COURSE CAREERS TEST PAPER 2025/2026 QUESTIONS AND
SOLUTIONS MARKED A+
✔✔Which CRM systems are the most widely used? - ✔✔Salesforce and Hubspot
✔✔How should you open a discovery call? - ✔✔Set the expectations for the call
✔✔You can make more friends in two months by? - ✔✔Becoming interested in them
✔✔Why do salespeople use sales engagement software? - ✔✔A sales engagement
system helps salespeople execute their cadence with automation
✔✔What's your ultimate goal at the end of a discovery call? - ✔✔Schedule a time on
the calendar if they are qualified to purchase
✔✔What ideas do people like more? - ✔✔Ideas they feel they came up with themselves
✔✔Which sales engagement software is the most widely used? - ✔✔Outreach and
Salesloft
✔✔Who is the highest ranking in an organizational structure? - ✔✔Board of Directors
✔✔Why do sales people use sales date software? - ✔✔Sales data software gives
salespeople data about their prospective contacts
✔✔Why are organizational structures valuable? - ✔✔They give titles to employees
based on hierarchy, Defines employee job and responsibilities, Defines employees
decision making ability
✔✔Which sales data software is the most widely used? - ✔✔ZoomInfo
✔✔What's the definition of an ICP? - ✔✔It's the fictitious company persona of your ideal
customer
✔✔What are the four research steps in order? - ✔✔Build company lists - Build contacts
lists - Find contact info - find relevant and personal information for outreach
✔✔What's the definition of a buyer persona? - ✔✔It's the fictitious persona of an
employee at a prospect company
✔✔What is a hypothesis of need? - ✔✔What you hypothesize their problem is that your
product or service can solve
SOLUTIONS MARKED A+
✔✔Which CRM systems are the most widely used? - ✔✔Salesforce and Hubspot
✔✔How should you open a discovery call? - ✔✔Set the expectations for the call
✔✔You can make more friends in two months by? - ✔✔Becoming interested in them
✔✔Why do salespeople use sales engagement software? - ✔✔A sales engagement
system helps salespeople execute their cadence with automation
✔✔What's your ultimate goal at the end of a discovery call? - ✔✔Schedule a time on
the calendar if they are qualified to purchase
✔✔What ideas do people like more? - ✔✔Ideas they feel they came up with themselves
✔✔Which sales engagement software is the most widely used? - ✔✔Outreach and
Salesloft
✔✔Who is the highest ranking in an organizational structure? - ✔✔Board of Directors
✔✔Why do sales people use sales date software? - ✔✔Sales data software gives
salespeople data about their prospective contacts
✔✔Why are organizational structures valuable? - ✔✔They give titles to employees
based on hierarchy, Defines employee job and responsibilities, Defines employees
decision making ability
✔✔Which sales data software is the most widely used? - ✔✔ZoomInfo
✔✔What's the definition of an ICP? - ✔✔It's the fictitious company persona of your ideal
customer
✔✔What are the four research steps in order? - ✔✔Build company lists - Build contacts
lists - Find contact info - find relevant and personal information for outreach
✔✔What's the definition of a buyer persona? - ✔✔It's the fictitious persona of an
employee at a prospect company
✔✔What is a hypothesis of need? - ✔✔What you hypothesize their problem is that your
product or service can solve
