final exam cour se career s, Course Career s - Sales Technology Final Exam Study Set
1.What is the difference between a prospect and a lead?Both descr ibe a potential customer and have inter-
twined meanings that only diff er based on who y ou are talking to .
2.What are the f our stages of a sale call in or der from spin selling?Preliminar ies - Investigation - Demonstr ating 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-le vel executive? The highest le vel of executives who run the oper ations of a compan y
5.Which stage of the sales call is the most impor tant?Investigation
6.What should you avoid using in a prospecting email?Avoid Bullet points, Images, At-
tachments
7.What's a SQL? A prospect who is qualified to b uy your product or service
8.Where will y ou be using SPIN the most as an SDR? Discovery
9.How should y ou send a LinkedIn pr ospecting mes-
sage?Make it as shor t as possib le since final exam cour se career s, Course Career s - Sales Technology Final Exam Study Set
people get too many spam mes-
sages on Link edIn
10.What's an influencer? Someone who in-
fluences the deci-
sion of a purchase
11.Why do salespeople use CRM system instead of a spreedsheet or piece of paper?A CRM sys-
tem helps orga-
nize your con-
tacts, companies , and all of the information asso-
ciated with them and they can be easily searched.
12.What's the correct B ANT order for a disco very 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 widel y used? Salesforce and Hubspot
15.How should y ou open a disco very call? Set the expecta-
tions for the call
16.You can make more friends in tw o months b y?Becoming inter-
ested in them
17.Why do salespeople use sales enga gement soft-
ware?A sales en-
gagement system helps salespeople execute their ca- final exam cour se career s, Course Career s - Sales Technology Final Exam Study Set
dence with au-
tomation
18.What's your ultimate goal at the end of a disco very 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 themselves
20.Which sales engagement software is the most widely used?Outreach and Salesloft
21.Who is the highest ranking in an organizational struc-
ture?Board of Directors
22.Why do sales people use sales date software? Sales data soft-
ware gives sales-
people data about their prospectiv e contacts
23.Why are organizational structures v aluable? They give titles to employees based on hierarchy, De-
fines employee job and responsibili-
ties, Defines em-
ployees decision making ability
24.Which sales data software is the most widel y used?ZoomInfo
25.What's the definition of an ICP? It's the fictitious company persona of your ideal cus-
tomer final exam cour se career s, Course Career s - Sales Technology Final Exam Study Set
26.What are the f our resear ch steps in or der? Build compan y lists - Build con-
tacts lists - Find contact inf o - find relevant and per-
sonal information for outreach
27.What's the definition of a b uyer persona? It's the fictitious persona of an employee at a prospect company
28.What is a h ypothesis of need? What you hypoth-
esize their prob -
lem is that y our product or ser vice can solve
29.What's the difference between a b uyer persona and ICP?The buyer per-
sona focuses on the actual employ-
ee while the ide-
al customer pro-
file focuses on the company
30.What are the steps in the cold calling f ormula?Intro - Reason - Qualify - Ask
31.Why do sales c ycles create a funnel? Because there are multiple stages to a sales cycle and salespeople lose prospect at each stage
32.Who are you calling with y our direct cold call out-
reach?
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