Course Careers | Sales Technology Final
Exam Questions with Verified Answers.
Latest 2024/2025 – Graded A.
What is a CRM? A Centralized database that manages and
maintains your relationships and interactions with customers and
potential customers.
Ex. Salesforce and Hubspot
What is the Cold Email Formula? Intro (Address Them) > Reason >
Value Prop (Solution to their problem, challenge, or difficulty and why
they care) > Ask (What you want, meeting or introduction) > Closing
(Sign off)
What's the #1 reason for failure in sales?
Lack of closing skills
Lack of prospecting
Inferior product
Subpar presentation skills Lack of prospecting
,What is a SQL? A prospect who is qualified to buy your product or
service
What is an account? The records of all the information associated
with a prospective or current customer
What is Sales Engagement? (Sales Acceleration) Tracks the
interactions and exchanges that occur between you and your prospects
or customers.
Ex. Salesloft, Hubspot Sales, Outreach
What is Sales Data Software? (Sales Intelligence) Collects and
makes sense of company info from millions of data sources to help you
understand things like organization structure. It provides on two parts
of the sales data market, Company Data and Contact Data.
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 Step 3 in the Research Process? Finding relevant ways to
personalize outreach
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 a Sales Cadence? A sequence of touch-points you do to
attract your prospect to establish a connection to start an engagement
or sale.
What is the Sales Process (Sales Cycle)? A set of Specific actions you
follow from start to finish to close a new customer.
What are the stages of the Sales Cycle?` Research > Outreach >
Discovery > Present > Follow Up > Close
, What is a Sales Funnel? A visual representation of sales processes
with defined stages that every potential client goes through as they are
led toward a final decision.
- Give salespeople a repeatable framework of actions to follow
- Creates a baseline for comparison and forecasting
What is SPIN? A sales methodology developed by Neil Rackam,
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, difficulties, and dissatisfaction's in areas where
the sellers products can help
What does the I in SPIN stand for? Implication - Questions take the
customers problems and explores its effects or consequences. They also
help customers understand a problems seriousness or urgency.
Exam Questions with Verified Answers.
Latest 2024/2025 – Graded A.
What is a CRM? A Centralized database that manages and
maintains your relationships and interactions with customers and
potential customers.
Ex. Salesforce and Hubspot
What is the Cold Email Formula? Intro (Address Them) > Reason >
Value Prop (Solution to their problem, challenge, or difficulty and why
they care) > Ask (What you want, meeting or introduction) > Closing
(Sign off)
What's the #1 reason for failure in sales?
Lack of closing skills
Lack of prospecting
Inferior product
Subpar presentation skills Lack of prospecting
,What is a SQL? A prospect who is qualified to buy your product or
service
What is an account? The records of all the information associated
with a prospective or current customer
What is Sales Engagement? (Sales Acceleration) Tracks the
interactions and exchanges that occur between you and your prospects
or customers.
Ex. Salesloft, Hubspot Sales, Outreach
What is Sales Data Software? (Sales Intelligence) Collects and
makes sense of company info from millions of data sources to help you
understand things like organization structure. It provides on two parts
of the sales data market, Company Data and Contact Data.
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 Step 3 in the Research Process? Finding relevant ways to
personalize outreach
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 a Sales Cadence? A sequence of touch-points you do to
attract your prospect to establish a connection to start an engagement
or sale.
What is the Sales Process (Sales Cycle)? A set of Specific actions you
follow from start to finish to close a new customer.
What are the stages of the Sales Cycle?` Research > Outreach >
Discovery > Present > Follow Up > Close
, What is a Sales Funnel? A visual representation of sales processes
with defined stages that every potential client goes through as they are
led toward a final decision.
- Give salespeople a repeatable framework of actions to follow
- Creates a baseline for comparison and forecasting
What is SPIN? A sales methodology developed by Neil Rackam,
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, difficulties, and dissatisfaction's in areas where
the sellers products can help
What does the I in SPIN stand for? Implication - Questions take the
customers problems and explores its effects or consequences. They also
help customers understand a problems seriousness or urgency.
