Course Careers - Sales Technology Final
Exam Study Set ACTUAL QUESTIONS
AND CORRECT ANSWERS
What is a Sales Cadence? - CORRECT ANSWERS 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 ANSWERS 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 ANSWERS
Research > Outreach > Discovery > Present > Follow Up > Close
What is a Sales Funnel? - CORRECT ANSWERS A visual
representation of sales processes with defined stages that every potential client
goes through as they are led toward a final decision.
- Give salespeople a repeatable framework of actions to follow
- Creates a baseline for comparison and forecasting
What is a CRM? - CORRECT ANSWERS 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 ANSWERS
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 ANSWERS
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.
Ex. LinkedIn Sales Navigator, Apollo, Zoominfo
What is Step 1 in the Research Process? - CORRECT ANSWERS
Building company lists based on your Ideal Customer Profile (ICP)
What is Step 2 in the Research Process? - CORRECT ANSWERS
Building contact lists based on buyer persona
What is Step 3 in the Research Process? - CORRECT ANSWERS Find
contact info for each contact
What is the Cold Calling formula? - CORRECT ANSWERS Intro >
Reason > Qualify > Ask
What are the four stages of Discovery Call? - CORRECT ANSWERS
Preliminaries, Investigating, Demonstrating Capabilities, Obtaining
Commitment
What is SPIN? - CORRECT ANSWERS 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 ANSWERS
Situation, Problem, Implication, Need-payoff
What does the S in SPIN stand for? - CORRECT ANSWERS Situation -
Questions focus on gathering facts and background
What does the P in SPIN stand for? - CORRECT ANSWERS 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 ANSWERS Implication
- Questions take the customers problems and explores its effects or
consequences. They also help customers understand a problems seriousness or
urgency.
What does the N in SPIN stand for? - CORRECT ANSWERS Need -
Questions help the customer focus their attention on the solution rather than the
problem. They get the customer to tell you the benefits of fixing their problems.
When in the four stages of discovery calls do you use SPIN? - CORRECT
ANSWERS The Investigation stage
What is BANT? - CORRECT ANSWERS A sales qualification
methodology that lets salespeople determine whether a prospect is a good fit
based on this.
What does the acronyms in BANT stand for? - CORRECT ANSWERS
Budget, Authority, Need (Using SPIN), Timeline.
, What is the most important part of BANT and why should you always start with
it? - CORRECT ANSWERS Need, this determines if the customer has
the need for your product and is asked in the order of NATB
What is a Cold Email? - CORRECT ANSWERS Part of your outreach
cadence. These allow you to get in front of very important and hard-to-reach
people that you would have a hard time getting a message through with another
method.
What is the Cold Email Formula? - CORRECT ANSWERS Intro
(Address Them) > Reason > Value Prop (Solution to their problem, challenge,
or difficulty and why they care) > Ask (What you want, meeting or
introduction) > Closing (Sign off)
What is a SQL? - CORRECT ANSWERS A prospect who is qualified to
buy your product or service
What is an account? - CORRECT ANSWERS The records of all the
information associated with a prospective or current customer
What is a Champion? - CORRECT ANSWERS Someone who
salespeople love
What does CAC stand for? - CORRECT ANSWERS Customer
Acquisition Cost
What is the difference between a prospect and a lead? - CORRECT ANSWERS
Both describe a potential customer and have intertwined meanings that
only differ based on who you're talking to
Exam Study Set ACTUAL QUESTIONS
AND CORRECT ANSWERS
What is a Sales Cadence? - CORRECT ANSWERS 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 ANSWERS 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 ANSWERS
Research > Outreach > Discovery > Present > Follow Up > Close
What is a Sales Funnel? - CORRECT ANSWERS A visual
representation of sales processes with defined stages that every potential client
goes through as they are led toward a final decision.
- Give salespeople a repeatable framework of actions to follow
- Creates a baseline for comparison and forecasting
What is a CRM? - CORRECT ANSWERS 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 ANSWERS
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 ANSWERS
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.
Ex. LinkedIn Sales Navigator, Apollo, Zoominfo
What is Step 1 in the Research Process? - CORRECT ANSWERS
Building company lists based on your Ideal Customer Profile (ICP)
What is Step 2 in the Research Process? - CORRECT ANSWERS
Building contact lists based on buyer persona
What is Step 3 in the Research Process? - CORRECT ANSWERS Find
contact info for each contact
What is the Cold Calling formula? - CORRECT ANSWERS Intro >
Reason > Qualify > Ask
What are the four stages of Discovery Call? - CORRECT ANSWERS
Preliminaries, Investigating, Demonstrating Capabilities, Obtaining
Commitment
What is SPIN? - CORRECT ANSWERS 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 ANSWERS
Situation, Problem, Implication, Need-payoff
What does the S in SPIN stand for? - CORRECT ANSWERS Situation -
Questions focus on gathering facts and background
What does the P in SPIN stand for? - CORRECT ANSWERS 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 ANSWERS Implication
- Questions take the customers problems and explores its effects or
consequences. They also help customers understand a problems seriousness or
urgency.
What does the N in SPIN stand for? - CORRECT ANSWERS Need -
Questions help the customer focus their attention on the solution rather than the
problem. They get the customer to tell you the benefits of fixing their problems.
When in the four stages of discovery calls do you use SPIN? - CORRECT
ANSWERS The Investigation stage
What is BANT? - CORRECT ANSWERS A sales qualification
methodology that lets salespeople determine whether a prospect is a good fit
based on this.
What does the acronyms in BANT stand for? - CORRECT ANSWERS
Budget, Authority, Need (Using SPIN), Timeline.
, What is the most important part of BANT and why should you always start with
it? - CORRECT ANSWERS Need, this determines if the customer has
the need for your product and is asked in the order of NATB
What is a Cold Email? - CORRECT ANSWERS Part of your outreach
cadence. These allow you to get in front of very important and hard-to-reach
people that you would have a hard time getting a message through with another
method.
What is the Cold Email Formula? - CORRECT ANSWERS Intro
(Address Them) > Reason > Value Prop (Solution to their problem, challenge,
or difficulty and why they care) > Ask (What you want, meeting or
introduction) > Closing (Sign off)
What is a SQL? - CORRECT ANSWERS A prospect who is qualified to
buy your product or service
What is an account? - CORRECT ANSWERS The records of all the
information associated with a prospective or current customer
What is a Champion? - CORRECT ANSWERS Someone who
salespeople love
What does CAC stand for? - CORRECT ANSWERS Customer
Acquisition Cost
What is the difference between a prospect and a lead? - CORRECT ANSWERS
Both describe a potential customer and have intertwined meanings that
only differ based on who you're talking to
