Course Careers - Sales Technology Final
Exam Study Set Q&A 100% Solved
What is a Sales Cadence? - ✔✔A sequence of touch-points you do to attract
your prospect to establish a connection to start an engagement or sale.
What is the Sales Process (Sales Cycle)? - ✔✔A set of Specific actions you follow
from start to finish to close a new customer.
What are the stages of the Sales Cycle?` - ✔✔Research > Outreach > Discovery >
Present > Follow Up > Close
What is a Sales Funnel? - ✔✔A visual representation of sales processes with
defined stages that every potential client goes through as they are led toward a
final decision.
- Give salespeople a repeatable framework of actions to follow
- Creates a baseline for comparison and forecasting
What is a CRM? - ✔✔A Centralized database that manages and maintains your
relationships and interactions with customers and potential customers.
Ex. Salesforce and Hubspot
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©PROFFKERRYMARTIN 2025/2026. YEAR PUBLISHED 2025.
,What is Sales Engagement? (Sales Acceleration) - ✔✔Tracks the interactions and
exchanges that occur between you and your prospects or customers.
Ex. Salesloft, Hubspot Sales, Outreach
What is Sales Data Software? (Sales Intelligence) - ✔✔Collects and makes sense
of company info from millions of data sources to help you understand things
like organization structure. It provides on two parts of the sales data market,
Company Data and Contact Data.
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 Step 3 in the Research Process? - ✔✔Finding relevant ways to
personalize outreach
What is the Cold Calling formula? - ✔✔Intro > Reason > Qualify > Ask
2|Page
©PROFFKERRYMARTIN 2025/2026. YEAR PUBLISHED 2025.
,What are the four stages of Discovery Call? - ✔✔Preliminaries, Investigating,
Demonstrating Capabilities, Obtaining Commitment
What is SPIN? - ✔✔A sales methodology developed by Neil Rackam, where the
reps organize sales calls using a question framework that touches on four
categories.
What do the acronyms in SPIN stand for? - ✔✔Situation, Problem, Implication,
Need-payoff
What does the S in SPIN stand for? - ✔✔Situation - Questions focus on gathering
facts and background
What does the P in SPIN stand for? - ✔✔Problem - Questions explore customers
problems, difficulties, and dissatisfaction's in areas where the sellers products
can help
What does the I in SPIN stand for? - ✔✔Implication - Questions take the
customers problems and explores its effects or consequences. They also help
customers understand a problems seriousness or urgency.
What does the N in SPIN stand for? - ✔✔Need - Questions help the customer
focus their attention on the solution rather than the problem. They get the
customer to tell you the benefits of fixing their problems.
3|Page
©PROFFKERRYMARTIN 2025/2026. YEAR PUBLISHED 2025.
, When in the four stages of discovery calls do you use SPIN? - ✔✔The
Investigation stage
What is BANT? - ✔✔A sales qualification methodology that lets salespeople
determine whether a prospect is a good fit based on this.
What does the acronyms in BANT stand for? - ✔✔Budget, Authority, Need
(Using SPIN), Timeline.
What is the most important part of BANT and why should you always start with
it? - ✔✔Need, this determines if the customer has the need for your product
and is asked in the order of NATB
What is a Cold Email? - ✔✔Part of your outreach cadence. These allow you to
get in front of very important and hard-to-reach people that you would have a
hard time getting a message through with another method.
What is the Cold Email Formula? - ✔✔Intro (Address Them) > Reason > Value
Prop (Solution to their problem, challenge, or difficulty and why they care) > Ask
(What you want, meeting or introduction) > Closing (Sign off)
What is a SQL? - ✔✔A prospect who is qualified to buy your product or service
What is an account? - ✔✔The records of all the information associated with a
prospective or current customer
4|Page
©PROFFKERRYMARTIN 2025/2026. YEAR PUBLISHED 2025.
Exam Study Set Q&A 100% Solved
What is a Sales Cadence? - ✔✔A sequence of touch-points you do to attract
your prospect to establish a connection to start an engagement or sale.
What is the Sales Process (Sales Cycle)? - ✔✔A set of Specific actions you follow
from start to finish to close a new customer.
What are the stages of the Sales Cycle?` - ✔✔Research > Outreach > Discovery >
Present > Follow Up > Close
What is a Sales Funnel? - ✔✔A visual representation of sales processes with
defined stages that every potential client goes through as they are led toward a
final decision.
- Give salespeople a repeatable framework of actions to follow
- Creates a baseline for comparison and forecasting
What is a CRM? - ✔✔A Centralized database that manages and maintains your
relationships and interactions with customers and potential customers.
Ex. Salesforce and Hubspot
1|Page
©PROFFKERRYMARTIN 2025/2026. YEAR PUBLISHED 2025.
,What is Sales Engagement? (Sales Acceleration) - ✔✔Tracks the interactions and
exchanges that occur between you and your prospects or customers.
Ex. Salesloft, Hubspot Sales, Outreach
What is Sales Data Software? (Sales Intelligence) - ✔✔Collects and makes sense
of company info from millions of data sources to help you understand things
like organization structure. It provides on two parts of the sales data market,
Company Data and Contact Data.
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 Step 3 in the Research Process? - ✔✔Finding relevant ways to
personalize outreach
What is the Cold Calling formula? - ✔✔Intro > Reason > Qualify > Ask
2|Page
©PROFFKERRYMARTIN 2025/2026. YEAR PUBLISHED 2025.
,What are the four stages of Discovery Call? - ✔✔Preliminaries, Investigating,
Demonstrating Capabilities, Obtaining Commitment
What is SPIN? - ✔✔A sales methodology developed by Neil Rackam, where the
reps organize sales calls using a question framework that touches on four
categories.
What do the acronyms in SPIN stand for? - ✔✔Situation, Problem, Implication,
Need-payoff
What does the S in SPIN stand for? - ✔✔Situation - Questions focus on gathering
facts and background
What does the P in SPIN stand for? - ✔✔Problem - Questions explore customers
problems, difficulties, and dissatisfaction's in areas where the sellers products
can help
What does the I in SPIN stand for? - ✔✔Implication - Questions take the
customers problems and explores its effects or consequences. They also help
customers understand a problems seriousness or urgency.
What does the N in SPIN stand for? - ✔✔Need - Questions help the customer
focus their attention on the solution rather than the problem. They get the
customer to tell you the benefits of fixing their problems.
3|Page
©PROFFKERRYMARTIN 2025/2026. YEAR PUBLISHED 2025.
, When in the four stages of discovery calls do you use SPIN? - ✔✔The
Investigation stage
What is BANT? - ✔✔A sales qualification methodology that lets salespeople
determine whether a prospect is a good fit based on this.
What does the acronyms in BANT stand for? - ✔✔Budget, Authority, Need
(Using SPIN), Timeline.
What is the most important part of BANT and why should you always start with
it? - ✔✔Need, this determines if the customer has the need for your product
and is asked in the order of NATB
What is a Cold Email? - ✔✔Part of your outreach cadence. These allow you to
get in front of very important and hard-to-reach people that you would have a
hard time getting a message through with another method.
What is the Cold Email Formula? - ✔✔Intro (Address Them) > Reason > Value
Prop (Solution to their problem, challenge, or difficulty and why they care) > Ask
(What you want, meeting or introduction) > Closing (Sign off)
What is a SQL? - ✔✔A prospect who is qualified to buy your product or service
What is an account? - ✔✔The records of all the information associated with a
prospective or current customer
4|Page
©PROFFKERRYMARTIN 2025/2026. YEAR PUBLISHED 2025.
