CourseCareers Technology Sales Final Exam
2026/2027: 150 Q&A
Section 1: Sales Foundations, Mindset & Professionalism (Questions 1–15)
1. Which of the following best describes the primary responsibility of a Sales
Development Representative (SDR) compared to an Account Executive (AE)?
A) Closing large enterprise contracts
B) Generating qualified pipeline through outbound outreach
C) Managing post-sale customer success
D) Developing product roadmaps
2. In a high-rejection sales environment, which mindset is most critical for sustained
performance?
A) Fixed mindset
B) Growth-mindedness
C) Perfectionism
D) Risk aversion
3. What is a hypothesis of need?
A) What you hypothesize the other person knows about your company
B) What you hypothesize their problem is that your product or service can solve
C) What they hypothesize about why you are contacting them
,D) You hypothesize about what they need to get done that day
4. What is the basic way to explain Hypothesis of Need?
A) Guessing what your prospect will buy
B) Hypothesizing what your prospect will care about and when they will say
C) Assuming your prospect has no budget
D) Predicting your competitor’s pricing
5. How do you create your Hypothesis of Need?
A) Using your sales manager’s opinion
B) Using your Ideal Customer Profile (ICP) & Buyer Persona
C) Using random cold call scripts
D) Using your company’s revenue goals
6. What is a value proposition?
A) A vague mission statement
B) A clear statement of the tangible results a customer gets from using your products or
services
C) A list of product features
D) A discount offer
7. What are the four pillars of mental toughness?
A) Grit, Desire, Mental Resilience, Physical Resilience
B) Desire, Mental Resilience, Outlearn=Outearn, Physical Resilience
C) Desire, Competitiveness, Optimism, Mental Resilience
,D) Grit, Self-Confidence, Attitude Control, Attention Control
8. What does the formula E+E=P stand for and why is it important?
A) Effort + Energy = Profit
B) Events + Experiences = Perspective
C) Empathy + Engagement = Performance
D) Execution + Evaluation = Progress
9. What is a C-level executive?
A) The CEO is the only C-level executive
B) Someone who is an investor in a company
C) Someone on the board of directors
D) The highest level of executives who run the operations of a company
10. Which title is most likely to be a “Champion” within a target organization?
A) CFO
B) Procurement Manager
C) End-user who advocates for the solution internally
D) Outside consultant
11. What is the primary reason you use social selling?
A) To close deals directly
B) To build familiarity with prospects
C) To replace cold calling entirely
D) To track competitor activity
, 12. What’s the primary social channel in B2B sales?
A) Twitter/X
B) LinkedIn
C) Facebook
D) Instagram
13. What do people getting called by a salesperson dislike the most?
A) Being called in the morning
B) Salesperson being vague and difficult to understand their intentions
C) Being called on their mobile
D) Hearing a scripted pitch
14. What is a buyer persona?
A) The actual employee at a prospect company
B) The fictitious persona of an employee at a prospect company
C) The company’s annual revenue
D) The industry vertical
15. What’s the difference between a buyer persona and ICP?
A) They are identical concepts
B) The buyer persona focuses on the actual employee while the Ideal Customer Profile
focuses on the company
C) ICP focuses on the employee while buyer persona focuses on the company
D) Buyer persona is only for B2C sales
2026/2027: 150 Q&A
Section 1: Sales Foundations, Mindset & Professionalism (Questions 1–15)
1. Which of the following best describes the primary responsibility of a Sales
Development Representative (SDR) compared to an Account Executive (AE)?
A) Closing large enterprise contracts
B) Generating qualified pipeline through outbound outreach
C) Managing post-sale customer success
D) Developing product roadmaps
2. In a high-rejection sales environment, which mindset is most critical for sustained
performance?
A) Fixed mindset
B) Growth-mindedness
C) Perfectionism
D) Risk aversion
3. What is a hypothesis of need?
A) What you hypothesize the other person knows about your company
B) What you hypothesize their problem is that your product or service can solve
C) What they hypothesize about why you are contacting them
,D) You hypothesize about what they need to get done that day
4. What is the basic way to explain Hypothesis of Need?
A) Guessing what your prospect will buy
B) Hypothesizing what your prospect will care about and when they will say
C) Assuming your prospect has no budget
D) Predicting your competitor’s pricing
5. How do you create your Hypothesis of Need?
A) Using your sales manager’s opinion
B) Using your Ideal Customer Profile (ICP) & Buyer Persona
C) Using random cold call scripts
D) Using your company’s revenue goals
6. What is a value proposition?
A) A vague mission statement
B) A clear statement of the tangible results a customer gets from using your products or
services
C) A list of product features
D) A discount offer
7. What are the four pillars of mental toughness?
A) Grit, Desire, Mental Resilience, Physical Resilience
B) Desire, Mental Resilience, Outlearn=Outearn, Physical Resilience
C) Desire, Competitiveness, Optimism, Mental Resilience
,D) Grit, Self-Confidence, Attitude Control, Attention Control
8. What does the formula E+E=P stand for and why is it important?
A) Effort + Energy = Profit
B) Events + Experiences = Perspective
C) Empathy + Engagement = Performance
D) Execution + Evaluation = Progress
9. What is a C-level executive?
A) The CEO is the only C-level executive
B) Someone who is an investor in a company
C) Someone on the board of directors
D) The highest level of executives who run the operations of a company
10. Which title is most likely to be a “Champion” within a target organization?
A) CFO
B) Procurement Manager
C) End-user who advocates for the solution internally
D) Outside consultant
11. What is the primary reason you use social selling?
A) To close deals directly
B) To build familiarity with prospects
C) To replace cold calling entirely
D) To track competitor activity
, 12. What’s the primary social channel in B2B sales?
A) Twitter/X
B) LinkedIn
C) Facebook
D) Instagram
13. What do people getting called by a salesperson dislike the most?
A) Being called in the morning
B) Salesperson being vague and difficult to understand their intentions
C) Being called on their mobile
D) Hearing a scripted pitch
14. What is a buyer persona?
A) The actual employee at a prospect company
B) The fictitious persona of an employee at a prospect company
C) The company’s annual revenue
D) The industry vertical
15. What’s the difference between a buyer persona and ICP?
A) They are identical concepts
B) The buyer persona focuses on the actual employee while the Ideal Customer Profile
focuses on the company
C) ICP focuses on the employee while buyer persona focuses on the company
D) Buyer persona is only for B2C sales
