ATD Buyer Journey & Customer Personas 2

Question 1

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

Accepted Answer

Decision

Answer

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

Question 2

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

Accepted Answer

Job-to-be-done

Answer

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

Question 3

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

Accepted Answer

Providing ROI calculators and detailed comparison guides

Answer

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

Question 4

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

Accepted Answer

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

Answer

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

Question 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?

Accepted Answer

Decision

Answer

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

(ATD) ATD Sales Enablement Certification Practice Test

(ATD) ATD Sales Enablement Certification Practice Test

ATD Buyer Journey & Customer Personas 2