COURSE CAREERS TEST QUESTIONS AND ANSWERS

What characteristics distinguish a huge sale from a modest sale? - ANSWER
Sales cycle length, customer commitment size, risk, and continuous
relationship.

ICP: ANSWER It's a fictional company identity for your target customer.


What should you avoid using in your prospecting emails? - ANSWER Bullet
points, photos, and attachments.

Sales Cadence - ANSWER a series of actions you do to reach a prospect.

How should you start a discovery call? - ANSWER Set expectations for the
call.

What is a champion? ANSWER Someone who sells products that people enjoy.

A sentence is generally incomplete when? - ANSWER It lacks both a subject
and a verb.

What terms are never capitalized? - ANSWER pronouns such as her and him.

Email format: ANSWER Subject, Intro, Reason, ValueProp, Ask, Closing.

To indicate that words have been missing, use the punctuation mark: -
ANSWER ellipsis.

At what point in the sales cycle does prospecting finish and become a sales
qualifying lead, with an AE meeting scheduled? - ANSWER Prospecting
finishes when you have a SQL setup with the AE.

Which sales data software is most commonly used? - ZoomInfo: