COURSE CAREERS FINAL PAPER 2025/2026 QUESTIONS
AND SOLUTIONS MARKED A+
✔✔Referral - ✔✔method of generating new sales leads, where someone refers a
potential client to you
✔✔Return on Investment (ROI) - ✔✔shows the effectiveness of the initial investment;
ratio between net profit and cost of investment
✔✔Revenue - ✔✔the amount of money one business generates in a specific time
period (a year, a quarter, etc.)
✔✔SaaS - ✔✔acronym for Software as a Service
✔✔Sales Acceleration - ✔✔speeding up the sales process using different tools and
technologies to boost productivity and efficiency
✔✔Sales Automation - ✔✔a process of automating sales workflow by using a software
or online tool; can help simplify, speed up, and streamline the sales process
✔✔Sales Cadence - ✔✔a determined sequence of sales activities and the frequency at
which the sales team interacts with leads
✔✔Sales Cycle - ✔✔predictable sequences and stages that a company goes through
as they sell their product/service
✔✔Sales Demo - ✔✔an event that serves as a showcase of the product or service that
the company is selling
✔✔Sales Development representative (SDR) - ✔✔a sales representative focused 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 - ✔✔a visual representation of sales processes with defines stages,
that every potential client goes through as they are led towards a final decision - buying
a product or service
✔✔Sales Pipeline - ✔✔a visual representation of a sales process and stages of each
individual prospect
, ✔✔Sales Prospecting - ✔✔a process of finding and identifying new prospective clients
using different outbound methods- cold email, social selling, etc.
✔✔Sales Qualified Lead (SQL) - ✔✔a potential client that already met all the necessary
criteria, and is forwarded to AE to close the deal
✔✔Scarping Data - ✔✔extraction of large amounts of data from websites
✔✔Segmentation - ✔✔a process of dividing a large market or contact list into smaller
segments based on different criteria - location, company size, revenue, etc.
✔✔Social Selling - ✔✔a sales tactic that involves using social media as a sales
channel; SDRs engage and create relationships with prospects by probing their needs
and providing relevant and valuable insight
✔✔Top of the Funnel - ✔✔a term that refers to the top of the sales or marketing funnel,
where all prospects go through a qualification process, from both inbound and outbound
efforts
✔✔Unique Selling Point/Proposition - ✔✔unique features of a business that set it apart
from competitors
✔✔Vertical - ✔✔a specific segment of the market where a business targets only a
specific industry, sector, or niche
✔✔ Account - ✔✔contains all the records of customer interactions, including contact
information, preferred services, and transactions with your business. An account is
created after the first time a customer buys from your business.
✔✔Account Executive/AE/Closer - ✔✔A sales team member in charge of closing deals
by converting qualified leads into paying customers
✔✔Account Manager/AM/Farmer - ✔✔A sales team member in charge of managing
and up-selling existing clients and accounts.
✔✔Annual Recurring Revenue (ARR) - ✔✔The amount of money a customer pays you
every year on a subscription model.
✔✔Annual Contract Value (ACV) - ✔✔The annual contract value is the average
annualized revenue per customer contract. ACV is usually compared against customer
lifetime value to see how long it takes to pay back the cost of acquiring a customer.
AND SOLUTIONS MARKED A+
✔✔Referral - ✔✔method of generating new sales leads, where someone refers a
potential client to you
✔✔Return on Investment (ROI) - ✔✔shows the effectiveness of the initial investment;
ratio between net profit and cost of investment
✔✔Revenue - ✔✔the amount of money one business generates in a specific time
period (a year, a quarter, etc.)
✔✔SaaS - ✔✔acronym for Software as a Service
✔✔Sales Acceleration - ✔✔speeding up the sales process using different tools and
technologies to boost productivity and efficiency
✔✔Sales Automation - ✔✔a process of automating sales workflow by using a software
or online tool; can help simplify, speed up, and streamline the sales process
✔✔Sales Cadence - ✔✔a determined sequence of sales activities and the frequency at
which the sales team interacts with leads
✔✔Sales Cycle - ✔✔predictable sequences and stages that a company goes through
as they sell their product/service
✔✔Sales Demo - ✔✔an event that serves as a showcase of the product or service that
the company is selling
✔✔Sales Development representative (SDR) - ✔✔a sales representative focused 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 - ✔✔a visual representation of sales processes with defines stages,
that every potential client goes through as they are led towards a final decision - buying
a product or service
✔✔Sales Pipeline - ✔✔a visual representation of a sales process and stages of each
individual prospect
, ✔✔Sales Prospecting - ✔✔a process of finding and identifying new prospective clients
using different outbound methods- cold email, social selling, etc.
✔✔Sales Qualified Lead (SQL) - ✔✔a potential client that already met all the necessary
criteria, and is forwarded to AE to close the deal
✔✔Scarping Data - ✔✔extraction of large amounts of data from websites
✔✔Segmentation - ✔✔a process of dividing a large market or contact list into smaller
segments based on different criteria - location, company size, revenue, etc.
✔✔Social Selling - ✔✔a sales tactic that involves using social media as a sales
channel; SDRs engage and create relationships with prospects by probing their needs
and providing relevant and valuable insight
✔✔Top of the Funnel - ✔✔a term that refers to the top of the sales or marketing funnel,
where all prospects go through a qualification process, from both inbound and outbound
efforts
✔✔Unique Selling Point/Proposition - ✔✔unique features of a business that set it apart
from competitors
✔✔Vertical - ✔✔a specific segment of the market where a business targets only a
specific industry, sector, or niche
✔✔ Account - ✔✔contains all the records of customer interactions, including contact
information, preferred services, and transactions with your business. An account is
created after the first time a customer buys from your business.
✔✔Account Executive/AE/Closer - ✔✔A sales team member in charge of closing deals
by converting qualified leads into paying customers
✔✔Account Manager/AM/Farmer - ✔✔A sales team member in charge of managing
and up-selling existing clients and accounts.
✔✔Annual Recurring Revenue (ARR) - ✔✔The amount of money a customer pays you
every year on a subscription model.
✔✔Annual Contract Value (ACV) - ✔✔The annual contract value is the average
annualized revenue per customer contract. ACV is usually compared against customer
lifetime value to see how long it takes to pay back the cost of acquiring a customer.
