Course Careers Final Exam
Study online at https://quizlet.com/_e48o3w
1. Who are you calling with your refer- Someone horizontal or above your ideal buyer persona
ral cold call outreach?
2. Which sentence is incorrect? Their going to stay at you're beach house.
3. What the correct difference be- B2C sales cycles usually have less people involved in
tween a B2C and B2B sales cycle? the decision.
4. What's a Champion? Someone who salespeople love.
5. Which of the following sentences A, C, and D
are incomplete? A. Ran across the
field. B. We met downtown. C. Taken
aback. D. On the side.
6. What's the best definition for a sales A cadence is the sequence of activities you perform in
cadence? order to make contact with a prospect
7. When should you argue with some- Never because you can't win
one?
8. Which part of BANT is the most im- Need, no need means no reason to buy.
portant and why?
9. What are the steps in the cold calling Intro - Reason - Qualify - Ask
formula?
10. What shouldn't you do when talking Lie to them to get directed to the correct contact.
to a gatekeeper?
11. What's the difference between a The buyer persona focuses on the actual employee
buyer persona and ICP? while the Ideal customer profile focuses on the com-
pany.
1/6
, Course Careers Final Exam
Study online at https://quizlet.com/_e48o3w
12. What's the definition of an ICP? It's the fictitious company persona of your ideal cus-
tomer.
13. In the following two sentences, are Both sentences are correct
ensure and insure used correctly? A.
To ensure that the work would be
completed on time, the owner as-
signed two people to the task. B. To
insure the company against unex-
pected losses, the owner purchased
a liability and property damage pol-
icy.
14. Which sentence is incomplete? Singing in the rain
15. What's a buyer persona? It's the ideal person at the company you're targeting.
16. Why do you need a sales cadence as You need a cadence since it's very difficult to reach
a salesperson? out to a large number of prospects using multiple
channels in a consistent manner that can be tracked.
17. Why are organizational structures All of the above
valuable?
18. Which sentence is incorrect? Jack is very fast, He began running when he was four
years old.
19. Please describe your biggest take- My biggest takeaway was that you have to be likeable.
away from How to Win Friends and People buy from people they like which to be a suc-
Influence People and how it relates cessful SDR you have to be able to provide value and
to being successful as an SDR. that's how people will buy from you.
20. Please list the main CRMs on the CRM's;
market, sales engagement plat- Salesforce
2/6
Study online at https://quizlet.com/_e48o3w
1. Who are you calling with your refer- Someone horizontal or above your ideal buyer persona
ral cold call outreach?
2. Which sentence is incorrect? Their going to stay at you're beach house.
3. What the correct difference be- B2C sales cycles usually have less people involved in
tween a B2C and B2B sales cycle? the decision.
4. What's a Champion? Someone who salespeople love.
5. Which of the following sentences A, C, and D
are incomplete? A. Ran across the
field. B. We met downtown. C. Taken
aback. D. On the side.
6. What's the best definition for a sales A cadence is the sequence of activities you perform in
cadence? order to make contact with a prospect
7. When should you argue with some- Never because you can't win
one?
8. Which part of BANT is the most im- Need, no need means no reason to buy.
portant and why?
9. What are the steps in the cold calling Intro - Reason - Qualify - Ask
formula?
10. What shouldn't you do when talking Lie to them to get directed to the correct contact.
to a gatekeeper?
11. What's the difference between a The buyer persona focuses on the actual employee
buyer persona and ICP? while the Ideal customer profile focuses on the com-
pany.
1/6
, Course Careers Final Exam
Study online at https://quizlet.com/_e48o3w
12. What's the definition of an ICP? It's the fictitious company persona of your ideal cus-
tomer.
13. In the following two sentences, are Both sentences are correct
ensure and insure used correctly? A.
To ensure that the work would be
completed on time, the owner as-
signed two people to the task. B. To
insure the company against unex-
pected losses, the owner purchased
a liability and property damage pol-
icy.
14. Which sentence is incomplete? Singing in the rain
15. What's a buyer persona? It's the ideal person at the company you're targeting.
16. Why do you need a sales cadence as You need a cadence since it's very difficult to reach
a salesperson? out to a large number of prospects using multiple
channels in a consistent manner that can be tracked.
17. Why are organizational structures All of the above
valuable?
18. Which sentence is incorrect? Jack is very fast, He began running when he was four
years old.
19. Please describe your biggest take- My biggest takeaway was that you have to be likeable.
away from How to Win Friends and People buy from people they like which to be a suc-
Influence People and how it relates cessful SDR you have to be able to provide value and
to being successful as an SDR. that's how people will buy from you.
20. Please list the main CRMs on the CRM's;
market, sales engagement plat- Salesforce
2/6
