COURSE CAREERS
TECHNOLOGY SALES COURSE
FINAL, PRACTICE EXAM AND
STUDY GUIDE NEWEST 2024 /
2025 ACTUAL EXAM QUESTIONS
AND CORRECT DETAILED
ANSWERS VERIFIED ANSWERS
GRADED A+
,What is a Sales Cadence?
A sequence of sales activities where the sales team
interacts with leads
What is the Sales Cycle
A Sequence that a company goes through as they sell their
product or service
What are the stages of the Sales Cycle? (RODPFC)
Research > Outreach > Discovery > Present > Follow Up >
Close
What is a Sales Funnel?
stages that every potential client goes through as they are
led toward a final decision. (Buying a product or service)
What is a CRM?
a centralized database that manages your relationships with
customers
Ex. Salesforce and Hubspot
What is Sales Engagement? (Sales Acceleration)
a platform that Tracks the interactions & exchange between
sales reps and their prospects
Ex. Salesloft, Hubspot Sales, Outreach
, What is Sales Data Software?
Collects info so you can find leads that match what you
need. (Location of companies, updated employee profiles.
Etc
Ex. LinkedIn Sales Navigator, Apollo, Zoominfo
What is Step 1 in the Research Process?
Building company lists based on your Ideal Customer Profile
(ICP)
What is Step 2 in the Research Process?
Building contact lists based on buyer persona
What is Step 3 in the Research Process?
Find contact info for each contact
What is the Cold Calling formula?
Intro > Reason > Qualify > Ask
What are the four stages of Discovery Call?
Preliminaries, Investigating, Demonstrating Capabilities,
Obtaining Commitment
What is SPIN?
where the reps organize sales calls using a question
framework that touches on four categories.
What do the acronyms in SPIN stand for?
TECHNOLOGY SALES COURSE
FINAL, PRACTICE EXAM AND
STUDY GUIDE NEWEST 2024 /
2025 ACTUAL EXAM QUESTIONS
AND CORRECT DETAILED
ANSWERS VERIFIED ANSWERS
GRADED A+
,What is a Sales Cadence?
A sequence of sales activities where the sales team
interacts with leads
What is the Sales Cycle
A Sequence that a company goes through as they sell their
product or service
What are the stages of the Sales Cycle? (RODPFC)
Research > Outreach > Discovery > Present > Follow Up >
Close
What is a Sales Funnel?
stages that every potential client goes through as they are
led toward a final decision. (Buying a product or service)
What is a CRM?
a centralized database that manages your relationships with
customers
Ex. Salesforce and Hubspot
What is Sales Engagement? (Sales Acceleration)
a platform that Tracks the interactions & exchange between
sales reps and their prospects
Ex. Salesloft, Hubspot Sales, Outreach
, What is Sales Data Software?
Collects info so you can find leads that match what you
need. (Location of companies, updated employee profiles.
Etc
Ex. LinkedIn Sales Navigator, Apollo, Zoominfo
What is Step 1 in the Research Process?
Building company lists based on your Ideal Customer Profile
(ICP)
What is Step 2 in the Research Process?
Building contact lists based on buyer persona
What is Step 3 in the Research Process?
Find contact info for each contact
What is the Cold Calling formula?
Intro > Reason > Qualify > Ask
What are the four stages of Discovery Call?
Preliminaries, Investigating, Demonstrating Capabilities,
Obtaining Commitment
What is SPIN?
where the reps organize sales calls using a question
framework that touches on four categories.
What do the acronyms in SPIN stand for?
