1|Page | © copyright 2024/2025 | Grade A+
Course Careers - Sales Technology
Final Exam Study Set Questions and
Answers Grade A+
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?
Master01 | October, 2024/2025 | Latest update
, 1|Page | © copyright 2024/2025 | Grade A+
✓ 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 a CRM?
✓ A Centralized database that manages and maintains your relationships
and interactions with customers and potential customers.
✓
✓ Ex. Salesforce and Hubspot
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)
Master01 | October, 2024/2025 | Latest update
, 1|Page | © copyright 2024/2025 | Grade A+
✓ 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?
Master01 | October, 2024/2025 | Latest update
, 1|Page | © copyright 2024/2025 | Grade A+
✓ Intro > Reason > Qualify > Ask
What are the four stages of Discovery Call?
✓ Preliminaries, Investigating, Demonstrating Capabilities, Obtaining
Commitment
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
Master01 | October, 2024/2025 | Latest update
Course Careers - Sales Technology
Final Exam Study Set Questions and
Answers Grade A+
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?
Master01 | October, 2024/2025 | Latest update
, 1|Page | © copyright 2024/2025 | Grade A+
✓ 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 a CRM?
✓ A Centralized database that manages and maintains your relationships
and interactions with customers and potential customers.
✓
✓ Ex. Salesforce and Hubspot
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)
Master01 | October, 2024/2025 | Latest update
, 1|Page | © copyright 2024/2025 | Grade A+
✓ 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?
Master01 | October, 2024/2025 | Latest update
, 1|Page | © copyright 2024/2025 | Grade A+
✓ Intro > Reason > Qualify > Ask
What are the four stages of Discovery Call?
✓ Preliminaries, Investigating, Demonstrating Capabilities, Obtaining
Commitment
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
Master01 | October, 2024/2025 | Latest update
