COURSE CAREERS TECHNOLOGY SALES COURSE
FINAL EXAM NEW VERSION 2024-2026 LATEST
UPDATE GRADED A+
What is an Account? - CORRECT ANSWER✔✔The records of all
the information associated with a prospective or current
customer.
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 who you're
talking to
What is a C-Level executive? - CORRECT ANSWER✔✔The
highest level of executives who run the operations of a
company.
,What's Churn? - CORRECT ANSWER✔✔Customers who were on
a subscription and stopped using/paying for it.
What's CAC stand for? - CORRECT ANSWER✔✔Customer
Acquisition Cost
What's a Gatekeeper? - CORRECT ANSWER✔✔Someone who is
in charge of deciding who talks to the executives.
What's a Sales Qualified Lead (SQL)? - CORRECT ANSWER✔✔A
prospect who is qualified to buy your product or service.
What does SQL stand for? - CORRECT ANSWER✔✔Sales
Qualified Lead
,What's an Influencer? - CORRECT ANSWER✔✔Someone who
influences the decision of a purchase.
What's a Champion? - CORRECT ANSWER✔✔Someone who
salespeople love.
What Is an Organizational Structure? - CORRECT ANSWER✔✔a
system that outlines how certain activities are directed in order
to achieve the goals of an organization. These activities can
include rules, rolls, and responsibilities.
What are the three aspects of an Organizational Structure? -
CORRECT ANSWER✔✔1. Gives titles to employees based on
hierarchy
2. Defines employees jobs and responsibilities
3. Defines employees decision making ability
, How are Organizational Structures Are Used in Sales? -
CORRECT ANSWER✔✔1. Allows you to know who is
responsible for using your product or service
2. Allows you to know who is responsible for managing or
implementing your product or service
3. Allows you to know who will benefit from using your product
or service
4. Allows you to know who makes the decision to buy your
product or service
5. In B2B sales there will likely be multiple people involved in
making the purchasing decision. People who use it, people who
manage and implement it, people who will benefit from it, and
decision-makers who care about how it will make or save the
company money. You'll need to map out all of these people
involved in the decision-making process and satisfy them all
What does ICP stand for? - CORRECT ANSWER✔✔Ideal
Customer Profile
FINAL EXAM NEW VERSION 2024-2026 LATEST
UPDATE GRADED A+
What is an Account? - CORRECT ANSWER✔✔The records of all
the information associated with a prospective or current
customer.
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 who you're
talking to
What is a C-Level executive? - CORRECT ANSWER✔✔The
highest level of executives who run the operations of a
company.
,What's Churn? - CORRECT ANSWER✔✔Customers who were on
a subscription and stopped using/paying for it.
What's CAC stand for? - CORRECT ANSWER✔✔Customer
Acquisition Cost
What's a Gatekeeper? - CORRECT ANSWER✔✔Someone who is
in charge of deciding who talks to the executives.
What's a Sales Qualified Lead (SQL)? - CORRECT ANSWER✔✔A
prospect who is qualified to buy your product or service.
What does SQL stand for? - CORRECT ANSWER✔✔Sales
Qualified Lead
,What's an Influencer? - CORRECT ANSWER✔✔Someone who
influences the decision of a purchase.
What's a Champion? - CORRECT ANSWER✔✔Someone who
salespeople love.
What Is an Organizational Structure? - CORRECT ANSWER✔✔a
system that outlines how certain activities are directed in order
to achieve the goals of an organization. These activities can
include rules, rolls, and responsibilities.
What are the three aspects of an Organizational Structure? -
CORRECT ANSWER✔✔1. Gives titles to employees based on
hierarchy
2. Defines employees jobs and responsibilities
3. Defines employees decision making ability
, How are Organizational Structures Are Used in Sales? -
CORRECT ANSWER✔✔1. Allows you to know who is
responsible for using your product or service
2. Allows you to know who is responsible for managing or
implementing your product or service
3. Allows you to know who will benefit from using your product
or service
4. Allows you to know who makes the decision to buy your
product or service
5. In B2B sales there will likely be multiple people involved in
making the purchasing decision. People who use it, people who
manage and implement it, people who will benefit from it, and
decision-makers who care about how it will make or save the
company money. You'll need to map out all of these people
involved in the decision-making process and satisfy them all
What does ICP stand for? - CORRECT ANSWER✔✔Ideal
Customer Profile
