2024 – 2025 COURSE CAREERS - SALES
TECHNOLOGY FINAL EXAM STUDY GUIDE
QUESTIONS WITH CORRECT ANSWERS
GRADED A+
What are the four stages of a sale call in order from spin
selling?
Preliminaries - Investigation - Demonstrating Capabilty -
Obtaining Commitment
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.
How would you respond to the objection: I'm not the right
person?
Do you know who the right person is?
What is a C-level executive?
,The highest level of executives who run the operations of a
company
Which stage of the sales call is the most important?
Investigation
What should you avoid using in a prospecting email?
Avoid Bullet points, Images, Attachments
What's a SQL?
A prospect who is qualified to buy your product or service
Where will you be using SPIN the most as an SDR?
Discovery
How should you send a LinkedIn prospecting message?
Make it as short as possible since people get too many spam
messages on LinkedIn
What's an influencer?
Someone who influences the decision of a purchase
,Why do salespeople use CRM system instead of a spreedsheet
or piece of paper?
A CRM system helps organize your contacts, companies, and all
of the information associated with them and they can be easily
searched.
What's the correct BANT order for a discovery call?
Need - Authority - Timing - Budget
The only way on earth to influence other people is by?
Talking about what they want and showing them how to get it
Which CRM systems are the most widely used?
Salesforce and Hubspot
How should you open a discovery call?
Set the expectations for the call
You can make more friends in two months by?
Becoming interested in them
, Why do salespeople use sales engagement software?
A sales engagement system helps salespeople execute their
cadence with automation
What's your ultimate goal at the end of a discovery call?
Schedule a time on the calendar if they are qualified to
purchase
What ideas do people like more?
Ideas they feel they came up with themselves
Which sales engagement software is the most widely used?
Outreach and Salesloft
Who is the highest ranking in an organizational structure?
Board of Directors
Why do sales people use sales date software?
Sales data software gives salespeople data about their
prospective contacts
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