Final exam course careers questions
and answers
What is the difference between a prospect and a lead? - Answer -Both describe a
potential customer and have intertwined meanings that only differ based on who you are
talking to.
What are the four stages of a sale call in order from spin selling? - Answer -
Preliminaries - Investigation - Demonstrating Capabilty - Obtaining Commitment
How would you respond to the objection: I'm not the right person? - Answer -Do you
know who the right person is?
What is a C-level executive? - Answer -The highest level of executives who run the
operations of a company
Which stage of the sales call is the most important? - Answer -Investigation
What should you avoid using in a prospecting email? - Answer -Avoid Bullet points,
Images, Attachments
What's a SQL? - Answer -A prospect who is qualified to buy your product or service
Where will you be using SPIN the most as an SDR? - Answer -Discovery
How should you send a LinkedIn prospecting message? - Answer -Make it as short as
possible since people get too many spam messages on LinkedIn
What's an influencer? - Answer -Someone who influences the decision of a purchase
Why do salespeople use CRM system instead of a spreedsheet or piece of paper? -
Answer -A CRM system helps organize your contacts, companies, and all of the
information associated with them and they can be easily searched.
What's the correct BANT order for a discovery call? - Answer -Need - Authority - Timing
- Budget
and answers
What is the difference between a prospect and a lead? - Answer -Both describe a
potential customer and have intertwined meanings that only differ based on who you are
talking to.
What are the four stages of a sale call in order from spin selling? - Answer -
Preliminaries - Investigation - Demonstrating Capabilty - Obtaining Commitment
How would you respond to the objection: I'm not the right person? - Answer -Do you
know who the right person is?
What is a C-level executive? - Answer -The highest level of executives who run the
operations of a company
Which stage of the sales call is the most important? - Answer -Investigation
What should you avoid using in a prospecting email? - Answer -Avoid Bullet points,
Images, Attachments
What's a SQL? - Answer -A prospect who is qualified to buy your product or service
Where will you be using SPIN the most as an SDR? - Answer -Discovery
How should you send a LinkedIn prospecting message? - Answer -Make it as short as
possible since people get too many spam messages on LinkedIn
What's an influencer? - Answer -Someone who influences the decision of a purchase
Why do salespeople use CRM system instead of a spreedsheet or piece of paper? -
Answer -A CRM system helps organize your contacts, companies, and all of the
information associated with them and they can be easily searched.
What's the correct BANT order for a discovery call? - Answer -Need - Authority - Timing
- Budget
