Course Careers - Sales Technology Final Exam
Study Questions and Answers (Verified Answers)
1. What is the difference between a prospect and a lead
ANS 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
ANS Prelimi- naries - Investigation - Demonstrating Capabilty -
Obtaining Commitment
3. How would you respond to the objection: I'm not the right
person
ANS Do you know who the right person is?
1/
, 4. What is a C-level executive
ANS The highest level of executives who run the operations of a
company
5. Which stage of the sales call is the most important
ANS Investigation
6. What should you avoid using in a prospecting email
ANS Avoid Bullet points, Images, Attachments
7. What's a SQL
ANS A prospect who is qualified to buy your product or service
8. Where will you be using SPIN the most as an SDR
ANS Discovery
2/
Study Questions and Answers (Verified Answers)
1. What is the difference between a prospect and a lead
ANS 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
ANS Prelimi- naries - Investigation - Demonstrating Capabilty -
Obtaining Commitment
3. How would you respond to the objection: I'm not the right
person
ANS Do you know who the right person is?
1/
, 4. What is a C-level executive
ANS The highest level of executives who run the operations of a
company
5. Which stage of the sales call is the most important
ANS Investigation
6. What should you avoid using in a prospecting email
ANS Avoid Bullet points, Images, Attachments
7. What's a SQL
ANS A prospect who is qualified to buy your product or service
8. Where will you be using SPIN the most as an SDR
ANS Discovery
2/
