Course Careers - Sales Technology Final Exam Study Set
Questions With Complete Solutions
What shouldn't you say on a cold call?
The reason for my call is
How are you doing?
Hi, (first name)
Because
How are you doing?
What's the correct order for the voice-mail framework?
Identify-Phone number twice-Reason for call-Reason to call
back-Phone number twice
Reason for call-Phone number twice-Identify-Reason to call
back-Phone number twice
Identify-Reason for call-Phone number twice-Reason to call
back-Phone number twice
Phone number twice-Reason for call-Identify-Phone number
twice-Reason to call back
Identify-Phone number twice-Reason for call-Reason to call
back-Phone number twice
Should you time your calls based on the best answer rate of your
prospects?
,Yes
No
No
What's the correct order for the RBO framework?
Disrupt-Anchor-Ask
Anchor-Disrupt-Ask
Ask-Disrupt-Anchor
Disrupt-Ask-Anchor
Anchor-Disrupt-Ask
What is the gatekeeper's most important job?
Remember who everyone is at their company
Protect their people's time
Help salespeople get in touch with right people
Schedule meetings for their executives
Protect their people's time
What's the secret to get past gatekeepers?
Convince them you already have a meeting with someone
Offer them some money through cash app/venmo
There is no secret technique
Lie to them about who you are
There is no secret technique
Can inside sales reps, such as SDR's, use in person prospecting?
,Yes
No
No
What should you avoid including in a prospecting email?
Images
Hyperlinks
Spammy words and phrases
All of the above
All of the above
The best emails include
Long important sounding pitches with lots of industry jargon
History of your company
How you can solve a relevant problem they have
All of the above
How you can solve a relevant problem they have
What's the correct order for the email framework?
Relate-Hook-Bridge-Ask
Hook-Relate-Bridge-Ask
Bridge-Relate-Hook-Ask
Ask-Relate-Bridge-Hook
Hook-Relate-Bridge-Ask
What's the most important factor when texting prospects?
, Your value proposition
Your ask
Your familiarity
Your compliments
Your familiarity
What should you do when texting?
Identify yourself
Be direct
Avoid abbreviations
All of the above
All of the above
What are the 4 pillars of mental toughness?
Desire, Competitiveness, Optimism, Mental Resilience
Desire, Mental Resilience, Outlearn=Outearn, Physical
Resilience
Grit, Self-Confidence, Attitude Control, Attention Control
Grit, Desire, Mental Resilience, Physical Resilience
Desire, Mental Resilience, Outlearn=Outearn, Physical
Resilience
What are the important Eleven words?
When it is time to go home, send one more email.
When it is time to go home, make one more call.
Questions With Complete Solutions
What shouldn't you say on a cold call?
The reason for my call is
How are you doing?
Hi, (first name)
Because
How are you doing?
What's the correct order for the voice-mail framework?
Identify-Phone number twice-Reason for call-Reason to call
back-Phone number twice
Reason for call-Phone number twice-Identify-Reason to call
back-Phone number twice
Identify-Reason for call-Phone number twice-Reason to call
back-Phone number twice
Phone number twice-Reason for call-Identify-Phone number
twice-Reason to call back
Identify-Phone number twice-Reason for call-Reason to call
back-Phone number twice
Should you time your calls based on the best answer rate of your
prospects?
,Yes
No
No
What's the correct order for the RBO framework?
Disrupt-Anchor-Ask
Anchor-Disrupt-Ask
Ask-Disrupt-Anchor
Disrupt-Ask-Anchor
Anchor-Disrupt-Ask
What is the gatekeeper's most important job?
Remember who everyone is at their company
Protect their people's time
Help salespeople get in touch with right people
Schedule meetings for their executives
Protect their people's time
What's the secret to get past gatekeepers?
Convince them you already have a meeting with someone
Offer them some money through cash app/venmo
There is no secret technique
Lie to them about who you are
There is no secret technique
Can inside sales reps, such as SDR's, use in person prospecting?
,Yes
No
No
What should you avoid including in a prospecting email?
Images
Hyperlinks
Spammy words and phrases
All of the above
All of the above
The best emails include
Long important sounding pitches with lots of industry jargon
History of your company
How you can solve a relevant problem they have
All of the above
How you can solve a relevant problem they have
What's the correct order for the email framework?
Relate-Hook-Bridge-Ask
Hook-Relate-Bridge-Ask
Bridge-Relate-Hook-Ask
Ask-Relate-Bridge-Hook
Hook-Relate-Bridge-Ask
What's the most important factor when texting prospects?
, Your value proposition
Your ask
Your familiarity
Your compliments
Your familiarity
What should you do when texting?
Identify yourself
Be direct
Avoid abbreviations
All of the above
All of the above
What are the 4 pillars of mental toughness?
Desire, Competitiveness, Optimism, Mental Resilience
Desire, Mental Resilience, Outlearn=Outearn, Physical
Resilience
Grit, Self-Confidence, Attitude Control, Attention Control
Grit, Desire, Mental Resilience, Physical Resilience
Desire, Mental Resilience, Outlearn=Outearn, Physical
Resilience
What are the important Eleven words?
When it is time to go home, send one more email.
When it is time to go home, make one more call.
