SALES MASTERY EVALUATION EXAM 2025/2026
QUESTIONS WITH SOLUTIONS RATED A+
✔✔During a product demonstration, what does "Highlight Differentiation" mean? (A) To
show only the common features that all competitors also offer (B) To allow the prospect
to discover the differences on their own (C) Explicitly point out how Cozeva's approach
differs from alternatives and why those differences are critical (D) To focus solely on the
technical specifications of the product - ✔✔Correct Answer (C) Explicitly point out how
Cozeva's approach differs from alternatives and why those differences are critical
✔✔What is the general guiding principle when writing proposals, as stated in the
playbook? (A) Always start a new document FROM A TEMPLATE (B) Begin with a
blank document to ensure uniqueness (C) Reuse content from the most recent
successful proposal (D) Write the pricing section first before any other content -
✔✔Correct Answer (A) Always start a new document FROM A TEMPLATE
✔✔What is Nikki's #1 pet peeve regarding proposals submitted for final approval? (A)
Proposals that are too short and lack detail (B) Not taking the time to read the proposal
when she takes the time to approve it (C) Proposals that use outdated branding and
logos (D) Not including enough case studies in the proposal - ✔✔Correct Answer (B)
Not taking the time to read the proposal when she takes the time to approve it
✔✔For customers with $1B+ revenue, what is it very important to ask for instead of an
MSA to avoid deal delays? (A) A Service Level Agreement (SLA) (B) A Business
Associate Agreement (BAA) (C) A Mutual Non-Disclosure Agreement (NDA) (D) A
Master Software as a Service Agreement (MSaaSA) - ✔✔Correct Answer (D) A Master
Software as a Service Agreement (MSaaSA)
✔✔After an MSA is fully negotiated, who should the final documents be sent to for
routing through Adobe for signature, if ARW is handling it? (A) The Sales Executive and
the Customer Success Manager (B) The client's legal department (C) Taylor Diniz or
Karen Leung-Noda (D) Dhruba and Amitava - ✔✔Correct Answer (C) Taylor Diniz or
Karen Leung-Noda
✔✔After closing a deal, who should the client contacts be shared with for reporting
purposes, along with the MSA/BAA/SLA/Addendums? (A) Karen (B) Ops (C) Dhruba
and Amitava (D) Nikki - ✔✔Correct Answer (B) Ops
✔✔What is the sales AE's responsibility regarding responses going out to the customer
for security and compliance? (A) To delegate all review to Amitava or Daemon (B) To
ensure the client fills out the survey completely (C) To review all responses going out to
the customer (D) To only send the HITRUST r2 certification letters - ✔✔Correct Answer
(C) To review all responses going out to the customer
, ✔✔What is the goal of the Sales Handoff to Implementation meeting? (A) To sign the
final contract with the client (B) To ensure information gathered during the sales process
is passed on to CSM to set up implementation and ongoing support for success (C) To
conduct a final product demonstration for the client (D) To discuss the sales team's
commission structure - ✔✔Correct Answer (B) To ensure information gathered during
the sales process is passed on to CSM to set up implementation and ongoing support
for success
✔✔What is the final action listed in the quick checklist after closing a deal in HubSpot?
(A) Schedule the client's first billing cycle (B) Send a thank you note to the client (C)
Initiate the Redmine for invoicing (D) Close the deal in Hubspot and update all required
fields for commission - ✔✔Correct Answer (D) Close the deal in Hubspot and update all
required fields for commission
✔✔1. What are the key qualification criteria for Stage 0: Identify? (A) Membership
count/minimum threshold, and pays claims (B) Prospect's annual revenue and market
share (C) Number of existing technology integrations and IT team size (D) Current
contract expiration date and existing vendor relationships - ✔✔Correct Answer (A)
Membership count/minimum threshold, and pays claims
✔✔2. In the "All Stages" section of the Sales Process, what does thorough
"Preparation" specifically involve? (A) Understanding your prospect's language,
behaviors, and the specific information you need to invest effort in acquiring (B)
Finalizing all contract terms and conditions prior to the first call (C) Only reviewing
internal company metrics related to sales performance (D) Developing a post-sales
support plan for the client - ✔✔Correct Answer (A) Understanding your prospect's
language, behaviors, and the specific information you need to invest effort in acquiring
✔✔3. In the PACT Framework, what does "Consequence" specifically involve
understanding for sales professionals? (A) The potential consequences or impact of not
addressing the prospect's pain points (B) The specific goals or objectives that align with
your product (C) Identifying the decision-makers within the prospect's organization (D)
The prospect's primary challenges your product can address - ✔✔Correct Answer (A)
The potential consequences or impact of not addressing the prospect's pain points
✔✔4. For customers with $1B+ revenue, what specific agreement is IT VERY
IMPORTANT to ask for instead of an MSA to avoid deal delays? (A) A Master Software
as a Service Agreement (MSaaSA) (B) A Service Level Agreement (SLA) (C) A Mutual
Non-Disclosure Agreement (NDA) (D) A Business Associate Agreement (BAA) -
✔✔Correct Answer (A) A Master Software as a Service Agreement (MSaaSA)
✔✔5. When a client sends a technology or security-related survey/assessment, what
should the sales AE always ask first? (A) If they will accept our HITRUST r2 certification
in its place (B) To provide an internal contact for their IT department (C) If they require a
