COURSE CAREERS - SALES
TECHNOLOGY FINAL EXAM |
QUESTIONS & ANSWERS (VERIFIED) |
LATEST UPDATE | GRADED A+
What is a Sales Cadence?
Correct Answer: A sequence of touch-points you do to attract your prospect to establish a connection
to start an engagement or sale.
What is the Sales Process (Sales Cycle)?
Correct Answer: A set of Specific actions you follow from start to finish to close a new customer.
What are the stages of the Sales Cycle?`
Correct Answer: Research > Outreach > Discovery > Present > Follow Up > Close
What is a Sales Funnel?
Correct Answer: A visual representation of sales processes with defined stages that every potential
client goes through as they are led toward a final decision.
1
,- Give salespeople a repeatable framework of actions to follow
- Creates a baseline for comparison and forecasting
What is a CRM?
Correct Answer: A Centralized database that manages and maintains your relationships and
interactions with customers and potential customers.
Ex. Salesforce and Hubspot
What is Sales Engagement? (Sales Acceleration)
Correct Answer: Tracks the interactions and exchanges that occur between you and your prospects or
customers.
Ex. Salesloft, Hubspot Sales, Outreach
What is Sales Data Software? (Sales Intelligence)
Correct Answer: Collects and makes sense of company info from millions of data sources to help you
understand things like organization structure. It provides on two parts of the sales data market, Company
Data and Contact Data.
2
,Ex. LinkedIn Sales Navigator, Apollo, Zoominfo
What is Step 1 in the Research Process?
Correct Answer: Building company lists based on your Ideal Customer Profile (ICP)
What is Step 2 in the Research Process?
Correct Answer: Building contact lists based on buyer persona
What is Step 3 in the Research Process?
Correct Answer: Find contact info for each contact
What is Step 3 in the Research Process?
Correct Answer: Finding relevant ways to personalize outreach
What is the Cold Calling formula?
Correct Answer: Intro > Reason > Qualify > Ask
What are the four stages of Discovery Call?
Correct Answer: Preliminaries, Investigating, Demonstrating Capabilities, Obtaining Commitment
3
, What is SPIN?
Correct Answer: A sales methodology developed by Neil Rackam, where the reps organize sales calls
using a question framework that touches on four categories.
What do the acronyms in SPIN stand for?
Correct Answer: Situation, Problem, Implication, Need-payoff
What does the S in SPIN stand for?
Correct Answer: Situation - Questions focus on gathering facts and background
What does the P in SPIN stand for?
Correct Answer: Problem - Questions explore customers problems, difficulties, and dissatisfaction's in
areas where the sellers products can help
What does the I in SPIN stand for?
Correct Answer: Implication - Questions take the customers problems and explores its effects or
consequences. They also help customers understand a problems seriousness or urgency.
4
TECHNOLOGY FINAL EXAM |
QUESTIONS & ANSWERS (VERIFIED) |
LATEST UPDATE | GRADED A+
What is a Sales Cadence?
Correct Answer: A sequence of touch-points you do to attract your prospect to establish a connection
to start an engagement or sale.
What is the Sales Process (Sales Cycle)?
Correct Answer: A set of Specific actions you follow from start to finish to close a new customer.
What are the stages of the Sales Cycle?`
Correct Answer: Research > Outreach > Discovery > Present > Follow Up > Close
What is a Sales Funnel?
Correct Answer: A visual representation of sales processes with defined stages that every potential
client goes through as they are led toward a final decision.
1
,- Give salespeople a repeatable framework of actions to follow
- Creates a baseline for comparison and forecasting
What is a CRM?
Correct Answer: A Centralized database that manages and maintains your relationships and
interactions with customers and potential customers.
Ex. Salesforce and Hubspot
What is Sales Engagement? (Sales Acceleration)
Correct Answer: Tracks the interactions and exchanges that occur between you and your prospects or
customers.
Ex. Salesloft, Hubspot Sales, Outreach
What is Sales Data Software? (Sales Intelligence)
Correct Answer: Collects and makes sense of company info from millions of data sources to help you
understand things like organization structure. It provides on two parts of the sales data market, Company
Data and Contact Data.
2
,Ex. LinkedIn Sales Navigator, Apollo, Zoominfo
What is Step 1 in the Research Process?
Correct Answer: Building company lists based on your Ideal Customer Profile (ICP)
What is Step 2 in the Research Process?
Correct Answer: Building contact lists based on buyer persona
What is Step 3 in the Research Process?
Correct Answer: Find contact info for each contact
What is Step 3 in the Research Process?
Correct Answer: Finding relevant ways to personalize outreach
What is the Cold Calling formula?
Correct Answer: Intro > Reason > Qualify > Ask
What are the four stages of Discovery Call?
Correct Answer: Preliminaries, Investigating, Demonstrating Capabilities, Obtaining Commitment
3
, What is SPIN?
Correct Answer: A sales methodology developed by Neil Rackam, where the reps organize sales calls
using a question framework that touches on four categories.
What do the acronyms in SPIN stand for?
Correct Answer: Situation, Problem, Implication, Need-payoff
What does the S in SPIN stand for?
Correct Answer: Situation - Questions focus on gathering facts and background
What does the P in SPIN stand for?
Correct Answer: Problem - Questions explore customers problems, difficulties, and dissatisfaction's in
areas where the sellers products can help
What does the I in SPIN stand for?
Correct Answer: Implication - Questions take the customers problems and explores its effects or
consequences. They also help customers understand a problems seriousness or urgency.
4
