COURSE CAREERS EXAMS SCRIPT 2025/2026 QUESTIONS
AND SOLUTIONS MARKED A+
✔✔Cold Call - ✔✔attempt to engage with a prospect (with whom you don't yet have a
relationship) on the phone
✔✔Cold Email - ✔✔attempt to engage with prospect (with whom you don't yet have a
relationship) via email
✔✔Customer Acquisition Cost (CAC) - ✔✔cost to acquire a new paying client
✔✔Customer Lifetime Value - ✔✔aka lifetime value (LTV); total lifetime value of one
client in terms fo the revenue they'll bring in before they churn
✔✔Customer Relationship Management (CRM) - ✔✔a software or internet-based
service that helps business owners and sales professionals manage their sales pipeline,
track prospects and related activities through the sales cycle
✔✔Customer Success - ✔✔a strategy and proactive mindset that helps reduce churn
rates, increase customer satisfaction with a product/service, and the predictability of
recurring revenue
✔✔Decision Maker - ✔✔the person in charge of making the purchasing decision at a
company
✔✔Fortune 500 - ✔✔a list of the 500 largest companies in the US based on revenue
✔✔Gatekeeper - ✔✔the person who answers the corporate phone and decides whether
or not to let you talk to the decision maker
✔✔ICP - ✔✔ideal customer profile = profile of the ideal client for your business
✔✔Inbound - ✔✔interest that comes in (received cold emails, submitted forms)
✔✔Inbound Sales - ✔✔sales that happen as a result of customers directly approaching
and engaging with a brand/company
✔✔Lead - ✔✔someone who is a potential fit to purchase your product/service
✔✔Lead Generation - ✔✔all of the activities that have a goal to generate interest
around a product or service through different methods - content marketing, PPC,
referrals, outbound marketing, partnerships
, ✔✔Lead Nurturing - ✔✔engaging and building long term relationships with existing
prospects
✔✔Lead Qualification - ✔✔a process of qualifying whether a lead is a good fit to
purchase your product or service
✔✔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 strong influence over the purchase of a product or
service, but isn't the final decision maker
✔✔Marketing Qualified Lead (MQL) - ✔✔a lead that will most likely become a paying
client, based on what page the lead visited, what actions they took on the company
website, and other online engagement
✔✔Monthly Recurring Revenue (MRR) - ✔✔the amount of regular and predictable
income a company expects to receive every month
✔✔Onboarding - ✔✔a set of actions or a process of introducing a new client to a
product or service; setting up an account and introducing the client with their point of
contact at the company
✔✔Opportunities - ✔✔a qualified lead that is a good fit for your solution; an SDR has
qualified this person as someone who has the need and ability to purchase
✔✔Outbound Sales - ✔✔cold calling, cold emailing, and social selling with the goal of
initiating contact 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; divide gross profit (revenue - cost of goods sold) by revenue
✔✔Prospects - ✔✔names and contact information in a list, database, or CRM
✔✔Referral - ✔✔method of generating new sales leads, where someone refers a
potential client to you
✔✔Return on Investment (ROI) - ✔✔shows the effectiveness of the initial investment;
ratio between net profit and cost of investment
AND SOLUTIONS MARKED A+
✔✔Cold Call - ✔✔attempt to engage with a prospect (with whom you don't yet have a
relationship) on the phone
✔✔Cold Email - ✔✔attempt to engage with prospect (with whom you don't yet have a
relationship) via email
✔✔Customer Acquisition Cost (CAC) - ✔✔cost to acquire a new paying client
✔✔Customer Lifetime Value - ✔✔aka lifetime value (LTV); total lifetime value of one
client in terms fo the revenue they'll bring in before they churn
✔✔Customer Relationship Management (CRM) - ✔✔a software or internet-based
service that helps business owners and sales professionals manage their sales pipeline,
track prospects and related activities through the sales cycle
✔✔Customer Success - ✔✔a strategy and proactive mindset that helps reduce churn
rates, increase customer satisfaction with a product/service, and the predictability of
recurring revenue
✔✔Decision Maker - ✔✔the person in charge of making the purchasing decision at a
company
✔✔Fortune 500 - ✔✔a list of the 500 largest companies in the US based on revenue
✔✔Gatekeeper - ✔✔the person who answers the corporate phone and decides whether
or not to let you talk to the decision maker
✔✔ICP - ✔✔ideal customer profile = profile of the ideal client for your business
✔✔Inbound - ✔✔interest that comes in (received cold emails, submitted forms)
✔✔Inbound Sales - ✔✔sales that happen as a result of customers directly approaching
and engaging with a brand/company
✔✔Lead - ✔✔someone who is a potential fit to purchase your product/service
✔✔Lead Generation - ✔✔all of the activities that have a goal to generate interest
around a product or service through different methods - content marketing, PPC,
referrals, outbound marketing, partnerships
, ✔✔Lead Nurturing - ✔✔engaging and building long term relationships with existing
prospects
✔✔Lead Qualification - ✔✔a process of qualifying whether a lead is a good fit to
purchase your product or service
✔✔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 strong influence over the purchase of a product or
service, but isn't the final decision maker
✔✔Marketing Qualified Lead (MQL) - ✔✔a lead that will most likely become a paying
client, based on what page the lead visited, what actions they took on the company
website, and other online engagement
✔✔Monthly Recurring Revenue (MRR) - ✔✔the amount of regular and predictable
income a company expects to receive every month
✔✔Onboarding - ✔✔a set of actions or a process of introducing a new client to a
product or service; setting up an account and introducing the client with their point of
contact at the company
✔✔Opportunities - ✔✔a qualified lead that is a good fit for your solution; an SDR has
qualified this person as someone who has the need and ability to purchase
✔✔Outbound Sales - ✔✔cold calling, cold emailing, and social selling with the goal of
initiating contact 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; divide gross profit (revenue - cost of goods sold) by revenue
✔✔Prospects - ✔✔names and contact information in a list, database, or CRM
✔✔Referral - ✔✔method of generating new sales leads, where someone refers a
potential client to you
✔✔Return on Investment (ROI) - ✔✔shows the effectiveness of the initial investment;
ratio between net profit and cost of investment
