FINAL COURSE CAREERS, COURSE CAREERS - SALES
TECHNOLOGY FINAL EXAM 2024
1. What is the difference between a prospect and
a lead?: Both describe a potential customer and
have intertwined meanings that only differ based on
who you are talking to.
2. What are the four stages of a sale call in order
from spin selling?: Prelimi- naries - Investigation -
Demonstrating Capabilty - Obtaining Commitment
3. How would you respond to the objection: I'm not
the right person?: Do you know who the right person
is?
4. What is a C-level executive?: The highest level
of executives who run the operations of a company
5. Which stage of the sales call is the most
important?: Investigation
6. What should you avoid using in a prospecting
email?: Avoid Bullet points, Images, Attachments
7. What's a SQL?: A prospect who is qualified to buy
your product or service
8. Where will you be using SPIN the most as an
SDR?: Discovery
9. How should you send a LinkedIn prospecting
message?: Make it as short as possible since people
get too many spam messages on LinkedIn
10. What's an influencer?: Someone who influences
the decision of a purchase
11. Why do salespeople use CRM system instead of
a spreedsheet or piece of paper?: A CRM system
, FINAL COURSE CAREERS, COURSE CAREERS - SALES
TECHNOLOGY FINAL EXAM 2024
helps organize your contacts, companies, and all of
the information associated with them and they can be
easily searched.
12. What's the correct BANT order for a discovery
call?: Need - Authority - Timing - Budget
13. The only way on earth to influence other people
is by?: Talking about what they want and showing
them how to get it
14. Which CRM systems are the most widely used?:
Salesforce and Hubspot
15. How should you open a discovery call?: Set the
expectations for the call
16. You can make more friends in two months by?:
Becoming interested in them
17. Why do salespeople use sales engagement
software?: A sales engagement system helps
salespeople execute their cadence with automation
18. What's your ultimate goal at the end of a
discovery call?: Schedule a time on the calendar if
they are qualified to purchase
19. What ideas do people like more?: Ideas they
feel they came up with them- selves
20. Which sales engagement software is the most
widely used?: Outreach and Salesloft
21. Who is the highest ranking in an organizational
structure?: Board of Direc- tors
22. Why do sales people use sales date software?:
, FINAL COURSE CAREERS, COURSE CAREERS - SALES
TECHNOLOGY FINAL EXAM 2024
Sales data software gives salespeople data about
their prospective contacts
, FINAL COURSE CAREERS, COURSE CAREERS - SALES
TECHNOLOGY FINAL EXAM 2024
23. Why are organizational structures valuable?:
They give titles to employees based on hierarchy,
Defines employee job and responsibilities, Defines
employees decision making ability
24. Which sales data software is the most widely
used?: ZoomInfo
25. What's the definition of an ICP?: It's the fictitious
company persona of your ideal customer
26. What are the four research steps in order?: Build
company lists - Build contacts lists - Find contact info -
find relevant and personal information for outreach
27. What's the definition of a buyer persona?: It's
the fictitious persona of an employee at a prospect
company
28. What is a hypothesis of need?: What you
hypothesize their problem is that your product or
service can solve
29. What's the difference between a buyer persona
and ICP?: The buyer per- sona focuses on the actual
employee while the ideal customer profile focuses on
the company
30. What are the steps in the cold calling formula?:
Intro - Reason - Qualify - Ask
31. Why do sales cycles create a funnel?: Because
there are multiple stages to a sales cycle and
TECHNOLOGY FINAL EXAM 2024
1. What is the difference between a prospect and
a lead?: Both describe a potential customer and
have intertwined meanings that only differ based on
who you are talking to.
2. What are the four stages of a sale call in order
from spin selling?: Prelimi- naries - Investigation -
Demonstrating Capabilty - Obtaining Commitment
3. How would you respond to the objection: I'm not
the right person?: Do you know who the right person
is?
4. What is a C-level executive?: The highest level
of executives who run the operations of a company
5. Which stage of the sales call is the most
important?: Investigation
6. What should you avoid using in a prospecting
email?: Avoid Bullet points, Images, Attachments
7. What's a SQL?: A prospect who is qualified to buy
your product or service
8. Where will you be using SPIN the most as an
SDR?: Discovery
9. How should you send a LinkedIn prospecting
message?: Make it as short as possible since people
get too many spam messages on LinkedIn
10. What's an influencer?: Someone who influences
the decision of a purchase
11. Why do salespeople use CRM system instead of
a spreedsheet or piece of paper?: A CRM system
, FINAL COURSE CAREERS, COURSE CAREERS - SALES
TECHNOLOGY FINAL EXAM 2024
helps organize your contacts, companies, and all of
the information associated with them and they can be
easily searched.
12. What's the correct BANT order for a discovery
call?: Need - Authority - Timing - Budget
13. The only way on earth to influence other people
is by?: Talking about what they want and showing
them how to get it
14. Which CRM systems are the most widely used?:
Salesforce and Hubspot
15. How should you open a discovery call?: Set the
expectations for the call
16. You can make more friends in two months by?:
Becoming interested in them
17. Why do salespeople use sales engagement
software?: A sales engagement system helps
salespeople execute their cadence with automation
18. What's your ultimate goal at the end of a
discovery call?: Schedule a time on the calendar if
they are qualified to purchase
19. What ideas do people like more?: Ideas they
feel they came up with them- selves
20. Which sales engagement software is the most
widely used?: Outreach and Salesloft
21. Who is the highest ranking in an organizational
structure?: Board of Direc- tors
22. Why do sales people use sales date software?:
, FINAL COURSE CAREERS, COURSE CAREERS - SALES
TECHNOLOGY FINAL EXAM 2024
Sales data software gives salespeople data about
their prospective contacts
, FINAL COURSE CAREERS, COURSE CAREERS - SALES
TECHNOLOGY FINAL EXAM 2024
23. Why are organizational structures valuable?:
They give titles to employees based on hierarchy,
Defines employee job and responsibilities, Defines
employees decision making ability
24. Which sales data software is the most widely
used?: ZoomInfo
25. What's the definition of an ICP?: It's the fictitious
company persona of your ideal customer
26. What are the four research steps in order?: Build
company lists - Build contacts lists - Find contact info -
find relevant and personal information for outreach
27. What's the definition of a buyer persona?: It's
the fictitious persona of an employee at a prospect
company
28. What is a hypothesis of need?: What you
hypothesize their problem is that your product or
service can solve
29. What's the difference between a buyer persona
and ICP?: The buyer per- sona focuses on the actual
employee while the ideal customer profile focuses on
the company
30. What are the steps in the cold calling formula?:
Intro - Reason - Qualify - Ask
31. Why do sales cycles create a funnel?: Because
there are multiple stages to a sales cycle and
