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
Which of the following best represents a 'psychographic' attribute in a customer persona?
Answer: The buyer's risk tolerance and attitude toward innovation
Psychographics capture beliefs, values, attitudes, and behavioral tendencies that influence how a buyer makes decisions.
In sales enablement, a 'buyer journey map' is primarily used to:
Answer: Visualize and align the selling process to the buyer's purchasing experience
A buyer journey map visualizes the steps, emotions, and needs of the buyer so sellers can align their approach to the buyer's actual experience.
An economic buyer persona is primarily concerned with:
Answer: Financial ROI, budget impact, and business outcomes
Economic buyers focus on whether the investment delivers measurable business value and fits within strategic financial priorities.
When a sales team reports that deals frequently stall after the initial discovery call, a sales enablement professional should first investigate:
Answer: What content and messaging is available for the Consideration stage
Stalling after discovery typically means buyers lack the information they need to advance, pointing to a gap in Consideration-stage content or messaging.
Which of the following is NOT typically included in a customer persona document?
Answer: The buyer's personal credit score
Personal financial data like credit scores is irrelevant and unavailable for B2B persona development; personas focus on professional context and behaviors.
A 'champion' in a buying committee is best described as:
Answer: An internal advocate who drives support for the purchase within their organization
A champion actively sells the solution internally, builds consensus, and accelerates the deal by navigating their organization on the vendor's behalf.
Which approach is most effective for uncovering the 'hidden' concerns of a buyer persona that they may not state openly in a sales conversation?
Answer: Conducting win/loss interviews with buyers after deals close
Win/loss interviews provide candid, post-decision insights about the real concerns and motivations that buyers often don't express during active sales cycles.