COURSE CAREERS EXAM STUDY GUIDE 2025 QUESTIONS
WITH ANSWERS GUARANTEE A+
✔✔Channel sales - ✔✔Focusing on different sales channels (ex: in-house sales,
retailers, referrals, dealers, etc)
✔✔Churn - ✔✔Percentage of clients that leave or stop using your services or products
within a certain time period
✔✔Closing ratio - ✔✔Number of deals closed compared to the number of engaged
prospects (used to evaluate performance of a sdr)
✔✔Clients - ✔✔Closed opportunities, paying clients and people that your account
manager should take care of
✔✔Closers - ✔✔account executives; close deals
✔✔Cold call - ✔✔Attempt to engage with a prospect on a call
✔✔Cold email - ✔✔Attempt to engage with a prospect via email
✔✔CAC (customer acquisition cost) - ✔✔Cost of acquiring new paying clients
✔✔CLV (customer lifetime value)/LTV (lifetime value) - ✔✔Lifetime valve of one client in
terms of the revenue they'll bring before they churn
✔✔CRM (Customer Relationship Management) - ✔✔A software service that helps
business owners and sales professionals manage their sales pipeline, track prospects
and related activities throughout the sales cycle
✔✔Customer Success - ✔✔A strategy and a proactive mindset that helps reduce churn
rates, increases customer satisfaction with a service/product, and the predictability of
recurring revenue
✔✔decision maker - ✔✔Person in charge of making the purchasing decision at a
company
✔✔Fortune 500 - ✔✔List of 500 of the largest companies in the US based on revenue
✔✔Gatekeeper - ✔✔Person who answers the corporate phone and decides to let you
talk to the decision maker or not
✔✔ICP - ✔✔ideal customer profile is a profile of an ideal client for your business
, ✔✔Inbound - ✔✔Interest that comes in (receiving calls, emails)
✔✔Inbound sales - ✔✔Sales that happen as a result of customers directly approaching
and engaging with the brand
✔✔Lead - ✔✔Someone who is a potiential fit to purchase your product or service
✔✔lead generation - ✔✔All of the activities that have a goal to generate interest around
a product or service through different methods (PPC, marketing, outbound marketing,
partnership)
✔✔Lead Nurturing - ✔✔Engaging and building a long term relationship with existing
prospects
✔✔Lead qualifications - ✔✔A process of qualifying if a lead is a good fit to purchase
your product or seevice
✔✔Lead Scoring - ✔✔Assigning a value to every lead based on predefined criteria in
order to rank leads in terms of engaging priority
✔✔Influencer - ✔✔Someone who has a strong influence over the purchase of a product
or service but isn't the final decision maker
✔✔MQL (Marketing Qualified Lead) - ✔✔Lead that will most likely become a paying
client based on what pages the lead visited, what action they took on the company
website, and other online engagement
✔✔MRR (monthly recurring revenue) - ✔✔The amount of regular and predictable
income a company expects to receive every month
✔✔Onboarding - ✔✔Set of actions or a process of introducing a new client with a
service or product. (Setting up an account)
✔✔Opportunities - ✔✔Qualified lead that is a good fit for your solution; sdr has qualified
this person as someone who has the need and ability to purchase
✔✔Outbound Sales - ✔✔Cold calling, emailing, social selling with the goal of initiating
contract with a prospective client and ultimately closing the deal
✔✔point of contact - ✔✔A person or department within a company that the client can
reach out to with questions or specific requests
✔✔Profit margin - ✔✔Ratio of profitability that reveals how much money a company
actually makes; revenue from sales exceed costs
WITH ANSWERS GUARANTEE A+
✔✔Channel sales - ✔✔Focusing on different sales channels (ex: in-house sales,
retailers, referrals, dealers, etc)
✔✔Churn - ✔✔Percentage of clients that leave or stop using your services or products
within a certain time period
✔✔Closing ratio - ✔✔Number of deals closed compared to the number of engaged
prospects (used to evaluate performance of a sdr)
✔✔Clients - ✔✔Closed opportunities, paying clients and people that your account
manager should take care of
✔✔Closers - ✔✔account executives; close deals
✔✔Cold call - ✔✔Attempt to engage with a prospect on a call
✔✔Cold email - ✔✔Attempt to engage with a prospect via email
✔✔CAC (customer acquisition cost) - ✔✔Cost of acquiring new paying clients
✔✔CLV (customer lifetime value)/LTV (lifetime value) - ✔✔Lifetime valve of one client in
terms of the revenue they'll bring before they churn
✔✔CRM (Customer Relationship Management) - ✔✔A software service that helps
business owners and sales professionals manage their sales pipeline, track prospects
and related activities throughout the sales cycle
✔✔Customer Success - ✔✔A strategy and a proactive mindset that helps reduce churn
rates, increases customer satisfaction with a service/product, and the predictability of
recurring revenue
✔✔decision maker - ✔✔Person in charge of making the purchasing decision at a
company
✔✔Fortune 500 - ✔✔List of 500 of the largest companies in the US based on revenue
✔✔Gatekeeper - ✔✔Person who answers the corporate phone and decides to let you
talk to the decision maker or not
✔✔ICP - ✔✔ideal customer profile is a profile of an ideal client for your business
, ✔✔Inbound - ✔✔Interest that comes in (receiving calls, emails)
✔✔Inbound sales - ✔✔Sales that happen as a result of customers directly approaching
and engaging with the brand
✔✔Lead - ✔✔Someone who is a potiential fit to purchase your product or service
✔✔lead generation - ✔✔All of the activities that have a goal to generate interest around
a product or service through different methods (PPC, marketing, outbound marketing,
partnership)
✔✔Lead Nurturing - ✔✔Engaging and building a long term relationship with existing
prospects
✔✔Lead qualifications - ✔✔A process of qualifying if a lead is a good fit to purchase
your product or seevice
✔✔Lead Scoring - ✔✔Assigning a value to every lead based on predefined criteria in
order to rank leads in terms of engaging priority
✔✔Influencer - ✔✔Someone who has a strong influence over the purchase of a product
or service but isn't the final decision maker
✔✔MQL (Marketing Qualified Lead) - ✔✔Lead that will most likely become a paying
client based on what pages the lead visited, what action they took on the company
website, and other online engagement
✔✔MRR (monthly recurring revenue) - ✔✔The amount of regular and predictable
income a company expects to receive every month
✔✔Onboarding - ✔✔Set of actions or a process of introducing a new client with a
service or product. (Setting up an account)
✔✔Opportunities - ✔✔Qualified lead that is a good fit for your solution; sdr has qualified
this person as someone who has the need and ability to purchase
✔✔Outbound Sales - ✔✔Cold calling, emailing, social selling with the goal of initiating
contract with a prospective client and ultimately closing the deal
✔✔point of contact - ✔✔A person or department within a company that the client can
reach out to with questions or specific requests
✔✔Profit margin - ✔✔Ratio of profitability that reveals how much money a company
actually makes; revenue from sales exceed costs
