NEEDS MET TELUS STUDY GUIDE 2026
PRACTICE TESTED QUESTIONS FINAL
PAPER GRADED A+
⩥ What should you avoid using in a prospecting email?
Answer: Bullet points
Images
Attachments
⩥ How should you open a discovery call?
Answer: Set the expectations for the call.
⩥ A sentence is generally incomplete when:
Answer: It lacks a subject and a verb
⩥ What's a Champion?
Answer: Someone who salespeople love.
⩥ What's the best definition for a sales cadence?
Answer: A cadence is the sequence of activities you perform in order to
make contact with a prospect.
, ⩥ What factor(s) make a major sale different from a small sale?
Answer: Length of the sales cycle, size of customer commitment, risk,
and the ongoing relationship.
⩥ What are the two types of needs talked about in the book SPIN Selling
and what is the difference between the two?
Answer: Implied Need—a statement of a buyer's problem,
dissatisfaction, or difficulty with the current situation.
image Explicit Need—a clear statement of a buyer's want, desire, or
intention.
⩥ Please describe what a sales cycle is along with all of the different
stages of a sales cycle in order based on what was taught in the course.
Answer: The sales cycle is a set of activities an SDR/BDR uses to move
a prospect through the sales process.
These steps include Research, Outreach, Discovery, Present, Follow-Up,
and Close.
⩥ Which part of BANT is the most important and why?
Answer: In BANT, need is the most important because without it there is
less of a reason to do business.
PRACTICE TESTED QUESTIONS FINAL
PAPER GRADED A+
⩥ What should you avoid using in a prospecting email?
Answer: Bullet points
Images
Attachments
⩥ How should you open a discovery call?
Answer: Set the expectations for the call.
⩥ A sentence is generally incomplete when:
Answer: It lacks a subject and a verb
⩥ What's a Champion?
Answer: Someone who salespeople love.
⩥ What's the best definition for a sales cadence?
Answer: A cadence is the sequence of activities you perform in order to
make contact with a prospect.
, ⩥ What factor(s) make a major sale different from a small sale?
Answer: Length of the sales cycle, size of customer commitment, risk,
and the ongoing relationship.
⩥ What are the two types of needs talked about in the book SPIN Selling
and what is the difference between the two?
Answer: Implied Need—a statement of a buyer's problem,
dissatisfaction, or difficulty with the current situation.
image Explicit Need—a clear statement of a buyer's want, desire, or
intention.
⩥ Please describe what a sales cycle is along with all of the different
stages of a sales cycle in order based on what was taught in the course.
Answer: The sales cycle is a set of activities an SDR/BDR uses to move
a prospect through the sales process.
These steps include Research, Outreach, Discovery, Present, Follow-Up,
and Close.
⩥ Which part of BANT is the most important and why?
Answer: In BANT, need is the most important because without it there is
less of a reason to do business.
