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

Selling products through social media advertisements only

Answer

Posting product discounts on social media platforms

Answer

Managing customer complaints via social channels

Question 2

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

Accepted Answer

Answer

Instagram

Answer

TikTok

Answer

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

A metric that measures the number of leads generated from LinkedIn

Answer

A paid LinkedIn feature that automates outreach messages

Answer

A ranking of LinkedIn accounts by follower count

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

To increase follower counts

Answer

To replace cold calling entirely

Answer

To generate immediate purchases

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

Creating urgency through limited-time offers

Answer

Triggering automated email sequences via CRM

Answer

Using chat triggers on the company website

Question 6

Which behavior is considered a best practice in social selling outreach?

Accepted Answer

Personalizing messages based on the prospect's profile, content, and recent activity

Answer

Sending generic connection requests with no personalization

Answer

Immediately pitching products after connecting with a prospect

Answer

Sending the same message to all prospects to save time