COURSE CAREERS
TECHNOLOGY SALES COURSE
FINAL, PRACTICE EXAM AND
STUDY GUIDE NEWEST EXAM QUESTIONS AND ANSWERS
,stages that every potential client goes through as they are led toward a
final decision. (Buying a product or service) What is a CRM?
a centralized database that manages your relationships with customers
Ex. Salesforce and Hubspot
What is Sales Engagement? (Sales Acceleration) a platform that
Tracks the interactions & exchange between sales reps and their
prospects
Ex. Salesloft, Hubspot Sales, Outreach
What is Sales Data Software?
Collects info so you can find leads that match what you need. (Location
of companies, updated employee profiles. Etc
, Ex. LinkedIn Sales Navigator, Apollo, Zoominfo What is Step
1 in the Research Process?
Building company lists based on your Ideal Customer Profile (ICP)
What is Step 2 in the Research Process? Building
contact lists based on buyer persona What is Step 3
in the Research Process? Find contact info for each
contact What is the Cold Calling formula?
Intro > Reason > Qualify > Ask
What are the four stages of Discovery Call?
Preliminaries, Investigating, Demonstrating Capabilities, Obtaining
Commitment What is SPIN?
where the reps organize sales calls using a question framework that
touches on four categories.
What do the acronyms in SPIN stand for?
Situation, Problem, Implication, Need-payoff What does the
S in SPIN stand for?
Situation - Questions focus on gathering facts and background
What does the P in SPIN stand for?
Problem - Questions explore customers problems What does the
I in SPIN stand for?
Implication- Question help customers understand the problem
seriousness
TECHNOLOGY SALES COURSE
FINAL, PRACTICE EXAM AND
STUDY GUIDE NEWEST EXAM QUESTIONS AND ANSWERS
,stages that every potential client goes through as they are led toward a
final decision. (Buying a product or service) What is a CRM?
a centralized database that manages your relationships with customers
Ex. Salesforce and Hubspot
What is Sales Engagement? (Sales Acceleration) a platform that
Tracks the interactions & exchange between sales reps and their
prospects
Ex. Salesloft, Hubspot Sales, Outreach
What is Sales Data Software?
Collects info so you can find leads that match what you need. (Location
of companies, updated employee profiles. Etc
, Ex. LinkedIn Sales Navigator, Apollo, Zoominfo What is Step
1 in the Research Process?
Building company lists based on your Ideal Customer Profile (ICP)
What is Step 2 in the Research Process? Building
contact lists based on buyer persona What is Step 3
in the Research Process? Find contact info for each
contact What is the Cold Calling formula?
Intro > Reason > Qualify > Ask
What are the four stages of Discovery Call?
Preliminaries, Investigating, Demonstrating Capabilities, Obtaining
Commitment What is SPIN?
where the reps organize sales calls using a question framework that
touches on four categories.
What do the acronyms in SPIN stand for?
Situation, Problem, Implication, Need-payoff What does the
S in SPIN stand for?
Situation - Questions focus on gathering facts and background
What does the P in SPIN stand for?
Problem - Questions explore customers problems What does the
I in SPIN stand for?
Implication- Question help customers understand the problem
seriousness
