas influence the process of hiring salespeople?

  • You should be looking to hire salespeople who will be able to connect with the people represented by your buyer personas.
  • You should create sales personas for the kinds of salespeople who will succeed on your team and hire the candidates who most resemble those personas.
  • You should ask job candidates to create a buyer persona for what their perceived target customer looks like and then hire the candidate who creates the best persona.
  • You should only hire people who know what buyer personas are.

Q3. True or False: It’s important to ask the exact same questions to every candidate in every interview.

  • True
  • False

Practice Quiz: Sales Onboarding Quiz Answers

Q1. If you want to create an onboarding program for your sales team, which of the following is the best place to start?

  • Put time on your top performers’ calendars for when they can be shadowed by new hires.
  • Define your sales process.
  • Ask your current sales reps what information they think should be covered during onboarding.
  • Meet with your human resources director to determine the needs of your company as a whole.

Q2. True or False: Your onboarding program should focus exclusively on the ways your salespeople will interact with customers.

  • True
  • False

Q3. You can’t include everything you’d like to in your onboarding program. What should you do with the information you can’t cover?

  • Turn it into training that can be delivered to salespeople when they need it.
  • Print it out and have the new hires read it on their own time.
  • Don’t worry about it. Anything that isn’t needed on the first day of the job isn’t pressing enough to spend time teaching.
  • Give your new hires the opportunity to figure it out for themselves.

Graded Quiz: Hiring and Onboarding Sales Reps Quiz Answers

Q1. True or False: There is no such thing as innate sales skills, it’s better to find sales reps who can execute your company’s sales process.

  • True
  • False

Q2. You have been tasked with hiring new sales reps, but it’s unclear to you and your team who this sales rep would be selling to. What should you do?

  • Determine the target persona that the salesperson will be selling to
  • Attempt to hire experienced sales people from competing companies
  • Pause the hiring process
  • Hire for this position internally

Q3. You are trying to figure out whether a sales rep will be successful at your company. Is it necessary to use tests and evaluations to determine this?

  • Pause the hiring process
  • Hire for this position internally
  • Attempt to hire experienced sales people from competing companies
  • No- you can use data about the existing sales team and their successes and failures

Q4. Complete the following sentence: when interviewing potential sales rep candidates, it’s important that the interview process is…

  • Personalized
  • Flexible
  • Rigorous
  • Standardized

Q5. You are working on assessments in your sales hiring strategy. Which of the following is perhaps the most important, but also the most overlooked assessment?

  • Skills assessment
  • “Stress test” assessment
  • Personality assessment
  • Behavioral assessment

Q6. You are working on a more thorough interview process for new sales reps. Which of the following skills is best measured by a role play exercise followed by feedback?

  • Charisma
  • Coachability
  • Flexibility
  • Intuition

Q7. You are finding that your company has grown and you now need to fill sales rep roles that are very different than they were a month ago. How can you avoid this in the future?

  • A recruitment strategy
  • Hiring more HR talent
  • Improving compensation packages
  • Freezing company growth temporarily

Q8. True or False: Sales onboarding should include very little information so that a new rep can learn by doing.

  • True
  • False

Q9. You are building out a sales process playbook for new sales reps. Beyond that sales process, what is another important thing to include?

  • Information about the internal processes a new employee needs to understand in order to thrive at your company
  • Quizzes and assessments
  • A phone directory
  • Information about competitors

Q10. Why is it a good idea to “chunk” information throughout the sales onboarding process?

  • It allows for more assessments
  • It’s simpler to execute
  • It keeps everyone learning at the same rate
  • It avoids information overload
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