COURSE CAREERS EVALUATION EXAMS 2025/2026
QUESTIONS AND SOLUTIONS MARKED A+
✔✔ICP - ✔✔ideal customer profile is a profile of an ideal client for your business
✔✔Inbound - ✔✔Interest that comes in (receiving calls, emails)
✔✔Inbound sales - ✔✔Sales that happen as a result of customers directly approaching
and engaging with the brand
✔✔Lead - ✔✔Someone who is a potiential fit to purchase your product or service
✔✔lead generation - ✔✔All of the activities that have a goal to generate interest around
a product or service through different methods (PPC, marketing, outbound marketing,
partnership)
✔✔Lead Nurturing - ✔✔Engaging and building a long term relationship with existing
prospects
✔✔Lead qualifications - ✔✔A process of qualifying if a lead is a good fit to purchase
your product or seevice
✔✔Lead Scoring - ✔✔Assigning a value to every lead based on predefined criteria in
order to rank leads in terms of engaging priority
✔✔Influencer - ✔✔Someone who has a strong influence over the purchase of a product
or service but isn't the final decision maker
✔✔MQL (Marketing Qualified Lead) - ✔✔Lead that will most likely become a paying
client based on what pages the lead visited, what action they took on the company
website, and other online engagement
✔✔MRR (monthly recurring revenue) - ✔✔The amount of regular and predictable
income a company expects to receive every month
✔✔Onboarding - ✔✔Set of actions or a process of introducing a new client with a
service or product. (Setting up an account)
✔✔Opportunities - ✔✔Qualified lead that is a good fit for your solution; sdr has qualified
this person as someone who has the need and ability to purchase
✔✔Outbound Sales - ✔✔Cold calling, emailing, social selling with the goal of initiating
contract with a prospective client and ultimately closing the deal
, ✔✔point of contact - ✔✔A person or department within a company that the client can
reach out to with questions or specific requests
✔✔Profit margin - ✔✔Ratio of profitability that reveals how much money a company
actually makes; revenue from sales exceed costs
✔✔Calculate profit margin - ✔✔Divide gross profit (revenue cost of goods sold) by
revenue
✔✔prosepcts - ✔✔List of names and contact information in some type of list, database,
or CRM
✔✔referral - ✔✔Method of generating new sales leads where someone refers a
potential client to you
✔✔ROI (Return on Investment) - ✔✔Shows the effectiveness of the initial investment;
ratio between net profit and cost of investment
✔✔Revenue - ✔✔Amount of money one business generates in the specific time period
✔✔SaaS - ✔✔Software as a Service
✔✔Sales Acceleration - ✔✔Speeding up the sales process using different tools and
technologies to boost productivity and efficiency
✔✔Sales Automation - ✔✔Process of automating sales workflow by using software or
an online tool
✔✔Sales Cadence - ✔✔Predictable sequences and stages that a company goes
through as they sell their product or service
✔✔Sales demo - ✔✔Event that serves as a showcase of the product or service that the
company is selling
✔✔SDR - ✔✔Sales representative that focuses on prospecting and finding new sales
opportunities
✔✔Sales Enablement - ✔✔Providing sales professionals with necessary tools,
technology, training, and other resources in order for them to have better performance
at customer engagement
✔✔Sales Funnel - ✔✔Visual representation of sales processes with defined stages, that
every potential client goes through as they let towards a final decision (buying a product
or service)
QUESTIONS AND SOLUTIONS MARKED A+
✔✔ICP - ✔✔ideal customer profile is a profile of an ideal client for your business
✔✔Inbound - ✔✔Interest that comes in (receiving calls, emails)
✔✔Inbound sales - ✔✔Sales that happen as a result of customers directly approaching
and engaging with the brand
✔✔Lead - ✔✔Someone who is a potiential fit to purchase your product or service
✔✔lead generation - ✔✔All of the activities that have a goal to generate interest around
a product or service through different methods (PPC, marketing, outbound marketing,
partnership)
✔✔Lead Nurturing - ✔✔Engaging and building a long term relationship with existing
prospects
✔✔Lead qualifications - ✔✔A process of qualifying if a lead is a good fit to purchase
your product or seevice
✔✔Lead Scoring - ✔✔Assigning a value to every lead based on predefined criteria in
order to rank leads in terms of engaging priority
✔✔Influencer - ✔✔Someone who has a strong influence over the purchase of a product
or service but isn't the final decision maker
✔✔MQL (Marketing Qualified Lead) - ✔✔Lead that will most likely become a paying
client based on what pages the lead visited, what action they took on the company
website, and other online engagement
✔✔MRR (monthly recurring revenue) - ✔✔The amount of regular and predictable
income a company expects to receive every month
✔✔Onboarding - ✔✔Set of actions or a process of introducing a new client with a
service or product. (Setting up an account)
✔✔Opportunities - ✔✔Qualified lead that is a good fit for your solution; sdr has qualified
this person as someone who has the need and ability to purchase
✔✔Outbound Sales - ✔✔Cold calling, emailing, social selling with the goal of initiating
contract with a prospective client and ultimately closing the deal
, ✔✔point of contact - ✔✔A person or department within a company that the client can
reach out to with questions or specific requests
✔✔Profit margin - ✔✔Ratio of profitability that reveals how much money a company
actually makes; revenue from sales exceed costs
✔✔Calculate profit margin - ✔✔Divide gross profit (revenue cost of goods sold) by
revenue
✔✔prosepcts - ✔✔List of names and contact information in some type of list, database,
or CRM
✔✔referral - ✔✔Method of generating new sales leads where someone refers a
potential client to you
✔✔ROI (Return on Investment) - ✔✔Shows the effectiveness of the initial investment;
ratio between net profit and cost of investment
✔✔Revenue - ✔✔Amount of money one business generates in the specific time period
✔✔SaaS - ✔✔Software as a Service
✔✔Sales Acceleration - ✔✔Speeding up the sales process using different tools and
technologies to boost productivity and efficiency
✔✔Sales Automation - ✔✔Process of automating sales workflow by using software or
an online tool
✔✔Sales Cadence - ✔✔Predictable sequences and stages that a company goes
through as they sell their product or service
✔✔Sales demo - ✔✔Event that serves as a showcase of the product or service that the
company is selling
✔✔SDR - ✔✔Sales representative that focuses on prospecting and finding new sales
opportunities
✔✔Sales Enablement - ✔✔Providing sales professionals with necessary tools,
technology, training, and other resources in order for them to have better performance
at customer engagement
✔✔Sales Funnel - ✔✔Visual representation of sales processes with defined stages, that
every potential client goes through as they let towards a final decision (buying a product
or service)
