Course Careers - Sales Technology Final Exam Questions and Verified Answers 2026/27
Graded A+
What is the difference between a prospect and a lead? - Both describe a potential customer
and have intertwined meanings that only differ based on who you are talking to.
What are the four stages of a sale call in order from spin selling? - Preliminaries -
Investigation - Demonstrating Capabilty - Obtaining Commitment
How would you respond to the objection: I'm not the right person? - Do you know who
the right person is?
What is a C-level executive? - The highest level of executives who run the operations of a
company
Which stage of the sales call is the most important? - Investigation
What should you avoid using in a prospecting email? - Avoid Bullet points, Images,
Attachments
What's a SQL? - A prospect who is qualified to buy your product or service
Where will you be using SPIN the most as an SDR? - Discovery
, How should you send a LinkedIn prospecting message? - Make it as short as possible
since people get too many spam messages on LinkedIn
What's an influencer? - Someone who influences the decision of a purchase
Why do salespeople use CRM system instead of a spreedsheet or piece of paper? - A
CRM system helps organize your contacts, companies, and all of the information associated with
them and they can be easily searched.
What's the correct BANT order for a discovery call? - Need - Authority - Timing - Budget
The only way on earth to influence other people is by? - Talking about what they want and
showing them how to get it
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
Graded A+
What is the difference between a prospect and a lead? - Both describe a potential customer
and have intertwined meanings that only differ based on who you are talking to.
What are the four stages of a sale call in order from spin selling? - Preliminaries -
Investigation - Demonstrating Capabilty - Obtaining Commitment
How would you respond to the objection: I'm not the right person? - Do you know who
the right person is?
What is a C-level executive? - The highest level of executives who run the operations of a
company
Which stage of the sales call is the most important? - Investigation
What should you avoid using in a prospecting email? - Avoid Bullet points, Images,
Attachments
What's a SQL? - A prospect who is qualified to buy your product or service
Where will you be using SPIN the most as an SDR? - Discovery
, How should you send a LinkedIn prospecting message? - Make it as short as possible
since people get too many spam messages on LinkedIn
What's an influencer? - Someone who influences the decision of a purchase
Why do salespeople use CRM system instead of a spreedsheet or piece of paper? - A
CRM system helps organize your contacts, companies, and all of the information associated with
them and they can be easily searched.
What's the correct BANT order for a discovery call? - Need - Authority - Timing - Budget
The only way on earth to influence other people is by? - Talking about what they want and
showing them how to get it
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
