Practice Test Geeks(ATD) ATD Sales Enablement Certification Practice Test
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Buyer Journey & Customer Personas Flashcards

7 cards from real ATD practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.

Read the first 7 Buyer Journey & Customer Personas flashcards as text

  1. During which stage of the buyer journey is a prospect most likely to compare vendor pricing and read case studies?

    Answer: Decision

    In the Decision stage, buyers evaluate specific vendors, review pricing, and seek social proof like case studies before committing.

  2. A customer persona attribute that describes a buyer's professional goals and what they are trying to achieve at work is called a:

    Answer: Job-to-be-done

    The 'job-to-be-done' framework captures the functional and emotional tasks a buyer is trying to accomplish in their professional role.

  3. Which sales enablement practice best helps reps engage buyers who are stuck in the Consideration stage?

    Answer: Providing ROI calculators and detailed comparison guides

    ROI calculators and comparison guides address the specific evaluation needs of buyers in the Consideration stage who are weighing options.

  4. What is 'negative persona' in the context of sales enablement?

    Answer: A profile of individuals who are NOT a good fit for the product

    A negative persona defines who sales teams should deprioritize, helping reps avoid spending time on poor-fit prospects.

  5. A sales rep notices a prospect has downloaded three whitepapers and visited the pricing page twice. This behavior is most indicative of which buyer journey stage?

    Answer: Decision

    Pricing page visits combined with deep content consumption signal that the buyer is actively evaluating vendors in the Decision stage.

  6. Which data source is most reliable for validating the accuracy of a customer persona?

    Answer: Interviews with actual current and former customers

    Direct interviews with real customers provide firsthand qualitative insights that make personas accurate and actionable.

  7. In the context of the buyer journey, 'trigger events' are best described as:

    Answer: External circumstances that prompt a buyer to start evaluating solutions

    Trigger events are real-world changes—like a leadership change, regulation, or growth milestone—that activate a buyer's need to find a solution.