COURSE CAREERS FINAL EXAM ACTUAL EXAM
What's the main difference between mankind and animals? - ANSWER: The desire to
feel important
The only way on earth to influence other people is by_____. - ANSWER: Talking
about what they want and showing them how to get it
You can make more friends in two months by _____ - ANSWER: becoming interested
in them
You should always smile because ______ - ANSWER: it makes people like you
it makes you happier
it costs you nothing
The sweetest sound to a person in any language is ____. - ANSWER: that person's
name
What do people love to talk about the most? - ANSWER: Themselves
By telling someone they're wrong you are ____. - ANSWER: making them feel
unintelligent
making them feel they have a bad sense of judgment
hurting their pride and respect
When trying to convince someone of something you should_____. - ANSWER: get
them to agree to small things by telling you "Yes" since it gets them in the mode of
saying yes and agreeing
Why is it important to see things from the other person's point of view? - ANSWER:
So you can sympathize with their point of view before helping them understand your
point of view
Why do people do well under competition? - ANSWER: They have a desire to excel
and feel important
Before telling someone about their shortcomings you should ______. - ANSWER: tell
them how much you appreciate their work and how you also have shortcomings
Instead of giving direct orders you should ____. - ANSWER: Make suggestions by
asking questions
There's never too much sincere _____. - ANSWER: praise
When trying to make someone want to do something you should _____. - ANSWER:
tell them how important what they're doing is and how they'll benefit
, What's CAC stand for? - ANSWER: Customer Acquisition Cost
What's a SQL? - ANSWER: A prospect who is qualified to buy your product or service.
What's an Influencer? - ANSWER: Someone who influences the decision of a
purchase.
What's the #1 reason for failure in sales? - ANSWER: Lack of prospecting
What is the formula for predicting sales? - ANSWER: Efficiency + Effectiveness =
Performance
What's your objective as a B2B sales development rep on the first contact with a new
prospect? - ANSWER: Set an appointment
What does your job as a sales development rep consist of? - ANSWER: Set
appointments with the prospects that are highly qualified and/or in the buying
window
Nurture the prospects that you've qualified but are not in the buying window
Gather information on the prospects for which you have some or no data so you can
qualify their potential and learn their buying windows
Under what conditions does it make sense to set an appointment without qualifying
the prospect? - ANSWER: You sell a product or service that is non contractual and
there is no set budgetary period for making these types of purchases
There is a high probability that most of your prospects will be buyers because your
product is something they use all the time
The decision-maker role is fairly consistent or usually a single person
What is a touch? - ANSWER: Anything that increases familiarity with a prospect
How many touches on average does it take to engage a cold prospect? - ANSWER:
20-50 touches
What quality can you use to organize a prospect list? - ANSWER: Qualification level
Potential deal size
Industry vertical
What's the primary reason you use social selling? - ANSWER: To build familiarity with
prospects
What's the main difference between mankind and animals? - ANSWER: The desire to
feel important
The only way on earth to influence other people is by_____. - ANSWER: Talking
about what they want and showing them how to get it
You can make more friends in two months by _____ - ANSWER: becoming interested
in them
You should always smile because ______ - ANSWER: it makes people like you
it makes you happier
it costs you nothing
The sweetest sound to a person in any language is ____. - ANSWER: that person's
name
What do people love to talk about the most? - ANSWER: Themselves
By telling someone they're wrong you are ____. - ANSWER: making them feel
unintelligent
making them feel they have a bad sense of judgment
hurting their pride and respect
When trying to convince someone of something you should_____. - ANSWER: get
them to agree to small things by telling you "Yes" since it gets them in the mode of
saying yes and agreeing
Why is it important to see things from the other person's point of view? - ANSWER:
So you can sympathize with their point of view before helping them understand your
point of view
Why do people do well under competition? - ANSWER: They have a desire to excel
and feel important
Before telling someone about their shortcomings you should ______. - ANSWER: tell
them how much you appreciate their work and how you also have shortcomings
Instead of giving direct orders you should ____. - ANSWER: Make suggestions by
asking questions
There's never too much sincere _____. - ANSWER: praise
When trying to make someone want to do something you should _____. - ANSWER:
tell them how important what they're doing is and how they'll benefit
, What's CAC stand for? - ANSWER: Customer Acquisition Cost
What's a SQL? - ANSWER: A prospect who is qualified to buy your product or service.
What's an Influencer? - ANSWER: Someone who influences the decision of a
purchase.
What's the #1 reason for failure in sales? - ANSWER: Lack of prospecting
What is the formula for predicting sales? - ANSWER: Efficiency + Effectiveness =
Performance
What's your objective as a B2B sales development rep on the first contact with a new
prospect? - ANSWER: Set an appointment
What does your job as a sales development rep consist of? - ANSWER: Set
appointments with the prospects that are highly qualified and/or in the buying
window
Nurture the prospects that you've qualified but are not in the buying window
Gather information on the prospects for which you have some or no data so you can
qualify their potential and learn their buying windows
Under what conditions does it make sense to set an appointment without qualifying
the prospect? - ANSWER: You sell a product or service that is non contractual and
there is no set budgetary period for making these types of purchases
There is a high probability that most of your prospects will be buyers because your
product is something they use all the time
The decision-maker role is fairly consistent or usually a single person
What is a touch? - ANSWER: Anything that increases familiarity with a prospect
How many touches on average does it take to engage a cold prospect? - ANSWER:
20-50 touches
What quality can you use to organize a prospect list? - ANSWER: Qualification level
Potential deal size
Industry vertical
What's the primary reason you use social selling? - ANSWER: To build familiarity with
prospects
