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Course Careers - Sales Technology Final Exam
Questions and Answers (Verified Answers)
1. 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.
2. What is the Sales Process (Sales Cycle)
ANS A set of Specific actions you follow from start to finish to close a new
customer.
3. What are the stages of the Sales Cycle
ANS Research > Outreach > Discovery > Present > Follow Up > Close
4. What is a Sales Funnel
ANS A visual representation of sales processes with defined stages that every

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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
5. 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
6. 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
7. What is Sales Data Software? (Sales Intelligence)
ANS 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

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the sales data market, Company Data and Contact Data.
Ex. LinkedIn Sales Navigator, Apollo, Zoominfo
8. What is Step 1 in the Research Process
ANS Building company lists based on your Ideal Customer Profile (ICP)
9. What is Step 2 in the Research Process
ANS Building contact lists based on buyer persona
10. What is Step 3 in the Research Process
ANS Find contact info for each contact
11. What is Step 3 in the Research Process
ANS Finding relevant ways to personal- ize outreach
12. What is the Cold Calling formula

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15. What do the acronyms in SPIN stand for
ANS Situation, Problem, Implication, Need-payoff
16. What does the S in SPIN stand for
ANS Situation - Questions focus on gathering facts and background
17. 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
18. What does the I in SPIN stand for
ANS Implication - Questions take the customers problems and explores its effects
or consequences. They also help customers understand a problems seriousness
or urgency.
19. What does the N in SPIN stand for

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ANS 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.
20. When in the four stages of discovery calls do you use SPIN
ANS The Investi- gation stage
21. What is BANT
ANS A sales qualification methodology that lets salespeople deter- mine whether a
prospect is a good fit based on this.
22. What does the acronyms in BANT stand for
ANS Budget, Authority, Need (Using SPIN), Timeline.
23. What is the most important part of BANT and why should you always start
with it
ANS Need, this determines if the customer has the need for your product and is

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asked in the order of NATB
24. What is a Cold Email
ANS 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.
25. What is the Cold Email Formula
ANS 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)
26. What is a SQL
ANS A prospect who is qualified to buy your product or service
27. What is an account
ANS The records of all the information associated with a prospective or
current customer

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28. What is a Champion
ANS Someone who salespeople love
29. What does CAC stand for
ANS Customer Acquisition Cost
30. 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're talking to
31. What is an Influencer
ANS Someone who influences the decision of a purchase
32. What is Churn
ANS Customers who were on a subscription and stopped us- ing/paying for it

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33. What is a C-Level executive
ANS The highest level of executives who run the operations of a company
34. What is a Gatekeeper
ANS Someone who is in charge of deciding who talks to the executives
35. What did Bob Hoover do to the mechanic who made his plane crash and
almost got him killed?
He yelled at him for being a bad mechanic and fired him.
He told him he would have his mechanics license revoked.
He criticized him for being so careless, but forgave him.
He told him to service his F-51 plane tomorrow since he's sure he won't make
this mistake again.
ANS He told him to service his F-51 plane tomorrow since he's sure he won't make
that mistake again.
36. What's the main difference between mankind and animals?
The desire to be loved
The desire to feel important
The desire for food
The desire for sex
ANS The desire to feel important
37. The only way on earth to influencer other people is how?
Talking about what they want and showing them how to get it

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Making them feel bad for you
Showing them how much something they can do will help you
Using reverse psychology to tell them they don't need something
ANS Talking about what they want and showing them how to get it
38. You can make more friends in two months by doing what?
trying to get them interested in you
showing them how cool of a person you are
becoming interested in them
getting them to try your hobbies
ANS Showing interest in them
39. You should always smile because of what reason?
it makes people like you
it makes you happier
it costs you nothing
All of the above
ANS All of the above

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40. The sweetest sound to a person in any language is what?
a lady singing
that person's name
that person's favorite song
a bird singing
ANS That person's name
41. What do people love to talk about the most?
Themselves
Other people
Politics
All of the above
ANS Themselves
42. When should you argue with someone?
When you know you can win
When you know they are wrong
When it's an important matter
Never because you can't win
ANS Never because you can't win
43. By telling someone they're wrong you are...
making them feel unintelligent
making them feel they have a bad sense of judgment
hurting their pride and respect
All of the above

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ANS All of the above
44. What should you do if you realize you're wrong?
Find someone you can blame
Defend your position by trying to convince them you're not wrong
Admit you're wrong
Avoid talking to the person who is right
ANS Admit you're wrong
45. When trying to convince someone of something you should...
try to push hard for an agreement where they must start telling you "No" since
it brings all the objections to the surface
get them to agree to small things by telling you "Yes" since it gets them in the
mode of saying yes and agreeing
ANS Get them to agree to small things by telling you "Yes" since it gets them in the
mode of saying yes and agreeing.
46. What do people prefer more?

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Course Careers - Sales Technology Final Exam with Answers (128 Solved Questions)

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