FINAL EXAM COURSE
CAREERS 2024-2025 LATEST
, What is the difference between a prospect and a lead? - CORRECT ANSWER 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? - CORRECT ANSWER Preliminaries -
Investigation - Demonstrating Capabilty - Obtaining Commitment
How would you respond to the objection: I'm not the right person? - CORRECT ANSWER Do you know
who the right person is?
What is a C-level executive? - CORRECT ANSWER The highest level of executives who run the
operations of a company
Which stage of the sales call is the most important? - CORRECT ANSWER Investigation
What should you avoid using in a prospecting email? - CORRECT ANSWER Avoid Bullet points, Images,
Attachments
What's a SQL? - CORRECT ANSWER A prospect who is qualified to buy your product or service
Where will you be using SPIN the most as an SDR? - CORRECT ANSWER Discovery
How should you send a LinkedIn prospecting message? - CORRECT ANSWER Make it as short as
possible since people get too many spam messages on LinkedIn
What's an influencer? - CORRECT ANSWER Someone who influences the decision of a purchase
Why do salespeople use CRM system instead of a spreedsheet or piece of paper? - CORRECT ANSWER
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? - CORRECT ANSWER Need - Authority - Timing -
Budget
CAREERS 2024-2025 LATEST
, What is the difference between a prospect and a lead? - CORRECT ANSWER 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? - CORRECT ANSWER Preliminaries -
Investigation - Demonstrating Capabilty - Obtaining Commitment
How would you respond to the objection: I'm not the right person? - CORRECT ANSWER Do you know
who the right person is?
What is a C-level executive? - CORRECT ANSWER The highest level of executives who run the
operations of a company
Which stage of the sales call is the most important? - CORRECT ANSWER Investigation
What should you avoid using in a prospecting email? - CORRECT ANSWER Avoid Bullet points, Images,
Attachments
What's a SQL? - CORRECT ANSWER A prospect who is qualified to buy your product or service
Where will you be using SPIN the most as an SDR? - CORRECT ANSWER Discovery
How should you send a LinkedIn prospecting message? - CORRECT ANSWER Make it as short as
possible since people get too many spam messages on LinkedIn
What's an influencer? - CORRECT ANSWER Someone who influences the decision of a purchase
Why do salespeople use CRM system instead of a spreedsheet or piece of paper? - CORRECT ANSWER
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? - CORRECT ANSWER Need - Authority - Timing -
Budget
