COURSE CAREERS FINAL EXAM ACTUAL EXAM
Who are you calling with your referral cold call outreach? - ANSWER: Someone
horizontal or above your ideal buyer persona
Which sentence is incorrect? - ANSWER: Their going to stay at you're beach house.
What the correct difference between a B2C and B2B sales cycle? - ANSWER: B2C
sales cycles usually have less people involved in the decision.
What's a Champion? - ANSWER: Someone who salespeople love.
Which of the following sentences are incomplete? A. Ran across the field. B. We met
downtown. C. Taken aback. D. On the side. - ANSWER: A, C, and D
What's the best definition for a sales cadence? - ANSWER: A cadence is the sequence
of activities you perform in order to make contact with a prospect
When should you argue with someone? - ANSWER: Never because you can't win
Which part of BANT is the most important and why? - ANSWER: Need, no need
means no reason to buy.
What are the steps in the cold calling formula? - ANSWER: Intro - Reason - Qualify -
Ask
What shouldn't you do when talking to a gatekeeper? - ANSWER: Lie to them to get
directed to the correct contact.
What's the difference between a buyer persona and ICP? - ANSWER: The buyer
persona focuses on the actual employee while the Ideal customer profile focuses on
the company.
What's the definition of an ICP? - ANSWER: It's the fictitious company persona of
your ideal customer.
In the following two sentences, are ensure and insure used correctly? A. To ensure
that the work would be completed on time, the owner assigned two people to the
task. B. To insure the company against unexpected losses, the owner purchased a
liability and property damage policy. - ANSWER: Both sentences are correct
Which sentence is incomplete? - ANSWER: Singing in the rain
What's a buyer persona? - ANSWER: It's the ideal person at the company you're
targeting.
, Why do you need a sales cadence as a salesperson? - ANSWER: You need a cadence
since it's very difficult to reach out to a large number of prospects using multiple
channels in a consistent manner that can be tracked.
Why are organizational structures valuable? - ANSWER: All of the above
Which sentence is incorrect? - ANSWER: Jack is very fast, He began running when he
was four years old.
Please describe your biggest takeaway from How to Win Friends and Influence
People and how it relates to being successful as an SDR. - ANSWER: My biggest
takeaway was that you have to be likeable. People buy from people they like which
to be a successful SDR you have to be able to provide value and that's how people
will buy from you.
Please list the main CRMs on the market, sales engagement platforms on the market,
and sales data platforms in categories. - ANSWER: CRM's;
Salesforce
HubSpot
Zoho
Sales engagement platforms;
Salesloft
Hubspot Sales
Sales data platforms;
LinkedIn Sales Navigator
Zoominfo/Discover Org
Dun & Bradstreet
How do you predict your performance as a salesperson? - ANSWER: By measuring
both your activity and conversion rates using the formula E+E=P
Which sales data software is the most widely used? - ANSWER: ZoomInfo
You can make more friends in two months by ______ . - ANSWER: becoming
interested in them
What is an account? - ANSWER: The records of all the information associated with a
prospective or current customer.
Where will you be using SPIN the most as an SDR? - ANSWER: Discovery
A word that is a person, place, or thing is a: - ANSWER: noun
Who are you calling with your referral cold call outreach? - ANSWER: Someone
horizontal or above your ideal buyer persona
Which sentence is incorrect? - ANSWER: Their going to stay at you're beach house.
What the correct difference between a B2C and B2B sales cycle? - ANSWER: B2C
sales cycles usually have less people involved in the decision.
What's a Champion? - ANSWER: Someone who salespeople love.
Which of the following sentences are incomplete? A. Ran across the field. B. We met
downtown. C. Taken aback. D. On the side. - ANSWER: A, C, and D
What's the best definition for a sales cadence? - ANSWER: A cadence is the sequence
of activities you perform in order to make contact with a prospect
When should you argue with someone? - ANSWER: Never because you can't win
Which part of BANT is the most important and why? - ANSWER: Need, no need
means no reason to buy.
What are the steps in the cold calling formula? - ANSWER: Intro - Reason - Qualify -
Ask
What shouldn't you do when talking to a gatekeeper? - ANSWER: Lie to them to get
directed to the correct contact.
What's the difference between a buyer persona and ICP? - ANSWER: The buyer
persona focuses on the actual employee while the Ideal customer profile focuses on
the company.
What's the definition of an ICP? - ANSWER: It's the fictitious company persona of
your ideal customer.
In the following two sentences, are ensure and insure used correctly? A. To ensure
that the work would be completed on time, the owner assigned two people to the
task. B. To insure the company against unexpected losses, the owner purchased a
liability and property damage policy. - ANSWER: Both sentences are correct
Which sentence is incomplete? - ANSWER: Singing in the rain
What's a buyer persona? - ANSWER: It's the ideal person at the company you're
targeting.
, Why do you need a sales cadence as a salesperson? - ANSWER: You need a cadence
since it's very difficult to reach out to a large number of prospects using multiple
channels in a consistent manner that can be tracked.
Why are organizational structures valuable? - ANSWER: All of the above
Which sentence is incorrect? - ANSWER: Jack is very fast, He began running when he
was four years old.
Please describe your biggest takeaway from How to Win Friends and Influence
People and how it relates to being successful as an SDR. - ANSWER: My biggest
takeaway was that you have to be likeable. People buy from people they like which
to be a successful SDR you have to be able to provide value and that's how people
will buy from you.
Please list the main CRMs on the market, sales engagement platforms on the market,
and sales data platforms in categories. - ANSWER: CRM's;
Salesforce
HubSpot
Zoho
Sales engagement platforms;
Salesloft
Hubspot Sales
Sales data platforms;
LinkedIn Sales Navigator
Zoominfo/Discover Org
Dun & Bradstreet
How do you predict your performance as a salesperson? - ANSWER: By measuring
both your activity and conversion rates using the formula E+E=P
Which sales data software is the most widely used? - ANSWER: ZoomInfo
You can make more friends in two months by ______ . - ANSWER: becoming
interested in them
What is an account? - ANSWER: The records of all the information associated with a
prospective or current customer.
Where will you be using SPIN the most as an SDR? - ANSWER: Discovery
A word that is a person, place, or thing is a: - ANSWER: noun
