FINAL EXAM COURSE CAREERS CORRECT AND VERIFIED ANSWERS GRADED A+

FINAL EXAM COURSE CAREERS CORRECT AND VERIFIED ANSW ERS G RADED A+ 1.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. 2.What are the four stages of a sale call in order from spin selling? Preliminaries - Investigation - Demonstrating 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 -level executive? The highest level of executives who run the operations of a company 5.Which stage of the sales call is the most important? Investigation 6.What should you avoid using in a prospecting email? Avoid Bullet points, Images, Attachments 7.What's a SQL? A prospect who is qualified to buy your product or service 8.Where will you be using SPIN the most as an SDR? Discovery 9.How should you send a LinkedIn prospecting message? Make it as short as possible since people get too many spam messages on LinkedIn 10.What's an influencer? Someone who influences the decision of a purchase 11.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. 12.What's the correct BANT order for a discovery 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 widely used? Salesforce and Hubspot 15.How should you open a discovery call? Set the expectations for the call 16.You can make more friends in two months by? Becoming interested in them 17.Why do salespeople use sales engagement software? A sales engagement system helps salespeople execute their cadence with automation 18.What's your ultimate goal at the end of a discovery call? Schedule a time on the calendar if they are qualified to purchase