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Course Careers - Sales Technology Final
Exam Study Set Questions and Correct
Answers/ Latest Update / Already Graded
What is a Sales Cadence?
Ans: 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)?
Ans: A set of Specific actions you follow from start to finish to
close a new customer.
What are the stages of the Sales Cycle?`
Ans: Research > Outreach > Discovery > Present > Follow Up >
Close
What is a Sales Funnel?
Ans: A visual representation of sales processes with defined
stages that every potential client goes through as they are led
toward a final decision.
All rights reserved © 2025/ 2026 |
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- Give salespeople a repeatable framework of actions to follow
- Creates a baseline for comparison and forecasting
What is a CRM?
Ans: 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)
Ans: 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)
Ans: Collects and makes sense of company info from millio ns
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.
All rights reserved © 2025/ 2026 |
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Ex. LinkedIn Sales Navigator, Apollo, Zoominfo
What is Step 1 in the Research Process?
Ans: Building company lists based on your Ideal Customer
Profile (ICP)
What is Step 2 in the Research Process?
Ans: Building contact lists based on buyer persona
What is Step 3 in the Research Process?
Ans: Find contact info for each contact
What is Step 3 in the Research Process?
Ans: Finding relevant ways to personalize outreach
What is the Cold Calling formula?
Ans: Intro > Reason > Qualify > Ask
What are the four stages of Discovery Call?
All rights reserved © 2025/ 2026 |
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Ans: Preliminaries, Investigating, Demonstrating Capabilities,
Obtaining Commitment
What is SPIN?
Ans: 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?
Ans: Situation, Problem, Implication, Need-payoff
What does the S in SPIN stand for?
Ans: Situation - Questions focus on gathering facts and
background
What does the P in SPIN stand for?
Ans: 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?
All rights reserved © 2025/ 2026 |
Course Careers - Sales Technology Final
Exam Study Set Questions and Correct
Answers/ Latest Update / Already Graded
What is a Sales Cadence?
Ans: 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)?
Ans: A set of Specific actions you follow from start to finish to
close a new customer.
What are the stages of the Sales Cycle?`
Ans: Research > Outreach > Discovery > Present > Follow Up >
Close
What is a Sales Funnel?
Ans: A visual representation of sales processes with defined
stages that every potential client goes through as they are led
toward a final decision.
All rights reserved © 2025/ 2026 |
, Page |2
- Give salespeople a repeatable framework of actions to follow
- Creates a baseline for comparison and forecasting
What is a CRM?
Ans: 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)
Ans: 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)
Ans: Collects and makes sense of company info from millio ns
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.
All rights reserved © 2025/ 2026 |
, Page |3
Ex. LinkedIn Sales Navigator, Apollo, Zoominfo
What is Step 1 in the Research Process?
Ans: Building company lists based on your Ideal Customer
Profile (ICP)
What is Step 2 in the Research Process?
Ans: Building contact lists based on buyer persona
What is Step 3 in the Research Process?
Ans: Find contact info for each contact
What is Step 3 in the Research Process?
Ans: Finding relevant ways to personalize outreach
What is the Cold Calling formula?
Ans: Intro > Reason > Qualify > Ask
What are the four stages of Discovery Call?
All rights reserved © 2025/ 2026 |
, Page |4
Ans: Preliminaries, Investigating, Demonstrating Capabilities,
Obtaining Commitment
What is SPIN?
Ans: 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?
Ans: Situation, Problem, Implication, Need-payoff
What does the S in SPIN stand for?
Ans: Situation - Questions focus on gathering facts and
background
What does the P in SPIN stand for?
Ans: 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?
All rights reserved © 2025/ 2026 |
