1|Page | © copyright 2024/2025 | Grade A+
final exam course careers
Questions and Answers Grade A+
What is the difference between a prospect and a lead?
✓ 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?
✓ Preliminaries - Investigation - Demonstrating Capabilty - Obtaining
Commitment
How would you respond to the objection: I'm not the right person?
✓ Do you know who the right person is?
What is a C-level executive?
✓ The highest level of executives who run the operations of a company
Which stage of the sales call is the most important?
✓ Investigation
What should you avoid using in a prospecting email?
Master01 | October, 2024/2025 | Latest update
, 1|Page | © copyright 2024/2025 | Grade A+
✓ Avoid Bullet points, Images, Attachments
What's a SQL?
✓ A prospect who is qualified to buy your product or service
Where will you be using SPIN the most as an SDR?
✓ Discovery
How should you send a LinkedIn prospecting message?
✓ Make it as short as possible since people get too many spam messages
on LinkedIn
What's an influencer?
✓ Someone who influences the decision of a purchase
Why do salespeople use CRM system instead of a spreedsheet or piece of
paper?
✓ 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?
Master01 | October, 2024/2025 | Latest update
final exam course careers
Questions and Answers Grade A+
What is the difference between a prospect and a lead?
✓ 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?
✓ Preliminaries - Investigation - Demonstrating Capabilty - Obtaining
Commitment
How would you respond to the objection: I'm not the right person?
✓ Do you know who the right person is?
What is a C-level executive?
✓ The highest level of executives who run the operations of a company
Which stage of the sales call is the most important?
✓ Investigation
What should you avoid using in a prospecting email?
Master01 | October, 2024/2025 | Latest update
, 1|Page | © copyright 2024/2025 | Grade A+
✓ Avoid Bullet points, Images, Attachments
What's a SQL?
✓ A prospect who is qualified to buy your product or service
Where will you be using SPIN the most as an SDR?
✓ Discovery
How should you send a LinkedIn prospecting message?
✓ Make it as short as possible since people get too many spam messages
on LinkedIn
What's an influencer?
✓ Someone who influences the decision of a purchase
Why do salespeople use CRM system instead of a spreedsheet or piece of
paper?
✓ 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?
Master01 | October, 2024/2025 | Latest update
