CSM CSM Digital Sales & Social Selling

Question 1

What is social selling in the context of B2B sales?

Accepted Answer

Using social networks to find, connect with, and nurture prospects to build relationships that lead to sales

Answer

Social selling leverages social networks to build authentic relationships with prospects, moving them toward a purchase decision over time.

Question 2

Which social platform is considered MOST effective for B2B social selling?

Accepted Answer

Answer

LinkedIn is the dominant B2B social platform, offering professional networking, content sharing, and direct access to decision-makers.

Question 3

What is LinkedIn's Social Selling Index (SSI)?

Accepted Answer

A score that measures a salesperson's effectiveness across four social selling dimensions on LinkedIn

Answer

LinkedIn's SSI measures performance across four pillars: establishing a professional brand, finding the right people, engaging with insights, and building relationships.

Question 4

What is the primary goal of content sharing in a social selling strategy?

Accepted Answer

To establish credibility and attract prospects by demonstrating expertise

Answer

Sharing relevant content positions the salesperson as a trusted industry expert, attracting prospects who are researching solutions.

Question 5

What does 'trigger event selling' involve in a social selling context?

Accepted Answer

Monitoring social signals (promotions, company news, funding) to time outreach strategically

Answer

Trigger event selling monitors prospects' social activity — such as promotions or company announcements — to initiate timely and relevant outreach.

(CSM) Certified Sales Manager Practice Test

(CSM) Certified Sales Manager Practice Test

CSM CSM Digital Sales & Social Selling