QUESTIONS WITH SOLUTIONS RATED A+
✔✔During a product demonstration, what does "Highlight Differentiation" mean? (A) To
show only the common features that all competitors also offer (B) To allow the prospect
to discover the differences on their own (C) Explicitly point out how Cozeva's approach
differs from alternatives and why those differences are critical (D) To focus solely on the
technical specifications of the product - ✔✔Correct Answer (C) Explicitly point out how
Cozeva's approach differs from alternatives and why those differences are critical
✔✔What is the general guiding principle when writing proposals, as stated in the
playbook? (A) Always start a new document FROM A TEMPLATE (B) Begin with a
blank document to ensure uniqueness (C) Reuse content from the most recent
successful proposal (D) Write the pricing section first before any other content -
✔✔Correct Answer (A) Always start a new document FROM A TEMPLATE
✔✔What is Nikki's #1 pet peeve regarding proposals submitted for final approval? (A)
Proposals that are too short and lack detail (B) Not taking the time to read the proposal
when she takes the time to approve it (C) Proposals that use outdated branding and
logos (D) Not including enough case studies in the proposal - ✔✔Correct Answer (B)
Not taking the time to read the proposal when she takes the time to approve it
✔✔For customers with $1B+ revenue, what is it very important to ask for instead of an
MSA to avoid deal delays? (A) A Service Level Agreement (SLA) (B) A Business
Associate Agreement (BAA) (C) A Mutual Non-Disclosure Agreement (NDA) (D) A
Master Software as a Service Agreement (MSaaSA) - ✔✔Correct Answer (D) A Master
Software as a Service Agreement (MSaaSA)
✔✔After an MSA is fully negotiated, who should the final documents be sent to for
routing through Adobe for signature, if ARW is handling it? (A) The Sales Executive and
the Customer Success Manager (B) The client's legal department (C) Taylor Diniz or
Karen Leung-Noda (D) Dhruba and Amitava - ✔✔Correct Answer (C) Taylor Diniz or
Karen Leung-Noda
✔✔After closing a deal, who should the client contacts be shared with for reporting
purposes, along with the MSA/BAA/SLA/Addendums? (A) Karen (B) Ops (C) Dhruba
and Amitava (D) Nikki - ✔✔Correct Answer (B) Ops
✔✔What is the sales AE's responsibility regarding responses going out to the customer
for security and compliance? (A) To delegate all review to Amitava or Daemon (B) To
ensure the client fills out the survey completely (C) To review all responses going out to
the customer (D) To only send the HITRUST r2 certification letters - ✔✔Correct Answer
(C) To review all responses going out to the customer
, ✔✔What is the goal of the Sales Handoff to Implementation meeting? (A) To sign the
final contract with the client (B) To ensure information gathered during the sales process
is passed on to CSM to set up implementation and ongoing support for success (C) To
conduct a final product demonstration for the client (D) To discuss the sales team's
commission structure - ✔✔Correct Answer (B) To ensure information gathered during
the sales process is passed on to CSM to set up implementation and ongoing support
for success
✔✔What is the final action listed in the quick checklist after closing a deal in HubSpot?
(A) Schedule the client's first billing cycle (B) Send a thank you note to the client (C)
Initiate the Redmine for invoicing (D) Close the deal in Hubspot and update all required
fields for commission - ✔✔Correct Answer (D) Close the deal in Hubspot and update all
required fields for commission
✔✔1. What are the key qualification criteria for Stage 0: Identify? (A) Membership
count/minimum threshold, and pays claims (B) Prospect's annual revenue and market
share (C) Number of existing technology integrations and IT team size (D) Current
contract expiration date and existing vendor relationships - ✔✔Correct Answer (A)
Membership count/minimum threshold, and pays claims
✔✔2. In the "All Stages" section of the Sales Process, what does thorough
"Preparation" specifically involve? (A) Understanding your prospect's language,
behaviors, and the specific information you need to invest effort in acquiring (B)
Finalizing all contract terms and conditions prior to the first call (C) Only reviewing
internal company metrics related to sales performance (D) Developing a post-sales
support plan for the client - ✔✔Correct Answer (A) Understanding your prospect's
language, behaviors, and the specific information you need to invest effort in acquiring
✔✔3. In the PACT Framework, what does "Consequence" specifically involve
understanding for sales professionals? (A) The potential consequences or impact of not
addressing the prospect's pain points (B) The specific goals or objectives that align with
your product (C) Identifying the decision-makers within the prospect's organization (D)
The prospect's primary challenges your product can address - ✔✔Correct Answer (A)
The potential consequences or impact of not addressing the prospect's pain points
✔✔4. For customers with $1B+ revenue, what specific agreement is IT VERY
IMPORTANT to ask for instead of an MSA to avoid deal delays? (A) A Master Software
as a Service Agreement (MSaaSA) (B) A Service Level Agreement (SLA) (C) A Mutual
Non-Disclosure Agreement (NDA) (D) A Business Associate Agreement (BAA) -
✔✔Correct Answer (A) A Master Software as a Service Agreement (MSaaSA)
✔✔5. When a client sends a technology or security-related survey/assessment, what
should the sales AE always ask first? (A) If they will accept our HITRUST r2 certification
in its place (B) To provide an internal contact for their IT department (C) If they require a
