final exam course careers, Course Careers - Sales Technology Final Exam
Study Set
Study online at https://quizlet.com/_dy6g55
1. What is the difference between a prospect and a lead? Both describe a potential
customer and have inter-
twined meanings that only
differ based on who you
are talking to.
2. What are the four stages of a sale call in order from Preliminaries - Investiga-
spin selling? tion - Demonstrating Ca-
pabilty - Obtaining Com-
mitment
3. How would you respond to the objection: I'm not the Do you know who the right
right person? person is?
4. What is a C-level executive? The highest level of exec-
utives who run the opera-
tions 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, Im-
ages, Attachments
7. What's a SQL? A prospect who is quali-
fied 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 mes- Make it as short as pos-
sage? sible since people get too
many spam messages on
LinkedIn
, final exam course careers, Course Careers - Sales Technology Final Exam
Study Set
Study online at https://quizlet.com/_dy6g55
10. What's an influencer? Someone who influences
the decision of a purchase
11. Why do salespeople use CRM system instead of a A CRM system helps orga-
spreedsheet or piece of paper? nize your contacts, com-
panies, and all of the in-
formation associated with
them and they can be eas-
ily 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 sys-
tem helps salespeople ex-
ecute their cadence with
automation
18. What's your ultimate goal at the end of a discovery
call?
, final exam course careers, Course Careers - Sales Technology Final Exam
Study Set
Study online at https://quizlet.com/_dy6g55
Schedule a time on the
calendar if they are quali-
fied to purchase
19. What ideas do people like more? Ideas they feel they came
up with themselves
20. Which sales engagement software is the most widely Outreach and Salesloft
used?
21. Who is the highest ranking in an organizational struc- Board of Directors
ture?
22. Why do sales people use sales date software? Sales data software gives
salespeople data about
their prospective contacts
23. Why are organizational structures valuable? They give titles to em-
ployees based on hierar-
chy, Defines employee job
and responsibilities, De-
fines employees decision
making ability
24. Which sales data software is the most widely used? ZoomInfo
25. What's the definition of an ICP? It's the fictitious company
persona of your ideal cus-
tomer
26. What are the four research steps in order? Build company lists - Build
contacts lists - Find con-
tact info - find relevant and
, final exam course careers, Course Careers - Sales Technology Final Exam
Study Set
Study online at https://quizlet.com/_dy6g55
personal information for
outreach
27. What's the definition of a buyer persona? It's the fictitious persona
of an employee at a
prospect company
28. What is a hypothesis of need? What you hypothesize
their problem is that your
product or service can
solve
29. What's the difference between a buyer persona and The buyer persona focus-
ICP? es on the actual employ-
ee while the ideal cus-
tomer profile focuses on
the company
30. What are the steps in the cold calling formula? Intro - Reason - Qualify -
Ask
31. Why do sales cycles create a funnel? Because there are multi-
ple stages to a sales cy-
cle and salespeople lose
prospect at each stage
32. Who are you calling with your direct cold call out- Someone who is your ide-
reach? al buyer persona
33. How do you predict your performance as a salesper- By measuring both your
son? activity and conversion
rates using the formula
E+E=P
Study Set
Study online at https://quizlet.com/_dy6g55
1. What is the difference between a prospect and a lead? Both describe a potential
customer and have inter-
twined meanings that only
differ based on who you
are talking to.
2. What are the four stages of a sale call in order from Preliminaries - Investiga-
spin selling? tion - Demonstrating Ca-
pabilty - Obtaining Com-
mitment
3. How would you respond to the objection: I'm not the Do you know who the right
right person? person is?
4. What is a C-level executive? The highest level of exec-
utives who run the opera-
tions 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, Im-
ages, Attachments
7. What's a SQL? A prospect who is quali-
fied 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 mes- Make it as short as pos-
sage? sible since people get too
many spam messages on
, final exam course careers, Course Careers - Sales Technology Final Exam
Study Set
Study online at https://quizlet.com/_dy6g55
10. What's an influencer? Someone who influences
the decision of a purchase
11. Why do salespeople use CRM system instead of a A CRM system helps orga-
spreedsheet or piece of paper? nize your contacts, com-
panies, and all of the in-
formation associated with
them and they can be eas-
ily 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 sys-
tem helps salespeople ex-
ecute their cadence with
automation
18. What's your ultimate goal at the end of a discovery
call?
, final exam course careers, Course Careers - Sales Technology Final Exam
Study Set
Study online at https://quizlet.com/_dy6g55
Schedule a time on the
calendar if they are quali-
fied to purchase
19. What ideas do people like more? Ideas they feel they came
up with themselves
20. Which sales engagement software is the most widely Outreach and Salesloft
used?
21. Who is the highest ranking in an organizational struc- Board of Directors
ture?
22. Why do sales people use sales date software? Sales data software gives
salespeople data about
their prospective contacts
23. Why are organizational structures valuable? They give titles to em-
ployees based on hierar-
chy, Defines employee job
and responsibilities, De-
fines employees decision
making ability
24. Which sales data software is the most widely used? ZoomInfo
25. What's the definition of an ICP? It's the fictitious company
persona of your ideal cus-
tomer
26. What are the four research steps in order? Build company lists - Build
contacts lists - Find con-
tact info - find relevant and
, final exam course careers, Course Careers - Sales Technology Final Exam
Study Set
Study online at https://quizlet.com/_dy6g55
personal information for
outreach
27. What's the definition of a buyer persona? It's the fictitious persona
of an employee at a
prospect company
28. What is a hypothesis of need? What you hypothesize
their problem is that your
product or service can
solve
29. What's the difference between a buyer persona and The buyer persona focus-
ICP? es on the actual employ-
ee while the ideal cus-
tomer profile focuses on
the company
30. What are the steps in the cold calling formula? Intro - Reason - Qualify -
Ask
31. Why do sales cycles create a funnel? Because there are multi-
ple stages to a sales cy-
cle and salespeople lose
prospect at each stage
32. Who are you calling with your direct cold call out- Someone who is your ide-
reach? al buyer persona
33. How do you predict your performance as a salesper- By measuring both your
son? activity and conversion
rates using the formula
E+E=P
