SALES TECHNOLOGY CERTIFICATION TEST
PAPER QUESTIONS AND SOLUTIONS
COMPLETE STUDY GUIDE
●● What is the Sales Process (Sales Cycle)?
Answer: A set of Specific actions you follow from start to finish to close
a new customer.
●● What are the stages of the Sales Cycle?`
Answer: Research > Outreach > Discovery > Present > Follow Up >
Close
●● What is a Sales Funnel?
Answer: A visual representation of sales processes with defined stages
that every potential client goes through as they are led toward a final
decision.
- Give salespeople a repeatable framework of actions to follow
- Creates a baseline for comparison and forecasting
●● What is a CRM?
Answer: A Centralized database that manages and maintains your
relationships and interactions with customers and potential customers.
,Ex. Salesforce and Hubspot
●● What is Sales Engagement? (Sales Acceleration)
Answer: Tracks the interactions and exchanges that occur between you
and your prospects or customers.
Ex. Salesloft, Hubspot Sales, Outreach
●● What is Sales Data Software? (Sales Intelligence)
Answer: Collects and makes sense of company info from millions of
data sources to help you understand things like organization structure. It
provides on two parts of the sales data market, Company Data and
Contact Data.
Ex. LinkedIn Sales Navigator, Apollo, Zoominfo
●● What is Step 1 in the Research Process?
Answer: Building company lists based on your Ideal Customer Profile
(ICP)
●● What is Step 2 in the Research Process?
Answer: Building contact lists based on buyer persona
,●● What is Step 3 in the Research Process?
Answer: Find contact info for each contact
●● What is Step 3 in the Research Process?
Answer: Finding relevant ways to personalize outreach
●● What is the Cold Calling formula?
Answer: Intro > Reason > Qualify > Ask
●● What are the four stages of Discovery Call?
Answer: Preliminaries, Investigating, Demonstrating Capabilities,
Obtaining Commitment
●● What is SPIN?
Answer: A sales methodology developed by Neil Rackam, where the
reps organize sales calls using a question framework that touches on four
categories.
●● What do the acronyms in SPIN stand for?
Answer: Situation, Problem, Implication, Need-payoff
●● What does the S in SPIN stand for?
, Answer: Situation - Questions focus on gathering facts and background
●● What does the P in SPIN stand for?
Answer: Problem - Questions explore customers problems, difficulties,
and dissatisfaction's in areas where the sellers products can help
●● What does the I in SPIN stand for?
Answer: Implication - Questions take the customers problems and
explores its effects or consequences. They also help customers
understand a problems seriousness or urgency.
●● What does the N in SPIN stand for?
Answer: Need - Questions help the customer focus their attention on the
solution rather than the problem. They get the customer to tell you the
benefits of fixing their problems.
●● When in the four stages of discovery calls do you use SPIN?
Answer: The Investigation stage
●● What is BANT?
Answer: A sales qualification methodology that lets salespeople
determine whether a prospect is a good fit based on this.
●● What does the acronyms in BANT stand for?
PAPER QUESTIONS AND SOLUTIONS
COMPLETE STUDY GUIDE
●● What is the Sales Process (Sales Cycle)?
Answer: A set of Specific actions you follow from start to finish to close
a new customer.
●● What are the stages of the Sales Cycle?`
Answer: Research > Outreach > Discovery > Present > Follow Up >
Close
●● What is a Sales Funnel?
Answer: A visual representation of sales processes with defined stages
that every potential client goes through as they are led toward a final
decision.
- Give salespeople a repeatable framework of actions to follow
- Creates a baseline for comparison and forecasting
●● What is a CRM?
Answer: A Centralized database that manages and maintains your
relationships and interactions with customers and potential customers.
,Ex. Salesforce and Hubspot
●● What is Sales Engagement? (Sales Acceleration)
Answer: Tracks the interactions and exchanges that occur between you
and your prospects or customers.
Ex. Salesloft, Hubspot Sales, Outreach
●● What is Sales Data Software? (Sales Intelligence)
Answer: Collects and makes sense of company info from millions of
data sources to help you understand things like organization structure. It
provides on two parts of the sales data market, Company Data and
Contact Data.
Ex. LinkedIn Sales Navigator, Apollo, Zoominfo
●● What is Step 1 in the Research Process?
Answer: Building company lists based on your Ideal Customer Profile
(ICP)
●● What is Step 2 in the Research Process?
Answer: Building contact lists based on buyer persona
,●● What is Step 3 in the Research Process?
Answer: Find contact info for each contact
●● What is Step 3 in the Research Process?
Answer: Finding relevant ways to personalize outreach
●● What is the Cold Calling formula?
Answer: Intro > Reason > Qualify > Ask
●● What are the four stages of Discovery Call?
Answer: Preliminaries, Investigating, Demonstrating Capabilities,
Obtaining Commitment
●● What is SPIN?
Answer: A sales methodology developed by Neil Rackam, where the
reps organize sales calls using a question framework that touches on four
categories.
●● What do the acronyms in SPIN stand for?
Answer: Situation, Problem, Implication, Need-payoff
●● What does the S in SPIN stand for?
, Answer: Situation - Questions focus on gathering facts and background
●● What does the P in SPIN stand for?
Answer: Problem - Questions explore customers problems, difficulties,
and dissatisfaction's in areas where the sellers products can help
●● What does the I in SPIN stand for?
Answer: Implication - Questions take the customers problems and
explores its effects or consequences. They also help customers
understand a problems seriousness or urgency.
●● What does the N in SPIN stand for?
Answer: Need - Questions help the customer focus their attention on the
solution rather than the problem. They get the customer to tell you the
benefits of fixing their problems.
●● When in the four stages of discovery calls do you use SPIN?
Answer: The Investigation stage
●● What is BANT?
Answer: A sales qualification methodology that lets salespeople
determine whether a prospect is a good fit based on this.
●● What does the acronyms in BANT stand for?
