COURSE CAREERS COMPREHENSIVE EXAMS 2025/2026
QUESTIONS AND SOLUTIONS MARKED A+
✔✔Avoid these in emails - ✔✔Bulk emails, attachments, hyperlinks, contractions,
abbreviations
✔✔AMMO - ✔✔audience, method, message, outcome
✔✔4 elements of effective email - ✔✔Hook, relate, bridge (b/c), ask
✔✔Never use these in an opening for an email - ✔✔To whom it may concern, dear
✔✔4 Pilar's of mental toughness in sales - ✔✔Desire, mental resilience, outlearn/out
earn, physical resilience
✔✔E + E = P - ✔✔Efficiency + effectiveness = performance
✔✔Sales methodology - ✔✔Set of guiding principles that define how a business sells its
products and services to customers (ex: SPIN Selling)
✔✔Closing - ✔✔Behavior used by the seller in which implies or invited a commitment
✔✔Orders - ✔✔When the customer makes a firm commitment to buy
✔✔Advances - ✔✔When an event takes place to move a sale forward includes
agreement to offsite demonstration
✔✔Continuations - ✔✔Sale continues but no action has been agreed upon by the
customer to mover forward
✔✔No Sales - ✔✔Where customer actively refuses a commitment
✔✔Implied Needs - ✔✔statements by the customer of problems, difficulties, and
dissatisfactions
✔✔Explicit Needs - ✔✔specific customer statements of wants or desires
✔✔SPIN acronym - ✔✔situation, problem, implication, need payoff
✔✔Situation Questions (SPIN) - ✔✔Ask gathering info questions
✔✔Problem Questions (SPIN) - ✔✔-explore needs, any difficulties they may be having
-goal is to have them realize and then acknowledge they have a problem, discovery
centered
, -uncover implied needs
✔✔Implication Questions (SPIN) - ✔✔Questions that take a customers problems and
explore the success and failure
✔✔Need-pay off questions (SPIN) - ✔✔Customers tell you the benefits that your
product or service could solve
✔✔features - ✔✔Facts about product
✔✔Benefits - ✔✔Show how features can help the customer
✔✔Examples of CRM Systems - ✔✔Salesforce, Microsoft dynamics, hubspot
✔✔Sales data software - ✔✔Collect and make sense of company info from millions of
data sources (company and contact data)
✔✔Examples Sales Data Companies: - ✔✔LinkedIn Sales Navigator, Zoominfo, Dun &
Bradstreet
✔✔Sales Engagement Software - ✔✔Interactions and exchanges that occur between
sales reps and their prospects or customers (aka sales acceleration)
✔✔Examples of Sales Engagement Systems - ✔✔Sales loft, Outreach, and Hubspot
Sales
✔✔Example of sales cadence - ✔✔Call->email->LinkedIn connect/message->email-
>call->breakup email
✔✔Research Steps - ✔✔Building company list on ICP, contact list for BP, contact info
on each contact, research ways to personalize outreach
✔✔Direct Outreach - ✔✔Target the ICP
✔✔Goals of direct outreach - ✔✔Qualify them and set up meeting
✔✔Referral outreach - ✔✔Target someone above the BP
✔✔Goal of referral outreach - ✔✔Get an introduction to your BP
✔✔Intelligence outreach - ✔✔Target someone below your BP
✔✔Goal of intelligence outreach - ✔✔Figure out the contact, info, and their challenges
and what your problem could solve
QUESTIONS AND SOLUTIONS MARKED A+
✔✔Avoid these in emails - ✔✔Bulk emails, attachments, hyperlinks, contractions,
abbreviations
✔✔AMMO - ✔✔audience, method, message, outcome
✔✔4 elements of effective email - ✔✔Hook, relate, bridge (b/c), ask
✔✔Never use these in an opening for an email - ✔✔To whom it may concern, dear
✔✔4 Pilar's of mental toughness in sales - ✔✔Desire, mental resilience, outlearn/out
earn, physical resilience
✔✔E + E = P - ✔✔Efficiency + effectiveness = performance
✔✔Sales methodology - ✔✔Set of guiding principles that define how a business sells its
products and services to customers (ex: SPIN Selling)
✔✔Closing - ✔✔Behavior used by the seller in which implies or invited a commitment
✔✔Orders - ✔✔When the customer makes a firm commitment to buy
✔✔Advances - ✔✔When an event takes place to move a sale forward includes
agreement to offsite demonstration
✔✔Continuations - ✔✔Sale continues but no action has been agreed upon by the
customer to mover forward
✔✔No Sales - ✔✔Where customer actively refuses a commitment
✔✔Implied Needs - ✔✔statements by the customer of problems, difficulties, and
dissatisfactions
✔✔Explicit Needs - ✔✔specific customer statements of wants or desires
✔✔SPIN acronym - ✔✔situation, problem, implication, need payoff
✔✔Situation Questions (SPIN) - ✔✔Ask gathering info questions
✔✔Problem Questions (SPIN) - ✔✔-explore needs, any difficulties they may be having
-goal is to have them realize and then acknowledge they have a problem, discovery
centered
, -uncover implied needs
✔✔Implication Questions (SPIN) - ✔✔Questions that take a customers problems and
explore the success and failure
✔✔Need-pay off questions (SPIN) - ✔✔Customers tell you the benefits that your
product or service could solve
✔✔features - ✔✔Facts about product
✔✔Benefits - ✔✔Show how features can help the customer
✔✔Examples of CRM Systems - ✔✔Salesforce, Microsoft dynamics, hubspot
✔✔Sales data software - ✔✔Collect and make sense of company info from millions of
data sources (company and contact data)
✔✔Examples Sales Data Companies: - ✔✔LinkedIn Sales Navigator, Zoominfo, Dun &
Bradstreet
✔✔Sales Engagement Software - ✔✔Interactions and exchanges that occur between
sales reps and their prospects or customers (aka sales acceleration)
✔✔Examples of Sales Engagement Systems - ✔✔Sales loft, Outreach, and Hubspot
Sales
✔✔Example of sales cadence - ✔✔Call->email->LinkedIn connect/message->email-
>call->breakup email
✔✔Research Steps - ✔✔Building company list on ICP, contact list for BP, contact info
on each contact, research ways to personalize outreach
✔✔Direct Outreach - ✔✔Target the ICP
✔✔Goals of direct outreach - ✔✔Qualify them and set up meeting
✔✔Referral outreach - ✔✔Target someone above the BP
✔✔Goal of referral outreach - ✔✔Get an introduction to your BP
✔✔Intelligence outreach - ✔✔Target someone below your BP
✔✔Goal of intelligence outreach - ✔✔Figure out the contact, info, and their challenges
and what your problem could solve
